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It's becoming almost impossible to ignore the impact social networks are having on sales. Much of the face-to-face networking that took place at trade shows and conferences are now happening online, and many introductions are happening via social connections.

This new eBook from Demand Gen Report features best social selling practices directly from executives at LinkedIn and other leading digital brands.

In this eBook you will discover:        

  • How social solutions can drive more and bigger deals
  • Tips to take advantage of team buying
  • Insights to identify the right topics to talk about with prospects
  • What reps can do to develop a social selling strategy that will help crush their quota

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Table of Contents

  • Introduction: The New Reality of Selling

  • Tip#1: Addressing Changing Buyer Behavior

  • Tip#2: Sales Reps Owning Their Lead Generation

  • Tip#3: Identifying the Right People in Target Organizations

  • Tip#4: Unlocking the Power of Connections to Access New Accounts

  • Tip#5: Taking Advantage of Team Buying

  • Tip#6: Identifying the Right Topics to Talk About

  • Tip#7: Driving Business results

The New Reality of Selling (it’s Social)

It’s becoming almost impossible to ignore the impact social networks are having on sales. Much of the faceto-face networking that took place at trade shows and conferences are now happening online, and many introductions are happening via social connections.

The reality is, salespeople who ignore social networks are not going to scale their businesses as effectively as they could.

In the pages that follow, you’ll discover…

  • Seven ways LinkedIn Sales Solutions can drive more and bigger deals in the 21st century economy
  • Why the “proven” methods of just a few years ago are no longer effective
  • What you can do to develop a social selling strategy that will help you crush your quota.

Koka Sexton has been a thought leader in the social selling space for over four years and is on the LinkedIn Sales Solution’s marketing team. You can find more social selling insights from Koka within this ebook.
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Tip#1: Addressing Changing Buyer Behavior

Researching a purchase used to be remarkably time consuming, especially in the business-to-business world. The Internet and professional networks like LinkedIn have changed this for good.

Now, when a prospect is considering making a purchase, he can find out everything there is to know with a few keystrokes. That’s why, according to a 2012 Corporate Executive Board report, 57% of every buying decision is already made before there is any sales rep involvement.

Plus, buyers no longer have a compelling reason to take a salesperson’s call during their research phase. A recent IBM Preference Study showed that cold calls are ineffective 97% of the time, and this number has been increasing by 7% every year since 2010.

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"Leverage social selling to build relationships with your buyers early-on; create trust and value before you have a dialogue about price."
Koka Sexton