Tag Archives: Selling with LinkedIn

Social Selling mini series: What is social selling really?

socialsellingSocial Selling … hhhmmm, it seems that you can hardly open a business magazine at the moment without someone mentioning this current buzzword of the sales fraternity. The trouble is there seems to be a bit of a difference of opinion as to what it’s all about … or perhaps put a different way, everyone seems to have their own opinion of what Social Selling really is and what it can offer.

At one end of the scale, it is the “holy grail” of business development which means you never have to talk to a prospect or customer again … the sales just fall into your lap! At the other end, it’s “pie in the sky rubbish” which will never deliver any real opportunities let alone concrete sales. The truth, as you might imagine, falls somewhere between these two extremes … exactly where will depend on your own outlook on the sales process and your perception of where the application of LinkedIn can add most value as a sales and business development tool.

And don’t think it doesn’t apply to you because you don’t sell … yes, YOU, you know who you are, shaking your head there. Let’s face it, who amongst us doesn’t have at least one foot (or one toe maybe, if you prefer) in the sales arena?

We all do really, much as we might hate to admit it. As Daniel Pink states (more…)

Article Categories: LinkedIn Search, LinkedIn Training, Social Selling
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What is LinkedIn’s Social Selling Index & how to benefit from it

Social Selling Index SSIWe now have access to an online tool called the Social Selling Index which is designed to give a snapshot of where you are in using LinkedIn as part of your sales – your social sales – activities. The details are displayed on your own page with references to how you rank in comparison to others within the same industry and your perceived peer group.

It is also couched with a number of references to LinkedIn’s Sales Navigator account – this is one of the premium account levels and the stream which is designed to help the sales professional to prospect and develop more business using social channels, and LinkedIn in particular.

What is the Social Selling Index?

The Social Selling Index (SSI) was a metric that LinkedIn introduced for companies at the start of 2014 and then for individuals towards the end of last year, and was available just to those with the upgraded Sales Navigator account. As of this month, this has now been made available to all of LinkedIn’s members.

Your SSI is represented as a score out of 100 with 4 different key areas each marked out of a maximum of 25 – these areas represent and try to measure the four pillars of Social Selling according to LinkedIn (ones that I broadly agree with) which are: (more…)

Article Categories: Businesses using LinkedIn, LinkedIn Training, Social Selling
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