The New LinkedIn interface is daunting to many, but it doesn’t have to be. On this episode I’ve invited Brynne Tillman, Chief Learning Officer at PeopleLinx to guide us through the changes on LinkedIn and to teach us how to use the platform to its full potential. Brynne and the team at PeopleLinx guide sales teams to leverage LinkedIn, social selling, and other digital tools to gain access to targeted buyers, shorten the sales cycle, and close more business. Brynne’s background in sales and sales training translates into the social selling realm in a way that the teams she coaches don’t just learn the tactics of social. They learn the high-level strategies that enable them to master listening, learning, attracting, teaching, and converting online activity into meaningful phone calls. You’re going to love this conversation.How 2 Use the NEW #LinkedIn 2 Maximize #Sales @BrynneTillman #SellingWithSocial #SocialNetworks #Social Click To Tweet
Most salespeople are guilty of random acts of social selling – but it’s really not selling at all. Posting a few articles, sharing a few pieces of content, or liking somebody’s post doesn’t do anything to generate leads or sales. The point of social media is to BE SOCIAL, which means building real relationships with your target buyers. On this episode, Brynne shares intentional strategies for using the new LinkedIn UI to establish and build the relationships that lead to conversations, phone calls, and sales. She’s an expert in regards to LinkedIn for social selling, so make sure you listen, learn, and apply what she’s got to share.
The new changes to LinkedIn. Should you be afraid?
Anytime a familiar software platform changes its interface users are hesitant to embrace the changes. But Brynne says that the changes the LinkedIn team has made lately, especially as they relate to the functionality of Sales Navigator, make it easier for sales leaders to build the relationships that lead to sales. But you have to know what you’re doing in order to experience good results. On this episode, Brynne shares what TO do on the new LinkedIn UI and what NOT to do – all with a view toward making you more effective at nurturing prospects and building your client base. You have GOT to hear her practical tips.New changes 2 #LinkedIn. Should U B afraid? @BrynneTillman #sales #SellingWithSocial #SalesLeadership Click To Tweet
In this conversation with Brynne, I asked whether she believes that the cost of LinkedIn’s Sales Navigator is a good ROI for sales leaders. Her response was that it’s similar to a gym membership – if you buy it but don’t use it, Sales Navigator won’t do you a bit of good. If you buy it and use it wrongly, you could be worse off than when you started. But if you take the time to learn the platform and use it based on advice from the experts, you’ll see a huge result in a short amount of time. Find out how Brynne suggests you go about learning the new LinkedIn Sales Navigator tools, on this episode of #SellingWithSocial.
Most sales leaders don’t know what they are shooting for when it comes to their use of social. They share things, like others’ posts, and hope for good responses. But an effective social selling strategy has to have clear KPIs (key performance indicators) in view and tangible ways to measure them. When you approach social selling with that kind of intentionality, you’re actually going to build relationships instead of wasting your time – and it’s those relationships that lead to sales. On this episode, Brynne outlines the things that need to be a part of your social selling strategy, so make sure you listen.How 2 measure #SocialSelling success @BrynneTillman #sales #SellingWithSocial #SocialMarketing Click To Tweet
Outline of This Episode
- [1:22] My introduction of Brynne Tillman.
- [10:00] What are random acts of social selling?
- [13:27] Why many acts of social selling don’t work.
- [17:35] The new changes happening at LinkedIn – how should you approach it?
- [23:33] How Sales Navigator is like a gym membership (is it worth the cost)?
- [27:23] Using sales navigator for inside and outside sales – the differences.
- [32:09] Using LinkedIn for account based marketing.
- [35:50] Advice to sales leaders who are looking to launch a new program.
- [41:18] How do you measure the success of a social selling campaign?
- [45:18] The best way for you to connect with Bryne.
- Connect with Brynne on LinkedIn
- www.PeopleLinx.com/webinars – free webinar content
- BOOK: Beyond the Sales Process
- BOOK: Whale Hunting With Global Accounts
- MOVIE: Pursuit of Happyness
- 11 Writing Habits That Will Boost Your Productivity
- 20 Best Productivity Apps for Making Your Day More Efficient