10 Steps to Impact. To help you better grow into social, share what you know, amplify value and engage here is a presentation I did recently for at a sales and business partner seminar. This is an entry level presentation for someone just getting started.

1. Social Selling
Be found by new buyers
Bring value to clients
Build your career
EXECUTIVESOCIALACADEMY.COM

2. 1
WHY
Why is this important?

3. Like it or not…
YOU have an online brand
Either you are controlling it
Or… it’s controlling you
It goes wherever you go, it’s yours, it’s your career

4. 90%
For B2B transactions,
Forrester found that buyers go
through 90 percent
of the buying process
before they even talk to a vendor
Today’s buyers are empowered & informed

5. 2 Billion
When they want something
(products or services)
they search online.
They’ll find you, not vice versa.
Be findable

6. Trust
People buy from people
they know like & trust.
Social = higher perceived credibility, authority, trust

7. Data Tells Us
IBM Sellers engaged in social achieve:
30% higher pipeline
20% higher closed revenue
It’s about business outcomes & quota attainment

8. 2
WHAT
What is the mindset & focus?

9. Buyer’s Journey
It’s a ‘buyer’s journey, not a sales cycle’
That journey starts online long before
(and IF) they ever talk to you
It’s not about you, it’s about them

10. Surface Area
Building a digital brand is about
creating greater surface area for you
Create more ways for people to find you

11. 2 Objectives
Influencing new buyers = new rev
Providing value to clients = loyalty
For Sales perspective, building revenue on both ends

12. Share
what you know
You know more than you think you do…
Think about what questions people have
Help people through their buyer/user journey

13. 360° Network
It’s about building & leveraging
collective expertise in your network
You are as smart as your network

14. Content
Content is the currency
of today’s connected economy
Content = visibility = value = pipeline

15. From Selling
To Serving
1. Help people
2. Share & curate useful information
3. Build a smart network
4. Listen for needs
5. Demonstrate thought leadership
6. Nurture relationships online
Choose to lead the opportunity (vs chase or miss it)

16. 3
HOW
10 steps to making it happen

17. Setup Connections
Setup your profile
1. Enter what you are known for
2. Enter tags for your expertise
3. Add links to your social profiles
Set yourself up to leverage IBM Connections to serve clients
Step 1

18. Build 360° Network
Create a ‘smart’ network
§ Connect across SMEs for solutions you sell
§ Connect across client touch points
§ Connect across your territory
§ Connect across roles
§ Connect across marketing for content
Tip: Use ‘Advanced Search’ to find the right people
Step 2

19. Setup LinkedIn
Setup your profile
1. Craft compelling headline
2. Create a ‘serving’ summary
3. Add value-add content for your solutions
4. Customize your LinkedIn URL
5. Add your LinkedIn to your email signature
It’s about a) findability & b) how you can help
It’s not a resume or about how you ‘crush quota’
Step 3

20. Setup Twitter
Setup your profile
1. @firstnamelastname (or derivative, not @jim_251)
2. Upload appropriate professional photo
3. Align your bio with your LinkedIn summary
4. Start sharing & connecting
Start small & build… incremental compounding over time
Step 4

21. 4 Rules of Value
1. Share what you know
2. Share what has helped others
3. Provide information on questions people have
4. Always add context to provide meaning
Be a source of value… and be consistent
Step 5

22. Finding Content
1. Get content from W3 Connections
2. Join IBM GetSocialHub for content
3. Get content from LinkedIn Pulse or industry channels
4. Get your content from IBM newsletters in your inbox
5. Get content from marketing
Think about what information would help buyers & clients
Step 6

23. Finding Opportunity
1. LinkedIn Groups
2. Twitter #hashtags
3. Influencers in your solution area
4. Use Advanced Search in Twitter
5. Follow competitor @handles
Listen for signals of unmet needs
Step 7

24. Toolbox
1. Connections (browser & mobile)
2. LinkedIn Premium Sales Navigator (browser & mobile)
3. Hootsuite or Tweetdeck (browser & mobile)
4. Talkwalker Alerts (on competition)
** Relationships - Nimble (browser & mobile)
** Smart – Buffer (browser & mobile)
** Deeper value thru context – Meddle (browser)
Right tools can help you work smarter w/ better outcomes
Step 8

25. Day-to-Day
§ Invest time to build your brand
§ Invest in your social connections
§ Tap your network for introductions & expertise
§ Help people with value
§ Put it on calendar = 30min AM + 15min PM & grow it
It’s a journey, no shortcuts, benefits compound over time
Step 9

26. The 1 Percenters
§ Build a platform you own, you control
§ Build YOUR OWN intellectual property
§ How = Start a blog
§ This is where you really build authority
§ Authority = Credibility = Trust = Buy
§ Truth: Not for everyone, but if you commit, it will pay off!
This is a career investment that grows with you
Step 10

27. The question to ask
Are you leading the
opportunity or chasing it?
Follow these steps to lead....
EXECUTIVESOCIALACADEMY.COM

28. Resources
For links to over 20 resources on each of these 10 steps,
head on over to executivesocialacademy.com/sellerresources
(not able to link them all here on Slideshare)
EXECUTIVESOCIALACADEMY.COM