Jill Rowley - Social Selling
Transcript of Jill Rowley - Social Selling
INBOUND15
Social Selling: How to Connect with the Modern Buyer
Jill Rowley
Social Selling Evangelist & Startup Advisor
Marketing Needs to Know More about Sales
Sales Needs to Know More about Marketing
We all Need to Know More about our CUSTOMERS
@jill_rowley #SocialSelling
Meet the Modern BuyerDigitally-driven Socially-connected
Mobile Empowered
@jill_rowley #SocialSelling
Mindset: from Selling to Helping
Skill set: digital, social
Toolkit: a fool with a tool is still a fool
Social Selling is using Social Networks to do Research to be Relevant to build Relationships that drive Revenue.
@jill_rowley #SocialSelling
1. Buyer-centric LinkedIn profile
2. The Art of a LinkedIn Invite
3. LinkedIn Job Change Alerts
4. Advanced Search in LinkedIn
5. Find Alumni
6. Recommendations & Endorsements = Credibility
7. Share Content@jill_rowley #SocialSelling
1. Pick a simple and short username (this is your brand)2. Create a personal profile that tells a story3. Upload a good picture (no eggheads!)4. Include your LinkedIn URL in your bio5. Listen first, find your voice6. Follow influencers and experts in your field; Subscribe to lists7. Share things that are useful and relevant to your followers8. Do no just self-promote or share your stuff9. Engage with your followers (@reply, RT and mention) 10. Use #hashtags – example is #INBOUND15
Social Selling: It’s not a one-off• Executive Sponsorship
• Program Owner
• Alignment: Marketing, Sales, Sales Enablement, Sales Training, Sales Ops
• Sustainable training program
– 101, 201, 301
– Live and eLearning
– Certification
• Provide repository to store everything “social”
• Deliver content calendars to make sharing easy
• Celebrate successes
• Share best practices & provide coaching
• Embed in process & systems (SFA/CRM)
• Recognition & Rewards
• Track results
@jill_rowley #SocialSelling
5 Things for Sales Reps to do Right Away!
• Optimize your LinkedIn profile for the Buyer; not the Recruiter.
• Personalize your LinkedIn Invites – ALWAYS!!
• Expand your Professional Network. ABC = Always Be Connecting. Leverage your College Alumni.
• Follow Influencers and SHARE their content.
• Follow your Customers (and Partners) on LinkedIn & Twitter.
@jill_rowley #SocialSelling