B2B buyers are anywhere between 57% to 70% through the buying process prior to engaging with sales. Your buyers are having a learning party without you. And the modern buyer is digitally driven, socially connected, mobile, and empowered with unlimited access to information. Is your sales team ready? This session will show why social selling is a critical part of global brand strategy, and how sellers should master social channels such as LinkedIn to cut through the noise from social cannibals.

1. #SocialSelling
Meet the Modern Buyer

2. Is Social Media a Fad?
@jill_rowley #SocialSelling

3. The ABCs of Social Selling – Always Be Connecting
@jill_rowley | #SocialSelling

4. Why do Social Selling?
@jill_rowley #SocialSelling

5. Shift your mindset from
selling to serving.
Focus on your buyer’s business
outcomes instead
of your quota.

6. Customers expect companies to
feel personal and authentic
@jill_rowley #SocialSelling

7. ADAPT OR DIE BE REPLACED
Become transparent, responsive, &
collaborative or else risk being left in the
dust by competition
@jill_rowley #SocialSelling

8. @jill_rowley #SocialSelling

9. @jill_rowley #SocialSelling
#PurposeBeyondProfit
#MakeMoneyThatMatters

10. 92% of B2B buyers
start
search online…
@jill_rowley #SocialSelling

11. 82% of the world’s online population
can be reached by social networks
@jill_rowley #SocialSelling
Source: insites-consulting.com

12. 57% of the buying process done
before engaging sales
Then Now
@jill_rowley #SocialSelling
VS.

13. The Power of
Peer to Peer

14. Only 33% of buyers trust
what a logo tells them
But 92% trust what
another buyer tells them!

15. Meet the Modern Buyer
@jill_rowley #SocialSelling
Digitally-driven Socially-connected
Mobile Empowered

16. Decision-makers are more
knowledgeable.
Unlimited access to real-time information
about your company, products,
competitors, customers, industry
experts and influencers
"The best reps are not just present in social, they position
themselves as credible and influential sources in customer
networks.” This affords them more access to buyers.
- Sales Executive Council

17. It all comes down to trust.

18. You have to break through the
clutter.

19. Always look at things through
the customer’s eyes.

20. @jill_rowley #SocialSelling
Social Selling is using Social
Networks to do Research to be
Relevant to build Relationships that
drive Revenue.

21. @jill_rowley #SocialSelling

22. Traditional Selling vs #SocialSelling
@jill_rowley #SocialSelling

23. 5 Pillars, Practices, Principles of Social
Selling
@jill_rowley #SocialSelling

24. The 411 on Content
@jill_rowley #SocialSelling

25. • Headline should be
descriptive; NOT
your job title
• Include #hashtags
Review the “Who’s
Viewing Your
Profile”
• NEVER leave blank
• Tell stories
• Write in the 1st
person. This is not
your online
resume!!
• Choose skills you
want to highlight
• Seek
endorsements &
recommendations -
do the same for
others
Headline
Include
#Keywords
Profile
Summary
Recommendations
&
Endorsements
•High quality and
professional
photo
•11x more likely to
be viewed with a
photo
Profile
Picture
Keys to a Successful LinkedIn
Profile
@jill_rowley #SocialSelling

26. Add Rich Media to your Profile
@jill_rowley #SocialSelling

27. Recommendations Establish Credibility
@jill_rowley #SocialSelling

28. The Art of a LinkedIn Invite
@jill_rowley #SocialSelling

29. Don’t be Single Threaded

30. Join Groups on LinkedIn
@jill_rowley #SocialSelling

31. Use Your Alumni Network
@jill_rowley #SocialSelling

32. TWITTER
@jill_rowley #SocialSelling

33. 1. Pick a simple and short username (this is your brand)
2. Create a personal profile
3. Upload a good picture (no eggheads!)
4. Include your LinkedIn URL in your bio
5. Listen first, find your voice
6. Follow influencers and experts in your field;
Create lists
7. Share things that are useful and relevant to
your followers
8. Do no just self-promote or share your stuff
9. Engage with your followers (@reply, RT and mention)
10. Use #hashtags – example is #EmployeeAdvocacy #IoT
@jill_rowley #SocialSelling

34. Is this a good Twitter profile?
@jill_rowley #SocialSelling

35. @jill_rowley #SocialSelling

36. Social Listening
• Keep up to date (NEWS)
– Spot industry news trends; find what’s
#hashtag trending, what’s important to your
customers/clients/competition
– “Attend” industry events via #hashtag
– Stay current on what your competitors
are doing
• Which utilities/platforms should you use?
– Some social aggregators are more beneficial
than others (e.g., Hootsuite, TweetDeck, and
Google alerts)
@jill_rowley #SocialSelling

37. Twitter: Starts with Listening
@jill_rowley #SocialSelling

38. 6 Things to do Right Away!
• Optimize your LinkedIn profile for the Buyer; not the Recruiter.
• Create a Twitter account and/or complete your profile. Photo.
Bio. LinkedIn URL.
• Research and Follow your Customers on LinkedIn
and Twitter.
• Expand your Professional Network. ABC = Always Be
Connecting. Leverage your College Alumni.
• Join LinkedIn Groups where your Customers are Members.
• Research and Follow your Competitors. See who they are
following and who is following them.
@jill_rowley #SocialSelling

39. The ABCs of Social Selling – Always Be Connecting
@jill_rowley | #SocialSelling