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3-Step LinkedIn Social Selling & Lead Generation Process

Does social selling seem too difficult or time consuming to include as part of your daily routine? Do you need an effective daily lead generation plan that produces results and is designed for your busy schedule? Social selling is just another way of saying lead generation. It is an essential part of every business strategy to find your ideal clients and build a relationship with them, so that when they need what you offer, they will come to you. But why is LinkedIn social selling so important? Because today, a sale is a journey, not an action. Today companies choose who to work with based on who has become part of their buying journey. Your ideal clients are doing independent research and looking for information to help them make an educated choice about how they will spend their money and ultimately they will choose the company/person who has assisted in their buying journey. The good news is that you can find these ideal clients, build a relationship with them and establish yourself as a trusted expert on LinkedIn. Here is a daily LinkedIn social selling plan broken down into three manageable steps to help you effectively and efficiently manage your […]

Top 3 Social Selling Myths (and what actually works)

Selling has always been social. Long before the days of Facebook or Twitter, people looked to their peers for recommendations, and to trusted reviewers and industry experts for advice on what course they should take. But these days, instead of actively seeking out information, we get so many different messages from so many different directions that our ideas about a brand seem to form without us even realizing it. In fact, research suggests that 90% of all our buying decisions are made subconsciously. This means that your potential clients are out there on the internet right now, forming their opinion of your brand (and your competitors’ brands) – and they might not even know what it was that shaped their opinion along the way. Want to get your message out there and start shaping these perceptions yourself? Then you’ll have to get in on the action. Did you know that the average American adult now spends 15.5 hours exposed to media messages every day? And, now that we spend so much of our time engaged in the digital-social space of our phones and social networks, the sheer scale of this influencing stimuli has exploded. This means that we’re getting most […]

Social Selling In 30 Minutes a Day

Have you heard about how effective social selling is on LinkedIn? Perhaps you’ve been struggling to get results on LinkedIn or spending too much time with too little of an ROI? You don’t need to spend hours every day on LinkedIn to be successful at social selling. If you follow a daily routine that only includes those tasks which further your goals, you can quickly and easily generate new leads and build relationships with potential prospects in as little as 30 minutes a day. A social selling campaign should position you as a credible expert in your field, bring you closer to your target market and move more conversations offline, aka the place where sales actually happen. There are three prerequisites before starting your social selling campaign: A complete, professional and search optimized LinkedIn profile A minimum of 3-5 recommendations on your profile Join up to 100 LinkedIn groups that your target audience will belong to Want to use this infographic on your blog? Send us an email so we can help you promote it! 1. Post a Status Update Once a Day Provide value by sharing quality content every day with your connections. This should be something that will be […]

Social Selling Case Study: Doug Ales of ABB

A 25-year veteran with a large power and automation technology company, ABB, Doug Ales helps people achieve dependable, justifiable, and safe electrical systems. His employer markets their products through a network of electrical wholesale distributors, so not only must Doug compete for his customer’s business, but he must also vie for his distributor’s attention. Using a “solution sales” strategy that was two decades old, Doug wanted to see if social selling could accelerate his growth. The Challenge In Doug’s industry, the local electrical distributor provides the customer’s connection; Doug provides the application experience. By working together, they grow their mutual business. Could social selling help Doug accelerate networking, build relationships, and grow sales? After deciding to give social selling a try, Doug polished his LinkedIn profile and optimized it for specific keywords. He then began posting regular status updates, engaging in LinkedIn Group discussions and growing his network with people who were engaging on social media. However, he soon discovered that the industrial executives that he needed to connect with were mostly inactive on social media. Doug learned how to gauge a person’s activity on LinkedIn and then found that the connections he wanted most usually had a LinkedIn profile […]

7 Tactics To Connect With Decision Makers On LinkedIn

Have you been wasting a lot of time and energy trying to get in touch decision makers in your target market? Do you struggle with figuring out who is the right person to reach out to in a company that could facilitate an introduction to the decision maker? If you are like many entrepreneurs, business owners and sales professionals, you may be struggling to find and connect with those all important decision makers that are essential to your ability to make a sale. The good news is that LinkedIn provides an effective way to by-pass gatekeepers and find and connect with your prospects.  Yet many people still don’t take advantage of this either because they lack the knowledge or believe that it will be too time consuming or difficult to learn or use. I will provide you with seven essential tactics that you can start to use today that will help you get on the radar of the decision makers and connect with them. 1. Have A Complete & Professional LinkedIn Profile Before you begin any activities that will put you in front of key decision makers, you must first ensure that you have a profile that is professional, search-optimized […]

Social Selling Case Study: Eric Mitchell Success Story

Eric Mitchell is the head of sales and marketing at Mobitor. Before Eric introduced social selling to the Mobitor sales team, they focused on cold calling and using other old and outdated sales tactics that were not yielding sales.  Challenge While Eric has been using LinkedIn since the platform’s early days, he started in sales using traditional sales methods such as purchasing lists and cold calling. The cold calling in particular he found bothersome, as he felt awkward calling up prospects and starting up a conversation like they were old friends. He called this the carpet bombing approach as he was hitting everyone in a company looking for the right person and hoping that if he contacted enough people in the company that he would eventually get a hit. It was always a challenge finding the right person in the company, rather like finding a needle in a haystack. It all came to a boiling point. He was very frustrated and decided he had had enough of calling a prospect with the “till they buy or die” approach and suffering through sales leaders quoting Boiler Room, Wall Street and Glengarry Glen Ross. He knew there had to be a better […]

B2B Lead Generation With LinkedIn: 72.8% More Sales For Social Selling Teams

Are you skeptical that social media can be an effective lead and sales generating tool for your company? Many B2B companies aren’t seeing the benefits of social media to generate leads. While social media may be fine for personal use and has been shown to be of benefit in business to consumer markets, it has no place in the B2B business world…or does it? Businesses are owned and run by people. And it is people that make the buying decisions. But can social media really provide a systematically repeatable and measureable increase in leads and sales for your B2B company? This is a valid concern. In fact, according to a report by Gleanster [1], 93% of B2B marketers have ranked “measuring the return on social media campaigns” as their number one challenge with respect to social media marketing. The answer to this question is yes, but only if you do it the correct way. Some of the biggest B2B companies in the world have been using social media successfully for social selling such as ADP, CISCO, IBM and XEROX. In fact, in another report from Gleanster [2], they state that 85% of top performers had indicated that social media is a […]

Social Selling Case Study: Scott Logan of inContact

Before using social selling, Marketing Campaign Manager Scott Logan and his sales team from inContact used popular lead generation tactics for sales teams. These included sending out regular emails then following up on inbound leads via phone as well as cold calling. The Challenge Over time Scott started to notice that his team’s email efforts were not producing the result they once had. They were increasingly challenged with finding true qualified leads, being able to reach the decision makers, and connecting with decision makers without annoying them. The Solution Scott decided to do some research. He looked at a variety of information that he found online as well as a slideshow called The Evolution of LinkedIn and discovered something called social selling. This piqued his interest. The more research he did, the more he realized the powerful potential of social selling and LinkedIn. Scott knew that he needed to be ahead of the game and get a handle on the concept and process of social selling. He also knew that he had to have a well-documented reporting process showing a clear ROI. Scott created a social selling process from scratch using the results of his research and the AB split […]

Social Selling Case Study: Darrel Griffin of Social4Sales

Darrel Griffin is a Western Australia-based Signage Adviser with over 20 years of experience in B2B sales, predominantly in the UK. Due to the exceptional success of his social selling efforts, he has also launched a consultancy, Social4Sales, aimed at training fellow sales professionals in the art of social selling.  The Challenge Prior to using social selling or LinkedIn, Darrel was selling using a combination of cold calling and email prospecting. With little to no information about the companies he was contacting, he generally found himself resorting to calling the business to get the name and email address of the person he needed to contact from the gatekeeper. In the rare instances where this tactic did pay off, he would email the person and then follow up a few days later. The process required a lot of time and work with a very low to moderate return. Darrel knew he needed to find a better way to prospect for new leads. The Solution Darrel moved to Western Australia with his family in 2012. Starting from scratch and with no professional connections, he decided to immerse himself in social media as a way to build business relationships. He decided to focus […]

Breaking Down The LinkedIn Social Selling Funnel

Are you still struggling to get results with social selling and LinkedIn? Social selling is not easy at first. It can feel unnatural and even awkward at times. This might be because many entrepreneurs and sales professionals think of it as a “tactic” rather than what it really is: a means to building and leveraging relationships. While this is quite generalized, people that are naturally strong at social selling are often not the ones that have an affinity for technology. Quite the opposite actually. They are usually more people oriented. Does this sound like you? If you’re struggling with social selling, the odds are high that you’re over thinking the technical side and undervaluing the relationship aspect of it.  Here is a 7-step system that will help you focus on what is most important in the social selling process and get you from finding prospects on LinkedIn to taking the relationship offline.   Step 1: Identify Prospects Social selling requires you to have a clear grasp on your target market, so begin by thinking of common titles your market would use to describe themselves. This will be a crucial part of finding prospects to connect with online. These titles relate […]