Alexandra Sover on LinkedIn: I’m going to visit and will you? (2024)

I'm excited to invite you to our 4th annual Social Selling Con: Personal Branding, Lead Generation, Employee Advocacy, hosted by ModumUp - Social Selling for B2B! 😊 The event, taking place on September 18th at 9 am CDT, is a unique opportunity to connect with top speakers and industry leaders who will share their insights, best practices, and case studies in B2B marketing, personal branding, and social selling - all for free and online!Conference Program9 am - 10 am CDT: Keynote by Olga BondarevaOlga, the founder of ModumUp and former Social Media Lead at Microsoft, will discuss the Social Selling method and personal branding for B2B goals.10 am - 10:30 am CDT: Presentation by Veronica RiveroVeronica, Account Executive at LinkedIn, will explain how marketing and sales teams can collaborate effectively using LinkedIn tools and AI features.10:30 am - 11:15 am CDT: Panel DiscussionFeaturing:- David Joosten, Director Americas & Partner Markets at Vodafone Business- Joe Morris, Head of Social Media & Employee Advocacy at Capgemini- Todd Swank, Senior Director - Strategic Accounts at OracleModerator: Becca Chambers ✨, Chief Communications Officer at ControlUpThe panelists will discuss thought leadership, developing executive LinkedIn profiles, employee advocacy, and reaching potential clients through LinkedIn.11:15 am - 11:45 am CDT: Presentation by Courtney VigilCourtney, Senior Director at Dayforce, will present on "Leveraging Personal Branding in Launching Global Social Selling Programs."11:45 am - 12:30 pm CDT: Panel DiscussionFeaturing:- Courtney Vigil, Senior Director at Dayforce- Lindsey Boggs ☕️, VP Sales Development & Enablement at Glassbox, TEDx Speaker- Larry Long Jr 🎤, Founder and CEO of LLJR Enterprises- Ed Ross, CEO at Core Ai, Master Facilitator at Michigan & Manchester Consulting GroupThe panelists will share their experiences with LinkedIn, business benefits, best practices, and advice for newcomers.The conference will be broadcast on this LinkedIn page https://lnkd.in/gp-M7bhk. Join us on September 18th at 9 am CDT, and feel free to invite your colleagues and friends!➡️ About ModumUp Social Selling Agency:ModumUp LLC, based in Austin, TX, is a team of 30+ specialists managing LinkedIn profiles and B2B lead generation. Founded in 2018, we work with medium to large companies in IT, finance, logistics, and digital verticals. Our partners include NetApp, Microsoft partners, AWS partners, EXANTE, and Georgia State University.I look forward to seeing you there!

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🚀 Elevate Your B2B Game with the Power of Social Selling! 👋 Today, I want to shed light on a strategy that's reshaping the landscape of B2B sales – Social Selling.Let's dive into the world of SOCIAL SELLING and unleash its game-changing potential together! 🔥🌟 What's the Buzz About? Gone are the days of cold calls and generic emails. Say hello to a dynamic approach that's all about building REAL relationships in the digital realm. Social selling isn't just a trend; it's a strategic shift that transforms how you navigate the sales landscape. 🔑 Key Benefits You Can't Ignore: 🔑 🎯 Precision Targeting: Understand your prospects like never before! Dive into their interests, pain points, and preferences, allowing you to tailor your pitch for maximum impact. 📈 Amplified Reach: Your networking possibilities are endless! Connect with decision-makers and influencers across industries, opening doors to opportunities you might have never discovered otherwise. 🙌 Authentic Engagement: No more one-size-fits-all sales pitches. Engage in meaningful conversations, share valuable insights, and become a trusted advisor. It's all about nurturing relationships, not just closing deals. 🧠 Thought Leadership: Position yourself as an industry authority. Share your expertise through insightful content, and watch your influence soar. When you lead, clients will naturally follow. 📊 Adaptation to Modern Buying Behavior: In an age of digital transformation, decision-makers research extensively before engaging with vendors. Being present on social platforms allows you to engage with prospects at the right time and in the right way.Ready to Dive Into the Possibilities of Social Selling? 🔗 Here's Your Basics Blueprint: ➡ Optimize Your Profile: Make sure your LinkedIn profile shines. It's your digital storefront; make it inviting, informative, and intriguing. Think of it as a sales webpage.➡ Know Your Audience: Research your prospects thoroughly. What are their pain points? What are their goals? This knowledge is your sales ammunition.➡ Engage Authentically: Join conversations, comment on posts, and provide value. Authentic engagement is the foundation of social selling success.➡ Share Insights: Don't just pitch; educate. Share thought-provoking content that showcases your expertise and resonates with your audience.➡ Build Relationships: Connect, but don't stop there. Nurture relationships over time. Offer insights, answer questions, and be genuinely helpful.Are you excited to raise your B2B sales game to the next level? Let's embark on this journey together! Drop a comment or shoot me a message, and let's discuss how social selling can supercharge your success and growth. 🚀#SocialSelling #B2BSales #RelationshipBuilding #letsgrowtogether 📢 P.S. Remember, it's not about making the sale - the essence of Social Selling lies in its ability to build authentic connections.Let's embark on this journey toward meaningful B2B engagements! 🌐🤝

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Here's how you can measure your performance as a social selling professional against industry standardsSocial Selling Index (SSI) ScoreThe SSI score measures how effective you are at establishing your professional brand, finding the right prospects, engaging with insights, and building trusted relationships.It is calculated by LinkedIn based on your activities across four categories: establishing a professional brand, finding the right people, engaging with insights, and building trusted relationships.According to your saved article How AI Can Help Sales Teams Craft More Personalized Pitches, SAP account executives with the highest SSI scores saw a 55% increase in their sales performance, closed 3.6 times more deals than their peers, had deals 516% larger than their peers, and were 3.4 times more likely to achieve or exceed their sales quotas.Sales Conversion RatesConversion rates measure how effectively you can turn leads into customers.You can track conversion rates at different stages of the sales funnel, such as lead-to-opportunity, opportunity-to-proposal, and proposal-to-close.Industry benchmarks vary by your product/service and sales cycle length, but in general, higher conversion rates indicate better social selling performance.Average Deal SizeThe average size of deals you close is an indicator of your ability to generate value for your customers through social selling.Compare your average deal size to industry benchmarks for your product/service category.As mentioned in the How AI Can Help Sales Teams Craft More Personalized Pitches article, top SAP social sellers had deals 516% larger than their peers.Customer Engagement MetricsMetrics like website visits, content downloads, event attendance, and social media engagement can indicate how effectively you are leveraging social channels to engage prospects and customers.Benchmark these metrics against industry standards to gauge your social selling prowess.Sales Cycle LengthA shorter sales cycle could indicate that your social selling efforts are helping you connect with prospects more efficiently.Compare your average sales cycle length to industry standards for your offering's complexity.By tracking these metrics and benchmarking against industry data, you can objectively evaluate your performance as a social selling professional. The key is to continually optimize your social presence, messaging, and engagement strategies based on the metrics.#sales

As a former social selling program leader I totally understand how challenging it can be to set program expectations especially expectations that are realistic and ones that help show the social selling program is delivering ROI. Of course once ROI is introduced into the equation everyone wants to start looking for ways to show how social media lead to increased sales or increases in revenue, but that's easier said than done. In my current role here at Seismic, I spend a lot time speaking with prospective buyers and new customers of Seismic LiveSocial about setting program expectations and the point of view I share with them is definitely different from the one I had about 10 years ago, which was around trying to show actual sales coming from social selling. Today, whenever I speak with a prospective LiveSocial customer or a new LiveSocial customer, our conversation focuses on the following: ♦️ Program Metrics♦️ Marketing Metrics♦️ Sales OutcomesOf course sales outcomes are sexy and will impress the bosses but sales outcomes aren't the end all be all, this is way its critical to focus on Program Metrics first. What are Program Metrics? Program Metrics are made up of the following: ❗ Percentage of Licenses Filled❗ Percentage of Licenses Activated❗ Percentage of Activated Users Logging In❗ Percentage of Activated Users SharingProgram Metrics are the foundation to the success of any social selling program as if users don't activate, login, and share, Marketing Metrics or Sales Outcomes are impossible from a social selling program. What are Marketing Metrics? Marketing Metrics are the following: 📏 Number of Shares📏 Number of Clicks📏 Number of Social Interactions📏 Number of Readers📏 Percentage of Repeat Readers📏 Traffic to Corporate WebsiteIf you focus on your Program Metrics first and foremost, the Marketing Metrics will follow and over time your Marketing Metrics will improve. What I learned during my decade of leading a social selling program was I had more influence of Program Metrics than any other metric, but by focusing on Program Metrics, I was able to influence and increase Marketing Metrics. Lastly, what are Sales Outcomes? When it comes to determining Sales Outcomes that matter every organization is going to be different. Some organizations sales outcomes are exactly sales tied to social selling (which can be very hard to prove and doesn't always take into account all of the other touchpoints a sales rep has with a prospect). For some organization it could be Earned Media Value.For others it could be increased site traffic thanks to the social selling program. And for some organizations it could be increased Social Selling Index scores amongst their sales force. And finally for some it could be more sales reps being active on social.#socialselling #LinkedIn #metrics

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Struggling to hit your revenue targets? Join the powerhouse ranks—where integrated social selling has propelled 40% of companies to smash their goals. Dive into the dynamics that turn tweets into triumphs.In the age where authentic engagement trumps aggressive sales tactics, social selling emerges as a vital force in achieving, and often surpassing, revenue milestones. But it's not just about creating a LinkedIn profile or sending out tweets - it's about leveraging every digital exchange to build meaningful relationships.Social selling tools are game-changers in a world where customers value personal connections. These allow for mass personalization, creating a high volume of tailored sales interactions that resonate on an individual level. Did you know that CRM systems enhanced with social selling increase customer satisfaction by 23%? Here's what top performers in social selling focus on:- They offer valuable content over sales pitches, resonating with the audience's needs and interests.- They listen just as much as they speak, proving that understanding is the cornerstone of every great sales strategy.But remember, technology in isolation can't mesmerize your audience; its magic unfolds when it's used to amplify relatable and memorable human stories. And with evolving data privacy regulations, they embrace transparency as a tool to reinforce customer trust—not just comply with legal standards.So how do you transition smoothly to a digital-centric social selling environment?- Engage leadership to guide the cultural shift towards integrating social selling.- Invest in ongoing training for your team—trends are fleeting, skills shouldn't be.- Set clear metrics that go beyond the numbers to encapsulate engagement quality.In short, when you position your brand as a beacon of relevance and trust through intelligent social selling, meeting those revenue targets becomes just one part of the victory. The real triumph is the lasting relationships you build, the engagement that cuts through the noise, and a culture that not just anticipates but also shapes market trends.Ready to redefine your brand's digital journey?-SocialSelling -DigitalTransformation -SalesStrategy -B2BMarketing -CustomerEngagementRead more on the blog: https://lnkd.in/dDj_VEng

Case study of JLL: Supercharging Social Selling with LinkedIn Sales NavigatorImagine a game of darts in the dark - that's what lead generation can feel like without a clear target. JLL, a global real estate giant, faced this very challenge. Their sales team struggled to find the bullseye, landing on prospects who weren't quite the right fit.Building relationships with past clients also felt like throwing spaghetti at a wall. Maintaining engagement and connection proved elusive. Finally, crafting personalized messages felt like writing to a faceless crowd - generic and ineffective.Enter LinkedIn Sales Navigator. It became JLL's secret weapon, a virtual spotlight illuminating the ideal customers they craved. Advanced search filters transformed their approach from darts in the dark to laser focus. Titles, industries, and even keywords within profiles became targeting tools, leading them straight to the key decision-makers.But Sales Navigator wasn't just about finding the right people. It was about fostering connections. Past clients, once a fading memory, were now just a notification away. Profile updates and company news kept relationships warm.The personalized touch became their ultimate game-changer. Gone were the generic messages. Instead, JLL's sales team crafted messages that resonated, drawing on insights gleaned from individual profiles and company information.The results were nothing short of phenomenal. JLL's Social Selling Index (SSI) score, a measure of their social selling effectiveness on LinkedIn, doubled! They were connecting with potential clients at twice the rate of their competitors. Even more impressive, their ability to identify the most relevant contacts within target companies improved by a staggering 57%.JLL's success story isn't just about data and metrics, it's about a strategic shift. By understanding their ideal client and wielding the power of Sales Navigator, they transformed their social selling approach from a guessing game into a winning strategy. They found their bullseye, built relationships, and ultimately, closed more deals.

🚀 Introducing: 11 Killer Tips For Effective B2B Social Selling That Get Results Without The Hard Sell! 🚀🔥 Tired of old-school hard sell tactics when it comes to social selling? Want to know the secret to getting results without being too salesy? 🔥💡 Look no further! Check out these 11 killer tips that will transform your social selling game and help you build genuine connections with your audience. 💡1️⃣ Focus on building relationships. Be authentic and genuine in your interactions. People appreciate honesty and transparency above all else. It’s time to let your wonderful personality shine through!2️⃣ Personalise your outreach messages. Take the time to research and understand your prospects, especially their pain points in order to craft messages that resonate with them.3️⃣ Provide value through your content by addressing their pain points. Share insightful and engaging articles, industry tips and relevant resources to demonstrate you understand what keeps them up at night.4️⃣ Leverage the power of great storylines that connect the dots for your prospects and showcase your thought-leadership credentials. 5️⃣ Follow-up is key. Don't be afraid to reach out again after an initial interaction. A gentle reminder can make all the difference.6️⃣ Use video in your content and messaging with your prospects. It’s an underused social selling superpower that will help you stand out from the crowd. 7️⃣ Be consistent with your social media presence. Over 90% of B2B prospects aren’t ready to buy, so regularly posting engaging content and participating in relevant discussions will keep you top of mind for when they are.8️⃣ Use social listening tools to monitor conversations and identify opportunities to engage with potential prospects in more meaningful ways.9️⃣ Keep your skills updated with the latest social selling techniques and trends, including AI tools which can save you a tonne of time in your social selling efforts, giving you the edge over your competitors.🔟 It’s a team effort! Collaborate with your colleagues continuously to share best practices and tips to reach your social selling goals sooner. 1️⃣1️⃣ Finally, don't forget to track your progress and analyse your results. This will help you refine your social selling strategy and optimise your efforts as you go.💥 Ready to take your social selling to the next level? Implement these 11 killer tips and watch your results soar! 💥Share this post with your network and tag someone who could benefit from these game-changing social selling tips. Let's revolutionise the way we connect on social media! #socialselling #b2bmarketing

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Most sales pros struggle with social selling.Picture your top performer, the one who lights up a room, staring blankly at their screen wondering what to say online.That's the reality of social selling for many. Writing impactful messages and posts is a different beast than face-to-face conversations.Here are 3 hidden challenges holding you back:1. Words vs. smiles: Captivating writing requires a different skillset than excelling in person. This often leads to stale content, missed connections, and lost opportunities.2. Beyond the pitch: Social selling isn't just a digital sales brochure. It's about building relationships, offering value, and becoming a thought leader, not just pushing products/services. Without this, prospects scroll right past.3. Content blindspots: Salespeople often lack access to relevant, targeted content that resonates with their audience. This results in wasted effort, missed connections, and frustration.So, how can you overcome these challenges and become a social selling rockstar?→Sharpen your writing skills:Invest in training programs that teach you to craft concise,engaging content for different platforms.→Leverage ABM content:Develop a strategy that caters to specific target audiences' interests and pain points to attract the right buyers with content they care about.→Authenticity matters (a lot!):Prioritize genuine engagement and value-driven interactions over purely sales-driven tactics.Build trust and lasting relationships.Social selling is a marathon, not a sprint. Brian Galicia and I wrote a book to help you: "Navigating LinkedIn for Sales: The Complete Guide to Social Selling, Sales Navigator and Account-Based Marketing" is available on Amazon Kindle for only $0.99!

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Sales and marketing collaboration, the old way: 1. Get input for targeting in paid campaigns 2. Handover leads3. Create collateralThe new way: 1. Shared goalsWhat do we want to achieve?Generate net-new pipeline? Renew contracts? Accelerate pipeline? Go upmarket and win enterprise clients?Make sure - Both sales and marketing are working on the same goals- Goals are aligned with the main business objectives and prioritiesFor example: - Investor is conditioning the next round on a lower CAC for new business- Enterprise sales cycle is 12 months==> Goal: win 50 mid-market ICPs, imporove account-to-pipeline ratio. 2. Aligned metricsAre KPIs aligned with your shared goal?Usual issues: - Leads / meetings booked KPI- No leading indicators for new programs3. Shared account qualification Firmographics, technographics, and custom qualification criteria (e.g. PE-backed company, sales team > 100) to use for targeting and list building.4. Shared account scorecard Agree on:a) Prioritization criteria (related to revenue potential, relationship, product need evidence and vendor awareness)b) Account insights. What info do we need to collect or validate to be able to sell into that account? 5. Buying committee structure Align on the typical roles (of champions, decision makers, influencers and blockers), and their goals, needs, and pain points.6. Joint account prioritization and planning processAgree on: a) Key sources of account insights, intent and engagement data, source owners and frequency of reviewing them b) Regular pipeline review meetings, to review and prioritize newly identified accounts, and review the insights and next steps of the accounts currently in active focus or pipeline 7. Buying triggers and jobs-to-be-done B2B buyers don't buy because they saw an ad, an SDR email or received the fifth nurture email. They buy because their business priorities shift to a specific high priority challenge they cannot to afford anymore. Analyze and agree on - The buying triggers and the jobs-to-be-done of your best customers, especially those where you have a competitive advantage- Signals that can help you map clusters of accounts with the same triggers and JTBDs- Content, messaging and activities to market to these clusters8. Joint programs Define joint programs by defining specific sales and marketing activities to: - Generate awareness in target accounts - Nurture and move forward accounts that are early in the buying journey- Collect key insights about target accounts - Accelerate opportunity creation with highly engaged accounts? --- I call it the "old way", but it's still a reality in many B2B companies.Fixing marketing and sales collaboration is one of the biggest opportunities for 2024. P.S. The best place to start is account prioritization, that Andrei & me will dive into @ FullFunnel Live: https://lnkd.in/d8wjByM4

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