1.
SALES SOLUTIONS
Social Selling Done Right:
Strategies for Creating a Social Selling
Culture
#inSalesChat

2.
SALES SOLUTIONS
Today’s Speakers:
2
Carlos Gil
Global Sr. Social Marketing Manager
LinkedIn Sales Solutions
www.linkedin.com/in/carlosgilonline
Celina Guerrero
Social Selling Trainer
Social to Sales
https://www.linkedin.com/in/celinaguerrero1
#inSalesChat
Julio Viskovich
VP, Marketing
rFactr
https://www.linkedin.com/in/socialselling
Matt Heinz
President
Heinz Marketing
https://www.linkedin.com/in/mattheinz

3.
SALES SOLUTIONS 3
• All attendees are muted by default. Please type
your questions into the chat panel and send them
to all panelists.
• Questions will be addressed at the end of
webinar.
• The webinar recording will be emailed out before
the end of the week.
• Tweet questions to @LinkedInSelling /
#inSalesChat
#inSalesChat
Housekeeping Notes

4.
SALES SOLUTIONS 4
• Speaker Introductions
• How Sales Has Evolved
• Creating a Trusted, Professional Brand
• Focusing on the Right Prospects
• Social Selling with Insights
• Panel on Social Selling Culture
• Q&A
#inSalesChat
Today’s Agenda

5.
SALES SOLUTIONS
are now involved in the
average B2B buying decision
people
Boss
Peer
Direct
report
Business
leader
Cross-functional
partner
Corporate Executive Board 2013 – Winning The Consensus Purchase
Your
target buyer
5.4
Sales has evolved and the buying process has too.
Today, decisions involve more people than ever
before.
#inSalesChat

6.
SALES SOLUTIONS
75%
of B2B buyers now use
social media to be more
informed on vendors
International Data Corporation 2014 – Social Buying Meets Social Selling
Decision makers rely on social media to choose
between potential vendors
Network
referrals
White
papers
Company
websites
Blog
posts
Company
pages
Your
target buyers
Social
relationships
#inSalesChat

7.
SALES SOLUTIONS
Focus on the
right people and
companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
Building relationships with prospects and customers
is different in this new economy
#inSalesChat

8.
SALES SOLUTIONS
Billions
of professional
relationships
347M+
members
2B+
member
updates
per week
LinkedIn has a wealth of information on the people &
companies with whom you want to build relationships
#inSalesChat

9.
SALES SOLUTIONS
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
+ 17%
+ 25%
+ 40%
+ 29%
Social Selling Index + 26%
Avg. increase in SSI seen by Sales
Navigator customers in the first 3
months after activation.
3 Months After
Activation
LinkedIn helps your team improve at selling socially
Our sales reps and customer success team partner with you to support
your social selling initiatives.
#inSalesChat

10.
SALES SOLUTIONS
Sales professionals with a high SSI…
1.6X faster to get
promoted to VP
3X more likely to
go to club
51% more likely
to exceed quota
Exceed Quota Go to Club Get Promoted Faster
#inSalesChat

11.
SALES SOLUTIONS
Celina Guerrero
Social Selling Trainer
Social to Sales
https://www.linkedin.com/in/celinaguerrero1

12.
SALES SOLUTIONS
Photo & Headline
12
Headline
● First word focus
● Action word
● Keywords
● 1st 50 characters
#inSalesChat

13.
SALES SOLUTIONS
Connections & Summary
13
Summary
● Let people self-qualify
● Quantify value
● 1st 200 characters
● Get feedback
Connections
● Know, Like, Trust
● Referrals
#inSalesChat

14.
SALES SOLUTIONS
Recommendations
14
Recommendations
● Ask (Not only your boss)
● “Social proof”
● Reorder
● First 200-250 characters
#inSalesChat

15.
SALES SOLUTIONS
Write Long Form Post
15
Long Form Post
● Deliver value
● Story tell
● Personal / professional
● FAQ
● Image / Title
#inSalesChat

16.
SALES SOLUTIONS
Share Long Form Post
16
#inSalesChat

17.
SALES SOLUTIONS
Julio Viskovich
VP, Marketing
rFactr
https://www.linkedin.com/in/socialselling

18.
SALES SOLUTIONS 18
Advanced Search
● Granular searches with Boolean
● Tweak to return only relevant
contacts
● Titles, keywords, name, company,
industry, location are all free to use
Saved Searches
● Save your best searches
● Get notified when new people are
detected
#inSalesChat
Focus on the right people and companies

19.
SALES SOLUTIONS
Focus on the right people and companies
#inSalesChat

20.
SALES SOLUTIONS 20
Relationships Matter
● Look for social proximity
● Can your connections help
accelerate the relationship?
● Referencing a mutual
connection increases
accepted requests and
InMail’s up to 50%
Groups
● Active Groups can be goldmines
to get at bats and show value
● Groups allows you to message
non 1st degree connections
Focus on the right people and companies
#inSalesChat

21.
SALES SOLUTIONS 21
Evaluate
● Current title/role accurate?
● Match buyer persona?
● Previous companies and
experience
● Common ground?
● Contact and other information
Focus on the right people and companies
#inSalesChat

22.
SALES SOLUTIONS
Focus on the right people and companies
#inSalesChat

23.
SALES SOLUTIONS
Matt Heinz
President
Heinz Marketing
https://www.linkedin.com/in/mattheinz

24.
SALES SOLUTIONS
Trigger Events
24
#inSalesChat

25.
SALES SOLUTIONS
Trigger Events
25
#inSalesChat

26.
SALES SOLUTIONS
Engage Their Content!
26
#inSalesChat

27.
SALES SOLUTIONS
Individual Insights – The 3x3 Method
27
#inSalesChat

28.
SALES SOLUTIONS
Do’s & Don’ts of InMail
28
#inSalesChat

29.
SALES SOLUTIONS
Company Insights
29
#inSalesChat

30.
SALES SOLUTIONS
Company Insights
30
#inSalesChat

31.
SALES SOLUTIONS
What are best practices for moving your team
away from cold calling and building a
social selling culture?
#inSalesChat

32.
SALES SOLUTIONS
What should sales leaders do to immediately
get their teams social selling?
#inSalesChat

33.
SALES SOLUTIONS
Thank you! 
Julio ViskovichCelina Guerrero Matt Heinz

34.
SALES SOLUTIONS
Questions?
Twitter: @LinkedInSelling / #inSalesChat
Email: salessolutions@linkedin.com
Web: www.sales.linkedin.com