5 Ways To Close More Business With Social Selling

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Live Webcast: 5 ways to close more business with Social SellingDecember 12, 2013

Sascha AmbroseEnterprise Sales LinkedIn Sales Solutions APAC

2Sales Solutions 2

Today’s Agenda

1. Your profession: What’s changed?

2. What IS Social Selling

3. Becoming a Social Selling Expert

4. 3 steps to prospecting with Sales Navigator

5. How social is your sales organisation right now?

Buying process has fundamentally changed“ ”

4Sales Solutions 4

Buyers are tech-savvy, and socially empowered.

Members Worldwide

+2 newMembers Per Second

259M+ 6M+Members ANZ

49M+Members in APAC

What is Social Selling?

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Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility

Gathering Intelligence: Researching social information to prepare for sales conversations

Building your Network: Developing relationships with people who can share information and provide referrals

Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts

Using Social Selling Solutions: Taking advantage of innovative selling solutions such as LinkedIn Sales Navigator

What is Social Selling?

Leveraging your social brand to fill your pipeline with the right people,

insights and relationships.

Social Selling Defined:

Leveraging your social brand to fill your pipeline with the right people,

insights and relationships.

Social Selling Defined:

Becoming a Social Selling Expert

5 Steps to Becoming a Social Selling Expert

11

Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility

Gathering Intelligence: Researching social information to prepare for sales conversations

Building your Network: Developing relationships with people who can share information and provide referrals

Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts

1. Build Your PROFILE

3. Gather INSIGHTS

2. Develop Your NETWORK

4. Contribute INSIGHTS

5. Use Social SOLUTIONSGain competitive advantage: Use targeted social media engagement and turn cold leads into warm prospects

1. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU

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Leading with InsightsResume to Reputation

2. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives

TeamLink

Leverage Relationships

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3. Gather IntelligenceBe prepared for every interaction by researching contacts and companies

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4. Contribute InsightsShare ideas through status updates, and participate in groups

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Social Selling Evolution Doesn’t happen overnight

©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling Evolution Doesn’t happen overnight

LSS©2013 LinkedIn Corporation. All Rights Reserved.

HowHow do I get in?

LSS 21©2013 LinkedIn Corporation. All Rights Reserved.

259Mmembers

2Bmember updates

per week

BillionsOf Connections

5. LinkedIn Enables Social Selling

WhatWhat to

talk about?

WhoWho are the Right People?

Macro to Micro:Best-in-class reps do these three things

LeverageRelationships

LeadWith Insights

FindRight People

Who are the right people?

My search yielded 10,514 search results!

I don’t have time to sort through all these searches

By using the premium search filters, it gets

much narrower… 374

Find Key Prospects1

I can narrow down to 22 profiles that have connection paths to my existing clients, influencers and colleagues

Brian

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What to talk about?

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Discover Actionable Insights2Brian

How do I get in?

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Brian

4

Find a common connection

This profile fits all my criteria, and has a connection with an accountant I do regular work with

I have a meeting set up for Tuesday!

3

Asks connection for an introduction

Success Story: NetSuite

LinkedIn Confidential ©2013 All Rights Reserved 26

“Sales Navigator is embedded

in almost every stage of the

sales process. It has become

mission-critical for our team.”

Jake Hofwegen, VP Global Sales Operations, Netsuite

Since using TeamLink, sales team has seen a seven-fold increase in second-degree connections

• Network grew from 15,730 to 115,891• InMail connects sales team directly to key decision-makers. • Sales reps are more excited about their jobs because they are

seeing fast results, which motivates them and creates a positive cycle

Increased number of relationships with clients

NetSuite Inc. is the industry’s leading vendor of cloud-based financials/ ERP software suites. NetSuite enables companies to manage core key business operations in a single system.

Time for prospecting

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Build Your PROFILE

In Summary

Gather INTELLIGENCE

Develop Your NETWORK

Contribute INSIGHTS

1

2

3

4

Use Social Selling SOLUTIONS5

Just how Social is YOUR sales organisation……?

LinkedIn’s Social Selling Index

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First-of-its kind measure that ranks company utilisation of LinkedIn as a social selling tool.

http://promo.linkedinsocialsellingindex.com/register/

• Gain visibility into your company’s activities

• Uncover new opportunities

• Benchmark yourself against peers and competitors

Any Questions?

29

Feel free to email:

sambrose@linkedin.com