How Sales Enablement is Supporting Social Selling in 2022

According to an Omnicore study, 80% of B2B
leads are coming from LinkedIn. How
effectively is your company leveraging
LinkedIn??
Intro. Poll

How Sales Enablement is
Supporting LinkedIn and
Social Selling in 2022

Brynne Tillman, CEO of
Connect with me: /in/BrynneTillman
Let’s Chat: 15withBrynne.com
Email me: brynne@socialsaleslink.com
Free Gift: LinkedInLibrary.com
FREE RESOURCES:
SocialSalesLink.com/Library

What to Expect Today
1. Profile Branding Tips for Your Sales Team
2. Curate Content that Converts on LinkedIn
3. Create Content that Supports Sales
4. Nurture Connections
5. Client Referrals

The Results
• Company Brand Awareness
• Sales Rep Engagement
• More Opportunities at a High
Level of Credibility
• Sales Conversations Booked,
Consistently

What We Hear from Sales...
I have thousands of connections but
no conversations
When I ask for conversations from
prospects, I get ghosted
I share content, yet no one engages
Everyone says I need to use
LinkedIn, but I can’t figure out how to
do it successfully
✓
✓
✓
✓
FREE RESOURCES:

What’s Broken
• Profiles are Self-centered vs. Value-
centric
• Connect and Pitch...or
• Connect and Forget
• Random Acts of Social
• Post and Ghost
• Sharing Topics Sales Wants to Talk
About, NOT what the Prospects want to
Consume
• Cold Calling on LinkedIn
• Not Leveraging Referrals and
Permission to Name Drop
• Automation
FREE RESOURCES:

Sales People Must
Be positioned to attract your ideal
buyers on a consistent basis?
Share content that gets engagement
from your targeted prospects on a
consistent basis?
Convert your lurkers into engagers
✓
✓
✓
FREE RESOURCES:

Social Selling is...
Building trust, sharing insights,
bringing value, being a resource,
developing relationships…
…understanding that the sales will
come when the time is right.
FREE RESOURCES:

Value-Centric Profile
Attracts, teaches, and engages your
targeted audience and gets them
excited to talk with you.
✓
FREE RESOURCES:

From a Resume to a
Resource
74% of buyers choose the sales rep
that was first to add value and
insights. - Corporate Visions Study
Rather than leading with your
solution or telling them how you can
help them...actually help them
...first
✓
✓
FREE RESOURCES:

Top of the Fold:
From Boring to Compelling
CEO at Social Sales Link
FREE RESOURCES:

About:
From All About the Sales Rep to
All About Your Prospects’ Needs
About Before and After
Brynne Tillman is CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales
teams and business leaders how to leverage LinkedIn for social selling.
Brynne helps sales professionals use LinkedIn to help them sell more effectively.
She is on a mission to help as many salespeople do a better of job of social selling.
FREE RESOURCES:

Featured:
Scroll Stopper
Link to Company Resources
Upload One Sheets
Link to Their Best Posts
✓
✓
✓
FREE RESOURCES:

Experience
1. Their Story
2. How Your Company Helps
3. Company Credibility Statement
4. Deliverables | Solutions
5. Supporting Media
FREE RESOURCES:

Highlight Your Solution
1. Who You Serve
2. What You Sell
3. Add Collateral Here
FREE RESOURCES:

Nurture Your Existing
Network on

Start with 1st Degree
Connections
Who Has the Sales Team Been
Ignoring?
Free Resources:
socialsaleslink.com/library

Who Do They Want a
Conversation With?
Clients
Prospects
Referral Partners
Free Resources:

Have Sales Reps Export
Their Existing Connections
1. Click on the My Network Tab
2. Click on Connections on top left
3. Click on Manage Synced and Imported
contacts on top right
4. Click Export Connections
5. Click on Connections
6. Click Request Archive and Enter password
7. In 10 minutes you will get an email from
LinkedIn - Click to download
8. Download Archive and open in Excel

Conduct CPR
1. Clients
2. Prospects
3. Referral Partners

Have Them Search Their
Connections
Title
Keywords
Location
Relationship
Industry
Company
And More...
✓
✓
✓
✓
✓
✓
Free Resources:

Using Content to
Start Conversations

Content to Conversations
74% of Buyers choose the sales
rep that was first to add value
and insight. (Corporate Visions)
Free Resources:

Enablement ‘s Vital Role in
Social Selling
When Sales Owns Social Selling - It
is All Connect and Pitch
When Marketing Owns Social Selling
- it is Brand Content and Ads
When Enablement Owns Social
Selling - It is About Attracting,
Teaching, and Engaging Buyers…
Leading to Relationships

Content Philosophy
Lead To Your Solution
Not With Your Solution
FREE RESOURCES:

Content that Generates Leads
for Sales Must...
Master the Ask/Offer Ratio
Resonate with the Buyer
Create Curiosity
Teach Something New
Get Them Thinking Differently
Create a Compelling Moment
✓
✓
✓
✓
✓
✓
FREE RESOURCES:

Types of Content to Use to
Start Conversations
Curate Content
Create Content
Share Their Own
Company Content
with Them
✓
✓
✓
Free Resources:

Create
Capture Your Sales Reps Genius
Zoom Video or Live Stream
Transcribe
Canva Quotes
Video Vignettes
✓
✓
✓
✓
✓
FREE RESOURCES:

Curate
Create a Library for the Sales
Reps to Pull from
Email/Alert Weekly Highlighted
Content to Engage on
✓
✓
FREE RESOURCES:

Teach Them How to Engage
on Content
Meaningful Comments
Their POV
Tag Company Page
Use Hashtags
Engage with Both the Author and the
Commenters
✓
✓
✓
✓
✓
FREE RESOURCES:

Your Own Hashtag
Exclusive for Your Company Posts
Make it Required to Use
Register it on Twubs.com
Ours is #sslinsights
✓
✓
✓
✓
FREE RESOURCES:

How to Get it to Them
One to Many
One to One
✓
✓
One to Few
✓
Free Resources:

Starting the Conversation
From Curated Content
I recently came across an article on
ABC, and I thought, as a CEO in the
XYZ industry you might get some
value from it. The most interesting
insights I gleaned were DEF and
GHI.
If you are interested, let me know,
I’d be happy to send you a link.
Free Resources:

Starting a Conversation
From a Poll
As an EXPERT IN FIELD, I would appreciate your
one-click vote on a poll I recently published.
I am conducting a quick benchmark study on
TOPIC, and your perspective would be valued.
Once the poll ends, you will receive a notification
of the results, and I will share the insights we
glean from it as well.
Thanks in advance for your participation.
Free Resources:

Starting the Conversation
From Their Own Content
I recently came across an article
congratulating your company for the
community service they did over the
last few months and was quite
impressed. I am not sure if you had
a chance to read it yet, as I often
find CEOs can miss their own press.
Either way, I thought I’d send it to
you and say congratulations.
Free Resources:

Client Referral
Workflow with

Permission to Name-Drop Workflow
Connect with
Client
Search
Connections
Schedule
Conversations
Review names
1 2 3 4
Ask
Connect &
Name Drop
Send
welcome
5 6 7

Find and connect with your clients on
LinkedIn
Free Resources: socialsaleslink.com/library
1

Search Their Connections
2

Schedule a Conversation
Client,
I happened to notice that you are connected to
quite a few people that I will be reaching out to
in the next couple of weeks. I was wondering if
you’d be open to sharing any insights about
them before I do.
Are you available for a 10 minute Zoom call?
3

Review Names and Get Permission
Name-Drop
4
“Thank you so much for your
insights, when I reach out to these
folks, can I mention that you are
my happy client, that we had this
conversation and you thought it
made sense for me tro reach out?

Engage on Their Content
5

Connection Request with Name-Drop
PROSPECT, CLIENT and I were chatting the other
day, and your name came up in our conversation.
(S)he thought it made sense for me to reach out
and introduce myself, so kindly visit my profile
and if you agree, let’s connect.
6

Welcome Message to Schedule a Call
PROSPECT, Thanks for connecting. I’d love to
jump on a call and loop you in on what CLIENT
and I were discussing. Let me know your preferred
way of scheduling, if it happens to be via calendar
link, here’s mine. LINK
7

Follow up with your client to thank
them and let them know where you
are in the conversation with their
connections.
Best Practice...

What’s Next?
https://socialsaleslink.com/notifyme

What Now?
Connect with me: /in/BrynneTillman
Let’s Chat: 15withBrynne.com
Email me: brynne@socialsaleslink.com
Free Gift: LinkedInLibrary.com
New Things Coming:
https://socialsaleslink.com/notifyme
FREE RESOURCES:

How Sales Enablement is Supporting Social Selling in 2022

Recommandé

Recommandé

Contenu connexe

Tendances

Tendances (19)

Similaire à How Sales Enablement is Supporting Social Selling in 2022

Similaire à How Sales Enablement is Supporting Social Selling in 2022 (20)

Plus de Aggregage

Plus de Aggregage (20)

How Sales Enablement is Supporting Social Selling in 2022