Tag: Social

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Social selling is about utilizing your social network to find valuable prospects and establish trusted relationships to achieve sales goals. This method eliminates the need for cold calling by building rapport and confidence through connections on social media platforms.

The following are the four key steps to leveraging social selling and adopting them into your organization’s sales and marketing strategies.

1. Create a Professional Brand

B2B buyers are understandably careful with who they do business with and will only work with sellers they can trust. A strong professional brand proves you are relevant in your industry which will result to more inquiries from quality leads.

Complete your profile 100% with a professional profile picture, headline, summary, and experience. Keep the customer in mind and publishing meaningful and relevant content that identifies you as a thought leader.

According to LinkedIn, 81% of buyers are more likely to engage with a strong professional brand while 92% of B2B buyers engage with sales professionals if they are known industry thought leaders.

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Social selling is when salespeople interact directly with their prospects through social media. This process of developing relationships as part of the sales process commonly takes place on social media platforms. For B2B technology companies that usually means LinkedIn.

The sales technique of social selling eliminates the need for cold calling. And because the interaction takes place on a platform that both buyer and seller trust, building and maintaining trust can happen quicker than traditional selling methods.

According to Hubspot, “74% of B2B buyers conduct more than half of their research online before making a purchase or contacting a salesperson.”

With online research playing such an important role in B2B sales, it makes sense for salespeople would to meet their prospect customers online. But how do sellers measure the effectiveness of their social selling efforts? Is it quantifiable? How is it commonly analyzed?

Measuring Social Selling Effectiveness

The SSI Score

SSI (Social Selling Index) is a score created by LinkedIn to rank members use of LinkedIn as a social selling tool. The score is based on four criteria: creating a professional brand, finding the right people, engaging with insights, and building strong relationships.

Each criterion is assigned a value from 1-25. For the overall SSI score, the scores of the four criterion are totaled. According to LinkedIn, “social selling leaders create 45% more opportunities than peers with lower SSI.”

Based on research conducted by LinkedIn, “78% of social sellers outsell peers who don’t use social media.” The research further states that “social selling leaders are 51% more likely to reach quota.”

The SSI is just one of the ways to measure the effectiveness of social selling.
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SSelling

The number of B2B companies adopting social selling methods is growing fast. In fact, according to Hubspot, 62.9% of sales professionals report that social selling has become important for closing new deals.

While sales teams still use traditional methods such as dialing for dollars, or building relationships on the golf course, chances are that someone on your team is already using social media platforms to generate revenue. Your high-performing competitors are already establishing social selling strategies.

A 2015 MHI Sales Best Practices Study states: “World-class sales performers are accelerating the progression of social selling from secret tool to mainstream sales competency in their organizations by establishing guidelines and standards for the use of social media in their organization. As skills improve, results will increase, and salespeople will win more.”

As your sales team incorporates social into their bag of sales tricks here are four ways marketing can help them succeed.

1. Develop Strong and Professional Online Profiles

Because social selling takes place on social platforms, the space that each of your team members creates should be one that is representative of your organization. Encourage them to maintain professional profiles on LinkedIn is where the greatest rewards are found. Complete profiles with professional profile photos and descriptions enhance their personal brands.
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As a marketer you know social media is important to your marketing mix, but doing social media well consistently is a challenge.

Often social media management is a task assigned to an in-house team with other responsibilities and it doesn’t get done well. Building a strong social media presence is incredibly time-consuming.

Social media marketing is now considered a specialty skill and not something that your current team may be equipped to do. It requires skills in audience development, search engine optimization, analytics and pattern recognition, content curation and other digital marketing tasks.

Your social media management is a task that can be easily handed-off to a specialist. Not only will it be cheaper, but you’ll experience much better results.

Here are seven social media marketing tasks it makes sense to outsource.

1. High-quality content

Growing your social media presence by curating and creating quality content takes time. While software companies are filled with employees that have product and market knowledge getting the information out of their heads and into the form of an article is challenging, especially week after week. And, keeping up with the latest news relevant to your customers can suck up an entire morning. In a fast-paced software company, the best social media intentions get pushed aside by the crisis of the day.

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Expect:  30-50 prospect meetings, 500 new targeted connections and a robust LinkedIn executive profile and network that enhances your career. Dramatic increase in social selling score.
Ideal for: Sales professionals in a new territory/vertical. Sales executives with a strong pipeline focused on closing. Executives seeking strong social profiles.

Cost: $1,750/mo. plus $229/meeting
Type: 6 month contract, 30 guaranteed meetings
Required: A LinkedIn Premium Plus membership (approx. $45/mo.)
Includes:
 LinkedIn social selling optimization and management, target list development, daily outreach for professional connections and engagement, thought leadership content, appointment setting, monthly reporting.
Ramp: Immediate LinkedIn activity, with first meeting in 9 weeks.

Savvy Social Selling for B2B Tech Companies

Digital disruption has transformed how software companies sell.  Leading social sellers create 45% more opportunities and are 54% more likely to achieve quota.

While social selling is the future, making the switch from how you’ve always sold takes effort. Connecting with prospects in target companies, building the relationship, and securing the first meeting is mostly administrative, and takes time away from what you do best — sell.

Savvy builds your social connections and sets meetings with your targeted prospects. Social selling is more than just appointments however. We help you build you executive brand online, teeing you up for success now, and for the rest of your career.

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linkedin

You’ve put in a lot of effort ensuring your LinkedIn profile is complete. You’ve got a professional looking profile photo, and you carefully constructed your summary to speak directly to your target industry. How do you now measure your LinkedIn success?

How many views does your profile receive daily? Weekly? These numbers matter. Your profile views are your way of gauging if your profile is making its rounds through your connections ensuring the exposure of your personal brand.

If you’d like to see an increase in the number of visits your profile receives, here are 5 easy tips to get your profile noticed:

1. Engage

Perhaps one of the biggest ways to get noticed is to start engaging. Take the time to appreciate the content that other people in your industry put out there by liking it or sharing it. Make an effort to write a comment that shows your read the article and have an informed opinion on the subject. Not only will you get noticed, but they will also identify you as someone who speaks their language. This is almost a guaranteed way to get a profile view.

2. Viewing othersContinue Reading..

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On a scale of 1 to 100, how do you think your social selling efforts measure up? How do you think you stack up against your industry peers and your network on LinkedIn?

Knowing your Social Selling Index (SSI) will allow you to see if you have been effectively using LinkedIn for your social selling efforts. Your SSI tells you how well you’ve been leveraging your social network to make the right connections, build trusted relationships, and ultimately reach your sales goals. Your SSI is calculated based on the following 4 variables:
• Establish your professional brand
• Find the right people
• Engage with insights
• Build relationships

If you want to give your SSI a much needed boost, then you will need to go deeper into the 4 determining components. The following 12 hacks will dramatically increase your SSI Score.

Establish your professional brandContinue Reading..

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Have you ever opened your LinkedIn and found a dozen connection requests that all said the exact same thing:

“I’d like to add you to my professional network on LinkedIn.”

Admit it, as thrilled as you were that 12 new connections could potentially be qualified leads; you were also a bit underwhelmed by their lack of effort and creativity. If you don’t like receiving default messages, then you shouldn’t be sending them either.

If you think that it would take too long to customize each message you send on LinkedIn, you’re right. And that’s why we utilize templates. Templates allow you to add more character to your interactions while also saving you time. You can customize them as you go along but for most of these, very little personalization is needed.

Here are 4 templates you should be using when attempting to connect with prospects that show a little more personality and effort that will ensure you a connection:

1. The “let’s connect” template

Surely there is a better way to say, “I’d like to add you to my professional network on LinkedIn.”
You’ll be using this template a lot, and apart from your profile photo and headline, it’s really your best chance to make a great first impression.

Template:
NAME, Your name came up as someone I should connect to. Being from the same industry, I feel it would be worthwhile for us to make a connection and see how we can benefit each other in the future. Let’s explore the possibilities and connect.

2. The “thanks for accepting” templateContinue Reading..

linkedin

When it comes to conversion rates, LinkedIn wins over Twitter and Facebook as the social media platform of choice for business to business visitor-to-lead conversions. In fact, 80% of all B2B leads originate from LinkedIn with a conversion rate of 2.74% which is more than double compared to other social media sites.

However, it’s not as simple as creating a profile and sitting back and waiting for the prospects to come to you. You need to work at bringing in those qualified leads. Here are 7 techniques to get you started.

1. Be active

Posting regularly on LinkedIn is different than when you post on other social media sites. On LinkedIn, it is acceptable for you to post once or twice a day especially if you are posting something relevant and informative concerning your industry. The more active you are, the more attention you’ll get.

2. Be original

While sharing other people’s content is a great way to shout out that you appreciate their work, be sure that you are also publishing your original thoughts via your own blogs.

Piggybacking on other’s content can only get you so far. It’s your original content that will really showcase your knowledge and skills in the industry and is an excellent way to promote your personal brand.Continue Reading..

With more than 380 million members, LinkedIn is the most popular social network for professionals and one of the top social networks overall. But are you using LinkedIn to its fullest potential?

With new social networks sprouting up constantly, LinkedIn is a platform that often gets underutilized or put on the back burner. But the truth is, LinkedIn can be extremely powerful — especially when you’re aware of all the platform’s hidden features that don’t get nearly as much attention as they deserve.

So to help you learn how to use LinkedIn effectively, this post is chock full of LinkedIn tips you may be overlooking … but definitely shouldn’t.

Download the full guide here to learn how to use LinkedIn for professional networking, business, and marketing.Continue Reading..


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