Building Your Sales Team's LinkedIn Skills

32
Insider Secrets for Building Your Team’s Kurt Shaver The Sales Foundry Sales Skills

Transcript of Building Your Sales Team's LinkedIn Skills

Page 1: Building Your Sales Team's LinkedIn Skills

Insider Secrets

for

Building Your Team’s

Kurt ShaverThe Sales Foundry

Sales Skills

Page 2: Building Your Sales Team's LinkedIn Skills
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Want to reach me?

Forget cold calls.

You have to get

introduced or post

something that

catches my eye.”

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“…get introduced…”

Get Referrals

“…or post something that catches my eye.”

Share Content

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Isn’t LinkedIn for finding a

job?

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The Aberdeen Group

31% Greater team quota attainment with social selling techniques

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LinkedIn =Social Media

Marketing handles Social

Media

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B2B Lead Sources

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Sales

Appointments

Social Influence

Connections, Intros, Posts

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Insurance: Grow Network of Referral Partners

• Attorneys

• Bankers

• CPAs

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2. Training

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Knowledge Discipline

2. Training

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• To learn new skills

• To “read the room”

• For your network to respond

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Profile Network Listen Engage

Basic: Headshot

Insider: Headline

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Profile Network Listen Engage

Basic: 500+

Insider: Buyers

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Profile Network Listen Engage

Basic: Search

Insider: Saved Search

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Profile Network Listen Engage

Basic: Home Page Updates

Insider: View Recent Activity

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Chris hasn’t had an activity over the last two weeks

Walt hasn’t had an activity over the last two weeks

Will hasn’t had an activity over the last two weeks

Susan hasn’t had an activity over the last two weeks

Bill hasn’t had an activity over the last two weeks

Carol hasn’t had an activity over the last two weeks

Zeke hasn’t had an activity over the last two weeks

Kate hasn’t had an activity over the last two weeks

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Marketing

Intern/Social

Media Wiz

Socially Savvy

Top Rep

Traditional Sales

Training Company

Miller-Spin-

Centric

Internal Sales Training

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Miller-Spin-

Centric

Social Selling Specialist• Years of experience

• Thousands of clients

• Proven results

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How are we going to pay for social sales

training?

1. Take from other budgets

2. Self-funded by rep

3. HR career development

funds

4. MDF funds for resellers

5. Roll up assn. or dealers

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Management’s Role

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What sort of content are you

sharing to attract buyers?

Does anyone here have high-level

connections at your prospect?

How many appointments have you booked using

LinkedIn?

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L1: Your Connections

L2: Your Connections’ Connections

L3: Your Connections’

Connections’ Connections

535

318,200

10,311,800

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LinkedIn Connections of Sales Reps

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# of Connections

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# of Connections

+5,994 L1

+1,000,000 L2

+XX,XXX,XXX L3

LinkedIn Connections of Sales Reps

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Website Visit

Trade Show

LinkedIn

Twitter

Track social lead sources the same way

as traditional lead sources

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Miller-Spin-

Centric

Get a custom

assessment of

your team’s

LinkedIn skills.

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bootcamp.thesalesfoundry.com

*Report fee waived for qualified companies with 50+ B2B sales reps

• Custom LinkedIn Assessment

• Compare to Industry Averages

• Uncover New Opportunities