LinkedIn has over 200 million users and continuing to grow everyday. It has transformed the way people network and it's impact on business has been incredible. Learn the techniques of the best social sellers and how they are building their pipelines using LinkedIn. There are free job aids to download throughout the presentation and on the last slide.

1. 1
How Social
Sellers Build
Their Pipeline
with

2. 2
Cold
Calling is
ineffective
because
no one
answers
their
phone.

3. 3
Your customers
are too smart
to respond to
SPAM or
generic emails

4. 4
Today’s successful Sales Reps excel with
LinkedIn on several fronts:
• They position themselves to win
the deal they’re working on now.
• They understand the individuals
who compete for their business.
• They expand their personal
network to fill their sales pipeline
through customer referrals.

5. 5
LinkedIn currently has
200 million members
worldwide
65.1% have held director-
level or above positions
These are the decision makers
YOU need to access.

6. 6
Referral-based Connecting
Successful people tend to work together.
A referral from a successful customer
legitimizes you.
Our research shows an
average 65% win rate on
referrals!

7. 7
LinkedIn provides tools that facilitate social gifting
Social Debt Economics
Endorsements, recommendations,
mentions, and idea sharing are the
currency in social debt economics

8. 8
3 Steps to Use
LinkedIn to Build Your
Referral Pipeline

9. 9
Step #1 -
Position Yourself as a
Thought Leader
Your LinkedIn profile
represents your personal
brand. This is where
Content Marketing meets
Social Selling.

10. 10
You cannot afford to simply digitize
your resume.
Demonstrate thought leadership
through your connections and
profile content.
Learn more detail about social selling
here and here.

11. 11
Step #2
Connect to Your Customer
Customer connections are an
ABSOLUTE MUST!
This is where the social debt
economics can pay huge
dividends.
If you are good at your job,
your customer will facilitate
introductions.

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Step #3 -
Expand Your Personal Network
Build your customer-
centric pipeline around the
referrals from your
customer.
Use their profile as your
window into their
connected world.

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When researching your customer’s network,
look to find the decision-makers
• The Customer Decision-maker: Look at their LinkedIn profiles
to understand how influential they are. Are they connected to potential
prospects?
• Your Customer’s
Competitors: Chances are
someone in your organization
has worked for their competitor.
Find the link.

14. 14
A good partner may be willing to collaborate with you. Look at
partner profiles to find common connections. See “how you’re
connected” to individuals in the company.
Research your customer’s
Suppliers / Vendors / Channel Partners:

15. 15
These are the industry watering holes.
Research your Customer’s
Industry Associations
To find future
customers like the
one you have, look at
ASSOCIATION
MEMBERSHIPS.
Then find the
contacts within the
organizations that
can help you most.

16. 16
To be successful, you MUST
execute!
Successful Sales Reps
master the art of Social
Selling over cold calling.
When these Reps deliver
success to their customers,
they create their sales
pipeline.

17. 17
6 Tips
to help build
your pipeline
using

18. 18
Start by downloading
the Account
Networking Tool
to centralize and
categorize your referrals
in one place.

19. 19
Adopt a
‘Pay it Forward’
attitude.
Social debt is the currency
of building your referral-
based pipeline

20. 20
Always ask,
sometimes get.
Sometimes ask,
never get.
Don’t hesitate to ask
your customers for
introductions

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Make this effort a part
of your daily habit.
Building a quality database
takes time and commitment.

22. 22
Success does not
happen overnight.
You won’t immediately know if what you did
resulted in a referral.
This process requires patience.

23. 23
Integrate your effort with
your current sales tools
Export your referrals into
Salesforce.com
(or whatever tool your
company uses)

24. 24
Need Help?
Download the
Account Networking Tool
to build a referral database
around your customer
GOOD LUCK!

25. 25
Learn More
If you don’t have a content management process or need help
optimizing your current one,
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
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