SaaStr Annual 2024: From Sellers to Influencers: Transforming B2B SaaS Sales with Social Selling with Algolia

SaaStr Annual 2024: From Sellers to Influencers: Transforming B2B SaaS Sales with Social Selling with Algolia

1. From Sellers to Influencers: Transforming B2B SaaS Sales with Social Selling Christina Schönfeld Enterprise & Commercial Sales Director, DACH Region Algolia christinaschoenfeld.com

2. MOST SALES ORGS DO NOT ENABLE THEIR TEAMS ON SOCIAL SELLING

3. 57-70% Source : McKinsey & Co. of the B2B buyer's journey is completed before a prospect ever engages with a sales rep.

4. of B2B buyers use social media to make buying decisions , with 50% using LinkedIn as a trusted source. Source : LikedIn Glossary Social Selling

5. How To Enable Your Sales Team? …and maybe ramp up your own personal branding skills, too ;)

6. Profiles = Landing Pages

7. Profiles = Landing Pages Company name + what it does & who it’s for Topics this person will share content about Name / branding

8. Profiles = Landing Pages Calendly Link to book meetings directly

9. Profiles = Landing Pages Highlighting posts & articles AND links to other websites

10. Your Target Audience & Content Pillars ICP & Persona Content Theme Content Pillar 1 Content Pillar 2 Content Pillar 3 Content Pillar 4 CRM integration CRM success stories Industry news Event Updates Example:

11. Interacting: Commenting Comments will re-share a post within your own feed to your entire network → appear multiple times within someone’s feed/ day Add value: Great post 🚫 “And to add to that…” ✅ “If I understand correctly…” + ask question ✅

12. Sharing Content Understanding LinkedIn’s Algorithm Mastering The Hook Hook(ed) to click more Note your sales teams should already practise this in their emails First ≈60-90min Types of engagement: “Read more” Time spent Like Comment Repost

13. Becoming Strategic About It

14. Social Selling As Part Of Your Sales Processes Stakeholder Mapping Multi-Threading Existing Data Intelligence Website activity Pipeline sharing Alerts In Person Events Exec Dinners

15. And The Results?

16. 2022 LinkedIn State of Sales Report

17. linkedin.com/in/christinaschoenfeld/