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3 easy ways to get started with social selling

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

3 easy ways to get started with social selling

If you hang out on LinkedIn, you have certainly heard of social selling. But what is it really about? And how to get started?

Find out in this post.

What is social selling?

According to Hootsuite, social selling is the art of using social media to find, connect with, understand, and nurture sales prospects.

It’s the modern way to develop meaningful relationships with potential customers so you’re the first person or brand a prospect thinks of when they’re ready to buy.

For this post, we will focus on how to use LinkedIn.

How to get started with social selling?

We’ve all been there. Someone is adding your on LinkedIn and 10 seconds later, you receive a templated message, asking to book 15 minutes in your calendar.

Here’s how it often looks:

I know, it’s gross

Now you have a better idea of what not to do, but how do you get started?

It’s actually simple, you need to follow a structured, 3-steps framework.

1. Content Creation

Creating content is at the core of social selling. Traditionally, it’s the job of marketing, but you cannot expect to be successful without sharing content.

And it’s actually a lot simpler than you think.

First, you have to pick your voice and make sure it fits with your target audience, or Ideal Customer Profile. For example, I chose to be direct and authentic, because it is how I am and a lot of decision-makers tend to appreciate these traits.

Once you’ve picked your voice, the best thing to do is to identify problems your prospects are trying to solve.

For example, if you’re selling an expense management software to consulting companies, a common problem your prospects are facing would be to get VAT invoices from airlines like Easyjet or Ryanair.

As soon as you understand the problems your prospects are trying to solve, you can either create or curate content, in the form of posts, checklists or any other format.

In our expense management software example, producing a 5-steps checklist post to show how to request an Easyjet or Ryanair invoice is a great content idea.

2. Network Building

As you start creating or curating content, an important step is to proactively build your network. 

You can create the best content in the world. If your network is composed of your colleagues and your friends, you won’t get far.

What I always recommend is to build an Ideal Customer Profile Matrix before connecting with strangers. It will help you build lists of potential customers, based on their job title and any other segmentation factor.

Once done, you can run a search with the corresponding criteria and invite people who fit with your ICP to connect.

This is what I call a soft connect. A semi-personalized invitation, that provides enough information to your prospect, without sounding too threatening or salesy.

3. Strategic Outreach

With your content creation ongoing and your network slowly growing, you are in a good position to start outreaching your prospects strategically.

And I insist on strategically.

The goal is not to put your prospects in an 18 touchpoint automated sequence. The goal here is to approach a prospect with relevance and creativity.

To do so, I recommend using a trigger. A trigger is an indication that a prospect may have a problem you can solve.

Take our expense management software. A startup hiring 30+ sales reps is a strong indication that expense management may become a burden for the organization.

And this kind of information is available publicly, through job boards.

With that in mind, you could approach a prospect, who is connected to you and send a LinkedIn voicemail.

Yes, you can send voicemails on LinkedIn. Just go on the mobile app, enter the message section, look for the person you want to contact and hit the microphone icon to record a 60 seconds message.

Wrapping things up

If you follow this framework, you’ll be able to provide value and start generating attention and traffic to your LinkedIn profile. Start by creating or curating content that reflects your personality, build your network proactively and outreach prospects strategically, using triggers,

When you do that, you are both relevant and different. And this is why social selling is so powerful.

It positions you as a resource for your prospects, not another pushy sales rep.

Before you go...

Getting started with social selling on LinkedIn can be overwhelming and challenging. If you can’t wrap your head around a clear strategy, you can book a free consultation.

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Accelerator

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment​. Signup today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

About the Author

My name is Thibaut Souyris. I’m the CEO & Founder of SalesLabs. I train and coach B2B sales teams to start more conversations.

I am the Co-host of The B2B Sales Podcast and I’m regularly invited to speak at events with Hubspot, Pipedrive or Techstars.

You can read and hear my opinion and ideas on various podcasts and blogs, including Sales Hacker, G2 and Demodesk.

I have helped 100+ SDRs and BDRs build cold outreach sequences and I work with companies like Comtravo, Homelike or Styla.

Categories
Videos

The New SDR – A tactical guide to start more conversations

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

The New SDR – A tactical guide to start more conversations

In this webinar recording, Thibaut offers insights on how to be a modern SDR and book more meetings.

You can find the slides here.

Here is what you will learn:

  • What your job as an SDR/BDR could look like
  • How to be creative and relevant with your outreach
  • Simple steps to get started and book more meetings

This recording is aimed at the following people:

  • SDRs/BDRs
  • Sales Development Managers
  • AEs, AMs, CSMs
  • Sales Managers, Sales Leaders

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Program

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment. Apply today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

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Podcast

Episode 12 – How to coach and develop sales people, with Robert Anders, Head of Sales at Comtravo

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 12 – How to coach and develop sales people, with Robert Anders, Head of Sales at Comtravo

In this new episode, Ara receives Robert Anders, Head of Sales at Comtravo, for a conversation on how to develop and coach sales people.

Robert has experience building companies and sales teams from scratch. Before joining Comtravo as Head of Sales, he co-founded Travelcircus.

In this interview, Robert and Ara exchange on how to develop and coach sales people, how to make sure boundaries are clear when your direct reports are also your friend, and how to implement coaching programs for your sales team.

You can find Robert on LinkedIn here.

Go check Comtravo here.

Enjoy the show!

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. Grab a free copy of my Ultimate LinkedIn Outreach Sequence

Find out how to get a 55% answer rate and 15% booking rate, using Thibaut’s proven strategies. Grab it here.

2. Find out how to reach 25K+ in monthly sales

If you keep failing at prospecting, I’ve built a free online training to build your success plan. You can signup here.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Case Studies

How I helped a leading career coaching firm increase sales

Case Study

Discover how I helped a leading career coach increase sales by 50%​

+50%

sales year over year

-3 months

to reach sales target

Thibaut made the coaches feel more confident in the approach of the sales calls and have the right mindset. He made them realize that they were not trying to sell anyone anything. But almost like a doctor diagnosing a problem and figuring out how they could provide a solution to it.

David White, Founding Partner

The challenges

The team approached me to solve two major problems with their sales process:

  1. They were spending a large amount of time in qualification calls, running lengthy consultations with prospects who were not qualified for their services.
  2. They had difficulties closing contracts with qualified prospects.

How I helped

We worked in three steps:

On-site Training

We organized an initial training, where I helped the team acquire important knowledge on how to run a proper discovery call, qualify prospects early, and keep control of the sales process.

1-on-1 Coaching

Then, I helped the team on a regular basis by listening to recordings and giving tactical coaching. We worked with role plays and skills reinforcement.

Sales Playbook Development

I helped the team build a customized sales guide. We covered topic questions to ask during a discovery call, qualification criteria, and specific tactics for steering the conversation in the right direction.

The results

Thanks to the training and coaching program offered by Sales Labs, one of the consultants on the team was able to book 50% more business, three months faster than the previous year. Collectively, the team members completely changed their mindsets and started focusing on how to qualify their prospects better. They increased their numbers of sales and decreased the time to close each deal.

Categories
Podcast

Episode 11 – How to lead a sales team in tough times, with Steve Benson, CEO of Badger Maps

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 11 – How to lead a sales team in tough times, with Steve Benson, CEO of Badger Maps

In this new episode, Thibaut receives Steve Benson, CEO of Badger Maps, for a great conversation on how to lead a sales team in tough times.

Steven has experience working at IBM, HP, and Google, before starting Badger Maps, a sales enablement tool for field sales reps.

In this interview, Steve and Thibaut exchange on how to make tough decisions with your sales team, how to lead your reps in uncertain times and a few tips on how to pivot from outside to inside sales.

You can find Steve on LinkedIn here.

Go check Badger Maps here.

Enjoy the show!

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. Grab a free copy of my Ultimate LinkedIn Outreach Sequence

Find out how to get a 55% answer rate and 15% booking rate, using Thibaut’s proven strategies. Grab it here.

2. Find out how to reach 25K+ in monthly sales

If you keep failing at prospecting, I’ve built a free online training to build your success plan. You can signup here.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Videos

New Era Prospecting – How to book (virtual) meetings with decision-makers

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

New Era Prospecting – How to book (virtual) meetings with decision-makers

In this webinar recording, Thibaut offers insights on how to book meetings with decision-makers.

Here is what you will learn:

  • What is value and how to build it for your prospect
  • How to adapt your messaging to the current situation
  • Step by step outreach sequence example

This recording is aimed at the following people:

  • SDRs/BDRs
  • AEs, AMs, CSMs
  • Sales Managers, Sales Leaders

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Program

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment. Apply today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Podcast

Episode 10 – How to start more conversations from home, with Thibaut Souyris

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 10 – How to start more conversations from home, with Thibaut Souyris

This episode is an interview of Thibaut by Diogo Bronze, from Lisbon Unlimited Podcast.

In this interview, Thibaut shares insights on how to start conversations with prospects, when you are locked down at home. He gives tactical tips on how to adapt your messaging and keep building your pipeline.

You can find Thibaut on LinkedIn here.

Go check SalesLabs here.

Go check Lisbon Unlimited Podcast here.

Enjoy the show!

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. Grab a free copy of my Ultimate LinkedIn Outreach Sequence

Find out how to get a 55% answer rate and 15% booking rate, using Thibaut’s proven strategies. Grab it here.

2. Find out how to reach 25K+ in monthly sales

If you keep failing at prospecting, I’ve built a free online training to build your success plan. You can signup here.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Videos

Sales Talent Update – with Vladan Soldat & Thibaut Souyris

The T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

Sales Talent Update – with Vladan Soldat & Thibaut Souyris

In this webinar recording, Vladan Soldat and Thibaut Souyris give a sales talent update, in the midst of the COVID 19 pandemic.

Here is what you will learn:

  • Why the market has shifted and employers have more leverage than before
  • How to adapt your hiring strategy when working from home
  • How sales will get you out of this crisis

This recording is aimed at the following people:

  • Sales Managers, Sales Leaders
  • AEs, AMs, CSMs
  • SDRs/BDRs
  • Salespeople looking for a new job

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. [NEW] Join the T-shaped Sales Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen. Join here.

2. Join the T-shaped Sales Development Program

Ditch the old sales development playbook and learn the skills that will make you successful in tomorrow’s sales environment. Apply today.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Podcast

Episode 9 – How to run a kickass demo, with Dave Kennet, CEO of Replayz

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 9 – How to run a kickass demo, with Dave Kennet, CEO of Replayz

In this new episode, Thibaut receives Dave Kennet, CEO of Replayz, for a great conversation on how to run a kickass demo.

Dave has more than 20 years of experience in sales. He has seen and heard thousands of demos, before founding Replayz, to help sales teams that can’t have access to regular coaching.

In this interview, Dave and Thibaut exchange on what makes a great online demo, what mistakes reps typically make in that stage and some super tactical tips to maximize the outcome of each demo.

You can find Dave on LinkedIn here.

Go check Replayz here.

Enjoy the show!

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. Grab a free copy of my Ultimate LinkedIn Outreach Sequence

Find out how to get a 55% answer rate and 15% booking rate, using Thibaut’s proven strategies. Grab it here.

2. Find out how to reach 25K+ in monthly sales

If you keep failing at prospecting, I’ve built a free online training to build your success plan. You can signup here.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!

Categories
Podcast

Episode 8 – Lessons learned from spending 18 days on a bus with Becc Holland and Josh Braun, with Scott Barker, Head of Partnerships at Sales Hacker

Free Online Training

3 Strategies to Reach €25K+ in Monthly Sales

Episode 8 – Lessons learned from spending 18 days on a bus with Becc Holland and Josh Braun, with Scott Barker, Head of Partnerships at Sales Hacker

In this first episode of season 2, Thibaut receives Scott Barker, Head of Partnerships at Sales Hacker.

Scott has a really impressive career in sales and share some great insights on the Flip the Script Tour, that happened in February 2020.

In this interview, Scott and Thibaut exchange on Scott’s learning from touring the US in a bus and meeting sales professionals of all industries. They also give their opinions on what makes a rep successful and how to sell in 2020.

You can find Scott on LinkedIn here.

Go check Sales Hacker here.

Enjoy the show!

And, whenever you’re ready… here are 3 ways I can help you crush your sales targets:

1. Grab a free copy of my Ultimate LinkedIn Outreach Sequence

Find out how to get a 55% answer rate and 15% booking rate, using Thibaut’s proven strategies. Grab it here.

2. Find out how to reach 25K+ in monthly sales

If you keep failing at prospecting, I’ve built a free online training to build your success plan. You can signup here.

3. Work with me privately

If you’d like to work directly with me to take over the leaderboard, just book a call here. Tell me a little about what you’re selling and what you’d like to work on together, and I’ll get you all the details!