To set up a Social Selling approach in your company, we are talking about a structure comprising several salespeople, it is not enough to ask employees to spend time optimizing their LinkedIn profile. Are all projects approached the same? Even if the foundations and good practices remain valid in all cases, a Social Selling approach is directly linked to the context of the company: What are the essentials to start a project? It is essential to define some criteria for measuring success and at least to clarify the level of waiting internally. Objectives to be achieved as part of a Social Selling process can be defined in different ways:
Work with partners or digitally support more traditional prospecting initiatives Albania Email List such as events, online conferences and targeted telephone prospecting Involve management The involvement of the management of the company takes place at different levels. It is important in complex organizations to ensure that some key functions are involved or at least sponsor. The management committee must at least understand the issues, the principle of Social Selling, the way in which this will affect the daily life of salespeople. The sales management team is the transmission belt to the field. A good number of social selling programs are in slow motion, due to lack of involvement of middle management.
Approach a Social Selling project
Human resources must be involved insofar as one will decide to work on sales skills and carry out training programs. Marketing is essential in the system and very often positions itself as a leader in a Social Selling initiative. The marketing department must in particular allow the Social Seller to have content to share. Finally, a project manager is essential to coordinate the entire program over time, ensure internal communication and measure results. All social media approaches cannot work without setting up a real content strategy. The subject is not limited to the production of promotional content for the company but extends to substantive content aligned with the concerns of your targets and also the curation of external content.
A day of awareness or training in social networks or in the use of LinkedInwill not trigger a transformation. Experience has shown that these training courses must take place over time and consist of a clever mix of face-to-face sessions, ideally supplemented by e-learning and one-to-one coaching meetings. Once the initial training phase has passed, it is necessary to animate this transformation, marketing can take on this role by distributing an internal newsletter recalling the good practices of the month, highlighting the successes, involving what the ‘we will call the champions at internal online conferences or in sales meetings. A group of referents can be set up to answer questions and provide feedback.
Look for more targeted markets, for example internationally in acquisition
InMail should not be considered as a magic wand that will allow you to easily contact whoever you want, it remains an email that simply passes through LinkedIn. The drafting must therefore be the object of the greatest attention. It should not be promotional but rather synthetic, sufficiently explicit about your intention and refer to a relationship, an experience, a common center of interest to more easily engage the recipient. Note that if your recipient responds to your email within 90 days of the date it was sent, it will be credited to you. It is a way of encouraging high quality emails.
The Teamlink function TeamLink is a feature that allows you to identify right away if a colleague in your company that you are not logged in with or who you simply do not know yet can help you get in touch with an account. This information is a new possibility, quite reliable to open the right doors and save time. Finally, what could be better than being able to call on a colleague who knows one of your prospects. This feature is very relevant, especially for large companies. Pointdrive If you own the Team Edition version of Sales Navigator, then you have pointdrive. It is a device that allows you to quickly and easily build a presentation page containing a PDF, web links or even videos.