1. #SourceIn
Social Selling Best Practices
Koka Sexton
LinkedIn

2. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 2
• What is Social Selling
• Building your personal brand
• Resume to reputation
• Maintaining relationships

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time
levelofbuyer
activity
“I’m just
downloading
stuff”
“We have a
project”
“We’ve
made a
decision”
“I’m just browsing”
“We’ve
shortlisted
vendors”
awareness consideration purchase
“70% of the B2B buying process happens online”
SiriusDecisions Inc.

4. LINKEDIN – SOCIAL SELLING
time
levelofbuyer
activity
“I’m just
downloading
stuff”
“We have a
project”
“We’ve
made a
decision”
“I’m just browsing”
“We’ve
shortlisted
vendors”
awareness consideration purchase
“70% of the B2B buying process happens online”
SiriusDecisions Inc.

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Research prospects

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Research prospects
©2013 LinkedIn Corporation. All Rights Reserved. 6

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Participate in groups
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Build a network
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Get referrals and introductions
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Get referrals and introductions

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Inevitable
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12. ©2013 LinkedIn Corporation. All Rights Reserved.
Social selling is reminding
everyone that who you know is
more important that what you
know.
Greg Alexander – Sales Benchmark Index

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You are the CEO of

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“Visibility creates opportunities.”

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“It’s not the size of your network, but how you use it.”

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Use your status
updates to engage
your network
• 166 likes
• 12 comments
• 67 shares

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Use your status
updates to promote
your network

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Use your status
updates to promote
your company
• Press
• Blogs
• Content

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Use your status
updates to inform
your network
• Industry news
• Relevant content

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Who you know IS more
Important than WHAT
You know
Your network
is your business.

23. ©2013 LinkedIn Corporation. All Rights Reserved.
Proficiency in social media is a
differentiator now, but will
soon be a qualifier.

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§Promote your brand through your LinkedIn profile
§Elevate your status from sales rep to trusted advisor
§Let your profile sell for you
§Educate potential buyers who visit your profile
§Transfer of trust through profile to another member
§Attract top talent
§Differentiate yourself from other sellers
§Spur connections to take action
§Generate reciprocal business for the ecosystem
Resume to Reputation (R2R) The 9 core principles

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Your professional tagline makes a difference!
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Make it easy for potential buyers to learn & connect
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Educate, educate and educate some more!
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• Use rich media
• Include a variety
• Update regularly

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How have you helped customers achieve their goals?
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VS.

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To succeed, you must be the best
at what you do for a specific
audience.

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• Social selling is NOT a fad
• Build your personal brand
• Remember “resume to reputation”
• Maintain your relationships

31. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 31