6 Ways to Increase B2B Sales Using LinkedIn Social Selling
Your salespeople's quotas increase every quarter if your company is anything like the ones seen in Silicon Valley. With such ambitious objectives, every salesperson must use all of the tools at their disposal to seal the purchase.
While social media has a terrible reputation among professionals due to incessant tweets about tough math problems and memes, when done correctly, it may be one of the most powerful and underutilized sales tools. In this blog, go over five ways to use B2B LinkedIn marketing to increase revenue for your business:
Add Potential Clients and Share Their Content With Your Contacts
Although it should go without saying, you should always connect with your leads! It's critical to access the stuff they enjoy and share to have a meaningful dialogue with them. This is especially critical if your lead uses LinkedIn to publish original content. Why? Because sharing their work and re-promoting, it demonstrates your support.
Always send a personalized invitation to connect to your prospect when inviting them. B2B sales are far more effective when it feels like a one-on-one conversation rather than a broad message to everyone.
Pleasant Greetings
A friendly introduction is perhaps more compelling than a personalized request to connect. LinkedIn will automatically locate people you and your prospect have in common as you view people's profiles on the top right side. They even tell you what your link has in common with your prospect!
Sales Navigator
If you haven't heard about LinkedIn Sales Navigator, you should investigate it. Going premium on LinkedIn has many advantages, ranging from account filters that show you your target leads at your goal firms to the social selling index, which assesses your social selling effectiveness.
So, where do you begin? Create your account lists in Sales Navigator first. Following accounts in Sales Navigator will give you the most up-to-date information about what's going on at that organization. It keeps you informed about what the firm is saying, allowing you to understand what your prospects are interested in and what their company is working on.
Then, in response to major events like financing announcements, you may engage in meaningful dialogue with your prospects.
With "Export To CRM," Build Your Account Contact List
Manually updating your CRM with new leads, which is equally critical for your marketing automation platform because the two platforms typically link smoothly with the appropriate solutions, is one of the most difficult things you can do as a sales rep or business development rep. You'll often want to undertake LinkedIn prospecting, but your CRM is your single source of truth ("If it's not in the CRM, it never happened" type scenario).
Add the "Export to CRM" Chrome extension to your browser to save more time. This makes it simple to add someone to your CRM by using their LinkedIn profile.
CRM Data Export
This is particularly useful for the marketing staff, which is constantly looking for new names to add to the database. The marketing team can then assist the sales team by inserting that contact into other relevant campaigns once added to the database. Keep in mind that these people may not have opted in to receive your emails, so you'll need to find other means to reach them.
The Social Selling Index Helps You Track Your Progress
This final point makes social selling even more enjoyable. LinkedIn offers a grading system for how well you use the network for social selling. Four criteria determine this ranking. The social selling index (SSI) rates your ability to construct a professional brand, discover the right individuals, engage with insights, and form connections.
The quantity of information you share
The number of people you know in your target market.
How frequently do you click on insights in your newsfeed?
The extent to which you interact with others
If you oversee social selling, sales enablement, or social media at a company, a sales performance incentive fund (SPIF) and gifts may easily get people excited about their SSI score. Organizing a large team-wide competition to see who can boost their SSI score to the highest in a given month will help your sales staff sell more while increasing brand awareness.
CONCLUSION
Nowadays, almost all business owners and companies have social media identities and sites on major platforms. So, through social selling, take advantage of the market identified on these platforms.
LinkedIn is one of the best methods to meet new people. It allows you to interact with brands, companies, and business owners directly online. With the correct LinkedIn lead generation in Vancouver, you can create strong business networks on the platform while also increasing your B2B sales.
Tangoo is a Sales Acceleration Agency specializing in assisting fast-paced SaaS and professional services teams and individuals in packaging their years of experience into a personal brand and automated system that makes sales easier and more productive. Get in touch today!