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A day in the life of a LinkedIn social seller
Wednesday, July 22nd 2015 11:00am BST, 12:00pm CEST Duration: 45 minutes
• Introduction to Social Selling
• What we do…
• A day in the life of a social seller part 1: Prospecting
• A day in the life of a social seller part 2: Account/prospect management
• Q&A
John O’Toole
Sr. Account Executive LinkedIn Sales Solutions
Andy Keane
Sr. Account Executive LinkedIn Sales Solutions
• All attendees are muted by default. • Please type your questions into the chat panel.
Questions will be addressed at the end of webinar.
• The webinar recording and slides will be emailed
out after the webinar
5.4 people are involved in the average B2B buying decision
75% of B2B buyers use social media to inform themselves on vendors
90% of B2B decision makers never respond to cold outreach
75%
90%
• We live what we sell, no more cold calls
• Use Sales Navigator to prospect and manage our
accounts
“When your prospects and customers go to your profile, that is their initial impression of you.” (Fortune 100 Sales Manager, November 4th, 2014)
Remember: Top tip: Use professional profile photo Summaries - craft carefully, ask - what are my professional passions? Keep it customer-centric! Rich media - turn your profile into a sales opportunity and reach the 74% of B2B buyers influenced by what they read on social media Stay up to date – keep your profile up to date
RE: LinkedIn Sales Solution and Company ABC Joe Blogs CEO, Company ABC July 24 2015 3:59PM
Hello Jaime
Thanks for the note – this might be useful for our internal team that manages our
LinkedIn presence – if you think that would be useful, I’m happy to make an intro for
you to chat.
Cheers
Joe
--------------------------------------------------------------------
Hi Joe,
I just read your Company’s update on your agency being 5th in the Company Week
Top 150, impressive stuff. This inspired me to reach out to you as CEO of Company
ABC.
Company ABC are a highly engaged Company on LinkedIn and I wanted to quickly
introduce LinkedIn Sales Solutions to you, which can allow you and your team to
identify any decision maker in our 365M+ member base.
Are you interested in having a brief chat?
Cheers,
Jaime
RE: LinkedIn Sales Solution and Company XYZ John Smith VP Sales, Company XYZ July 24 2015 3:59PM
Hi Andy,
I have some time on Friday PM.
Regards,
John Smith
VP Sales - Company XZY
--------------------------------------------------------------
Hi John,
First, great presence on LinkedIn and great engagement- your endorsements in SaaS
and Sales Process are impressive. I really liked the line in your summary, "Proven
Business Transformation skills for developing increased financial and people value
within organisation."
I am a contact here at LinkedIn and was inspired to reach out after reviewing your
profile and seeing that you are VP Sales.
Company XYZ has 610,111 unique connections to 119,592 different companies on
LinkedIn. I'd love to show you how to leverage this data to identify decision makers and
drive new business.
Do you have any time this week for a quick call?
Best,
Andy
RE: LinkedIn Sales Solution and Company ABC Jess Smith Head of Field Marketing at Company ABC July 29 2015 8:51PM
Jaime
I am holiday for the next couple of week, but yes would like to have a discussion.
Would week commencing 18th August work for you? If you could send any additional
information in advance that would be appreciated.
Cheers
Jess
--------------------------------------------------------
Hi Jess,
I just read a news article in how Company ABC won Best of Show Award. This inspired
me to reach out o you as Head of Field Marketing Europe at Company ABC.
Company ABC are a highly engaged Company on LinkedIn and I wanted to quickly
introduce LinkedIn Sales Solutions to you, which can allow you and your team to
identify any decision maker in our 300+ member base.
Are you interested in having a brief chat?
Cheers,
Jaime
• Use insights about the prospects company to personalise the InMail
• Mention:
- Prospects experience - Their company profile on LinkedIn - Touch on an aspect of their company, or a recent post, that appeals
• Keep to a relatively informal tone offering a “quick chat” not a hard sales message
• Relate to your prospects with fact based insights
• Engage your prospects where they are Reps that exceed quota get 74% more
engagement on their posts than those that
don’t exceed quota
• On a call use social insights to build rapport
• Before meeting research attendees to find common ground
• Engage your prospects through what matters to them
• Successful meetings stem from connecting with your clients
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