The document discusses social selling and provides an overview of social networks and their importance for business. It outlines key reasons for using social media in sales, including reputation, visibility, referrals and new business. The document then describes several "power moves" for social selling, such as completing your profile, networking, engaging in conversations, and conversion. It also advertises a social selling webinar series and curriculum to help people learn social selling strategies and skills.

1. ForwardProgress.NET facebook.com/ForwardProgresscoachme@ForwardProgress.NET @FwdProgressInc
Social Selling 101
A Brave New World
SOCIAL SELLING – 101

2. ForwardProgress.NET facebook.com/ForwardProgresscoachme@ForwardProgress.NET @FwdProgressInc
Social Selling 101
A Brave New World
Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Creator of Social Jack™
• Train and Coach over 2,000 people per month
• Trained and Coached over 100,000 in Social Network
Skills
• Social Selling, Influencer Marketing and Development,
Personal Branding, Career Advancement, eLearning, Lead
Generation and Conversion, Social Networking, Digital
Marketing and more…

3. ForwardProgress.NET facebook.com/ForwardProgresscoachme@ForwardProgress.NET @FwdProgressInc
Social Selling 101
A Brave New World
Social Networks
Where Do You Stand Now?
YOU
ARE
HERE

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Social Selling 101
A Brave New World
Social Media – What?

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Social Selling 101
A Brave New World
Social Selling – Why?
•Reputation
•Protection
•Visibility
•Compliant-friendly
•Referrals
•New business

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Social Selling 101
A Brave New World
75% of B2B buyers and 84% of C-level/vice president (VP) executives
surveyed use social media to make purchasing decisions.
Online professional networks are the number one information
preference of buyers in the final stage of the purchase process.
Social buying correlates with buying influence. The average B2B buyer
who uses social media for buying support is more senior, has a bigger
budget, makes more frequent purchases, and has a greater span of
buying control than a buyer who does not use social media.
B2B buyers find the greatest benefit of social media is gaining greater
confidence in and comfort with their decisions.
Source: IDC #247829
IDC Statistics

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Social Selling 101
A Brave New World
Source: IDC #247829
IDC Statistics

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Social Selling 101
A Brave New World
How Many Contacts Do You Have That You Cannot See?
• That know YOU?
• That trust YOU?
• That have done business with YOU?
• That would recommend YOU?
Dean Sue Mark Pat
NO MORE
ONE TO ONE
SELLING!

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Social Selling 101
A Brave New World
The LinkedIn Network

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Social Selling 101
A Brave New World
Network Science
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, several clusters
Courtesy of US Army*

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Social Selling 101
A Brave New World
Social Teaming – 3 Degrees
YOU
Bob
Smith
Karen
Jones
Kim
Lock
John
Bean
George
Miller
Jane
Adams
Level 1
Level 2
Level 3
Level 1
Level 2
Level 3
Assoc
Bill
Steve
Laura
Becky

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Social Selling 101
A Brave New World
2017 LinkedIn Facts and Stats - Growing
- 35% access LinkedIn every day
- 39% Pay for premium
- Over 25 million profiles viewed daily
- 1 out of 3 on the planet are on LinkedIn
- 41% access from their mobile device

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Social Selling 101
A Brave New World
Just Twenty Minutes a Day

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Social Selling 101
A Brave New World
BEFORE THE POWER MOVES - Your Professional Profile
• Complete profile
• The start of social selling
• Your first conversation
• Be clear
• What will you do for others?
• Why & how?
• What do you want/need?

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Social Selling 101
A Brave New World Your Profile = Your Professional Brand

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Social Selling 101
A Brave New World Your Profile = Your Professional Brand

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Social Selling 101
A Brave New World
Power Move #1 – “Social” Networking

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Social Selling 101
A Brave New World
Power Move #2 – Network Diving – Level One

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Social Selling 101
A Brave New World
Power Move #3 – Conversation
Power of 8,000 to 1
Like’s and Comment’s
Power of millions to 1
Share’s

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Social Selling 101
A Brave New World
Power Move #4 - Conversion

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Social Selling 101
A Brave New World
Power Move #5 – Network Diving Level 2

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Social Selling 101
A Brave New World
Power Move – Outcome Based Routine

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Social Selling 101
A Brave New World
Intent for ROI

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Social Selling 101
A Brave New World
Next Steps

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Social Selling Webinar Series 101:™
Social Selling Foundation/LinkedIn™ Beginner
Oc
t
Ma
r
Ap
r
May Jun Jul Au
g
SepFe
b
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Webinar 1 Webinar 2 Webinar 3 Webinar 4
Optiona
l Bi-
Weekly
Coachin
g
Optiona
l Bi-
Weekly
Coachin
g
Optiona
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Weekly
Coachin
g
Optiona
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Weekly
Coachin
g
Optiona
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Weekly
Coachin
g
Optiona
l Bi-
Weekly
Coachin
g
Optiona
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Weekly
Coachin
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Optiona
l Bi-
Weekly
Coachin
g
Optiona
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Weekly
Coachin
g
Optiona
l Bi-
Weekly
Coachin
g
Self-Paced
Course 010-
020
Self-Paced
Course 101-
104
Self-Paced
Course 201-
203
Self-Paced
Course 301-
303
Self-Paced
Course ALT
Bi-Weekly
Coaching
Bi Weekly
Coaching
Bi Weekly
Coaching
Bi Weekly
Coaching
Bi Weekly
Coaching
Coaching
Support Layer
e-Learning
Support Layer

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Social Selling 101
A Brave New World
DEMO

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Social Selling 101
A Brave New World
Social Selling 101 – Social Selling Foundation/LinkedIn™ Beginner
•Why and how social networks work for selling – compliant-friendly
•Fundamentals of building trust and relationships online
•Effective profile setup, keywords and settings
•Key profile elements for attracting new business
Social Selling 201 – Social Jack™ Network Building
•Network building for territory coverage (Network Science)
•Benefits of connecting with customers, prospects, industry thought leaders and competitors
•Protecting the security of your connections
•Communication techniques to build your professional brand
Live Webinar Instruction
Social Selling - Advanced Conversion Skills Program

28. ForwardProgress.NET facebook.com/ForwardProgresscoachme@ForwardProgress.NET @FwdProgressInc
Social Selling 101
A Brave New World
Live Webinar Instructor-Led Curriculum Highlights
Social Selling 301 – LinkedIn™ Advanced Sales Techniques
•Learn LinkedIn™ online sales foundation skills
•Identify new prospects beyond your assigned accounts
•Pre-call research for existing and new prospects
•Level one communication (SEI)
Social Selling 302 – LinkedIn™ Advanced Sales Routine
•Getting into your 20 min a day plan
•Trust building and conversion techniques
•Build your industry domain expertise via LinkedIn™ connections
•Level two communication (SEI)

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Social Selling 101
A Brave New World
Go for
your
Social
Selling
Black
Belt!

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Social Selling 101
A Brave New World
Questions?

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Social Selling 101
A Brave New World
Thank You!

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Social Selling 101
A Brave New World
Connect WITH us!