How Top Sales Teams Leverage LinkedIn for Social Selling

Anthony Slater, Product Consultant

LinkedIn Sales Solutions

February 12th, 2014

linkedin.com/in/anthonyslater

@tonyslats

Agenda

07.30 – 08.00 Breakfast

08.00 – 08.15 Intro & The Social Selling IndexAnthony Slater, Product Consultant, LinkedIn

08.15 – 08:30 Social Selling in PracticeDavid Watson, Account Director, LinkedIn

08.30 – 09.00 Customer Fireside chat followed by Q&ARoger Seow, Head of Social Media and Digital Integration National Australia Bank

09.00 Session Close

LinkedIn All Stars

Most Popular

Most Endorsed

Earliest Adopter

Most Connected

ShaunRafferty

SteveRafferty

DanielMarsh

TimO'Sullivan

The world and buyers have changed

97% 75% 57% Of the time cold calls do not work

B2B purchases influencedby social

Of the buying processis complete before

sales rep involvement

Sources: CEB, Connect & Sell, IBM Buyers Preference Study

The Social Selling Evolution

Social selling leverages

your professional brand to fill your pipeline

with the right people, insights,

and relationships.

Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?

1000

LeadersLaggards

Source: Corporate Executive Board

Social Media: #1 Factor for Driving High Rep Performance

Conducts Non-Tradi-tional Customer Due

Diligence

Personally Owns Lead Generation

Leads with Insight Uses Social Media as Critical Channel

6.20%

10.00%11.57% 12.81%

LinkedIn Social Selling IndexCorrelates to sales success

Source: Aberdeen Group

15%More customer

renewals

31%Greater team

quota attainment

21%More reps

achieving quota

Social Selling Index is Increasing

24

15

Avg. Social Selling Index

53

2012

2013

+14%

*Data comparing Sept 2012 to Sept 2013

21

24

Who is social selling?We can measure entire industries

Insurance

Banking

Pharmaceuticals

Telecommunications

Financial Services

Accounting

Marketing

IT

Management Consulting

10 15 20 25 30 35 40 45

Insurance

Banking

Pharmaceuticals

Telecommunications

Financial Services

Accounting

Marketing

IT

Management Consulting

10 15 20 25 30 35 40 45

Who is social selling?And we can compare them between countries

World

Australia

Social Selling in Practice

David Watson, Account Executive

LinkedIn Sales Solutions

February 12th, 2014

au.linkedin.com/in/dbwatson

HowHow do I get

a warm intro?

+277Mmembers

+2Bmember updates

per week

Billionsconnections

5 Core Competencies of Social Selling

WhatWhat to

talk about?

WhoWho are the Right People?

Connections Profiles4 5

1 2 3

Search Named accounts Geography Functional role Keywords

1

2 Filter Company Size Fortune 1000 Seniority Level Function

3 Save

1. Who is the right person?Leverage LinkedIn to be targeted on who to approach

21

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

2

Find a common connection

This profile fits all my criteria, and has a connection to someone in our Canadian office

Meeting with prospect set up

©2013 LinkedIn Corporation. All Rights Reserved.

1

Asks teammate for an introduction

3. Engage using your networkLeverage both your network and your companies network

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

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

24

Social Selling for Sales Leaders

HowWhat introductions can

you make?

+277Mmembers

+2Bmember updates

per week

Billionsconnections

5 Core Competencies of Social Selling

WhatAre they leading with

insights?

WhoIs your team running

searches?

Connections Profiles4 5

1 2 3

Your network is valuable Lead by example

Social Selling Evolution Doesn’t happen overnight

Social Selling Evolution Doesn’t happen overnight

Series1

LinkedIn social selling case study107% more likely to close a deal

Base win rate Win rate with social

selling

+ 44%

+ 63%

Targeting the right person

Using a connection

+ 107%

Head of Social Media & Digital Integration at NAB

National Australia Bank

Customer Fireside Chat Roger Seow

Thank you