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LinkedIn Sales SolutionsTransforming the Way You Sell

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Ryan CrawfordSales Solutions

LinkedIn | Internet | SF Bay AreaConnections: 536 | Recommendations: 2

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Buyers are tech-savvy, and socially empowered.

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Buyers have changed the game.

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Emergence of the Social B2B Buyer

Your Customers are More Informed

Your Customers are Less Responsive

57% of a purchase decision is made before speaking to a sales person.

210 Million people on the US “Do Not Call” list.4.5% Avg. Dial-to-Conversation Rate

1IBM Buyer’s Preference Study, 2011 2Corporate Executive Board, 20113www.ftc.gov, 20114Connect and Sell, 2011

75% of IBM’s B2B buyers will use social media to inform their purchase decision.

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Are you being left behind?

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Don’t rely on ‘chance’ for your team to adopt social selling.

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60% 56%

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18%

Best-in-class

Average

Laggards

Does your company use social selling and social media tools to achieve sales effectiveness?

Source: Aberdeen Research, Social Selling Impact Study, Spring 2012.

Don’t be left out of the conversation.

Decision is made by customer before engaging a sales person.

Source: Corporate Executive Board., 2011.

Sales Engaged57% of Decision

Don’t waste an incredible company asset – your connections.

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The Evolution to Social Selling

Then Now

Buy ListsLimited to Private RolodexesSpray & Pray to Find Decision-makers

Speed through Contacts RecordsLimited to CRM RecordPile On More Data

Pound through Cold CallingPush the Sales PitchDrive Cookie-cutter Sales Process

Leverage Professional NetworksExpand to Company Social NetworkTarget Decision-makers

Focus on Real PeopleGather Intelligence from InternetDiscover More Insight

Leverage Warm IntroductionsHave a Meaningful ConversationsCollaborate in Buying Process

Find

Engage

Relate

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How do you transform to Social Selling?

Organize & Research Prospects

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Find EngageRelate

Generate, Contribute, & Leverage Insights

Personalize Connections & Conversations

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How Sales Navigator can transform your business

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REP

Find

Organize & Research Prospects

• Lead Builder• Search Filters• Team Link

Relate

Generate, Contribute, & Leverage Insights

• Profile Organizer• Search Alerts• Who Viewed Me

Engage

Personalize Connections & Conversations

• InMails• Introductions• 3rd Degree Connections

• CRM Integration • Anytime, Anywhere

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Proven Success

Source: CSO Insights, “Sales Navigator Research Results, March 2011”

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“Understanding the background of our target buyers and leveraging our collective network with LinkedIn helps us build relationships and access executives in a whole different way.”

“I can point to over a dozen deals that were either created or positively influenced by our use of LinkedIn’s Sales Navigator”.

"More than 80 percent of our reps found important LinkedIn information that they would not have known otherwise.”

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