I wanted to share the deck that I presented at the Quarterly meeting of the AA-ISP, held at LinkedIn's San Francisco's based office on 3/20/2013.
Text of MY Social Sellling Transformation
1. Sales NavigatorSchon MessierAccount ExecutiveLinkedIn Sales Solutions2013 LinkedIn Corporation. All Rights Reserved.
2. My personal transformation towards social selling2013 LinkedIn Corporation. All Rights Reserved. LSS 2 3. What is the top challenge that I hear across sales leaders? Build MorePipeline**(On average, only 20 - 30% of Sales leadsare generated through Marketing)2013 LinkedIn Corporation. All Rights Reserved. LSS 3 4. Buying Process has fundamentally changedCustomers are more informed, and they are less responsive to traditional means75 % 57 % 97 % B2B purchaserBuying decisionsOf the time cold influenced are made before calls do not workby social sales rep involvement Corporate Executive Board 2012 Connect & Sell 2012 IBM Buyers Preference Study 2011 2013 LinkedIn Corporation. All Rights Reserved.LSS4 5. Call From Unknown408-612-3467Contacts Lists CompanyCold Webpage Contact vs.New Schon old Schon TargetedSocialWarmSearch Profile Introduction2013 LinkedIn Corporation. All Rights Reserved.LSS 5 6. How LinkedIn sales navigator defines social sellingWho What HowWho are the What to How do I get Right People?talk about? a warm intro?+200M+2B Billions members member updates Of connections per week2013 LinkedIn Corporation. All Rights Reserved. LSS 6 7. Who are the right people?1Find Key ProspectsNew Schon My search yielded 124,789 search results! I dont have time to sort through all these searches By using the premium search filters, it gets much narrower266 Results With TeamLink, I can narrow down to profiles that have connection paths to my team (