A Day in the Life of a LinkedIn Social Seller

Today’s Speakers

John Kuhns Senior Account Executive LinkedIn Sales Solutions

Andy Kellam Head of Mid-Market Sales LinkedIn Sales Solutions

Laurel Monroe Sales Development Specialist

LinkedIn Sales Solutions

A Day in the Life of a LinkedIn Social Seller

John Kuhns Senior Account Executive LinkedIn Sales Solutions

Agenda •  Why social selling? What is social selling?

•  AE & SD Partnership

•  AE Workflow

•  SD Workflow

•  AE & Manager Partnership

•  Q&A

Why social selling?

Source:BrentAdamson,Author,TheChallengerSale.

Simplifying Truth #1: We are all selling the same thing:

Change.

Simplifying Truth #2: Your customers won’t change to you and your offer if you’re not talking to them.

Simplifying Truth #3: We all lose deals.

Missing critical players

Lacking credibility Losing touch with prospects

Why we lose deals

people on average are involved in the buying

decision

6.8 77% of buyers don’t believe that sales understands

their business and don’t think they can

help

of forecasted deals go dark

24%

Relationships

How we do we define social selling?

•  Is it using a tool, a methodology,

or a blend of the two?

The Components of Social Selling

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Each component is part of your Social Selling Index (SSI) score and valued at 25 points for a total possible score of 100

2x The Impact of Social Selling

New clients

Meetings secured

Opportunities generated

Do it all the time, not just the beginning

LinkedIn.com Member Experience

 LinkedIn Sales Navigator Purpose-built for Sales

AE/SD Partnership

Account Prioritization

•  Which companies make sense for me to work on

•  Which companies should the SD work on •  Plan approach

Prospect Prioritization

•  Who are we reaching out to? •  With what message? •  Division of Labor

Building Pipeline

Find the right people Lead Builder is critical in preventing leads from slipping through the cracks

Reach out at the right time Listen for social triggers to help you engage

Leverage the power of relationships to boost win rates A decision maker is 5x more likely to talk to me if I’m introduced to them

If no relationship is there, use insight Every other salesperson has a name and a title—how is your outreach unique?

Reach out to multiple stakeholders The average deal includes 6.8 people whose opinions dictate buying or not buying

Tips for increasing response rates •  Use insights about the prospect’s

company to personalize the InMail •  Mention:

•  Prospect’s experience •  Items from their profile •  What you know of their company,

industry or a recent post

•  Keep to a relatively informal tone offering a conversation, not a hard sales message

RE: LinkedIn Sales Solution and Company ABC George Thomas CEO, Company ABC July 24 2015 3:59PM

Growing Deals & Mid-stage Deals

Tips for increasing win rates and deal size

Use Lead Recommendations and Saved Searches •  Are there other buying centers? •  Are there higher-ups that can be a supporter? •  Are there new hires who are potential buyers? Be agile, there’s more than one way to skin a cat •  Decision makers aren’t always signers •  Use social insights to weave into your messages •  Transparency is your friend

Aim to provide insight and context in each conversation •  Don’t let connections go cold, keep leaders who you’ve

engaged with updated of what’s happening

SD Workflow Engaging prospects & building relationships

Laurel Monroe Sales Development Specialist LinkedIn Sales Solutions

The Challenge for SDs

•  How do we produce a high volume of outreach while maintaining great quality?

•  How is Sales Navigator the best solution to solve this problem?

Partnership with AE

•  How do I ensure my AE overachieves his quota?

•  Division of Labor (account level, prospect level, etc.)

•  Collaboration (insights, alerts, groundswell, C-level buy in, etc.)

Inbound & Outbound

•  Find the Right People Quickly (buying committee) •  Engage With Insights (business & personal) •  Build Strong Relationships (uncover warm introductions)

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CRM Widgets View LinkedIn data within your CRM

•  Turn your contact records into rich sources of insight

•  Plus, see which of your colleagues could introduce you

•  Get updates including news mentions and job changes when viewing accounts.

•  Search for the right people using Premium Search filters –within Salesforce.

•  Discover other relevant leads

Inbound Example

6.8

Source: LinkedIn Insights

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Multithread

Partnership with AE

•  Saw AE had previous opportunity with the 3rd lead recommendation who is the ultimate Decision Maker

•  AE used inbounds lead to re-engage DM •  Scale effectively with division of labor and

communication

Outbound: Timing Example

TeamLink (serendipity) Engage through your company’s network

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Who’s Viewed Your Profile Quickly see prospects who view your profile

Personalization

Laurel

Noah Smith

Sales Navigator helps build pipeline

•  Make multithreading easy •  Provide reps with timely information •  Helps reps balance high volume of activity •  Enhance outreach with relevant talking points

AE/Manager Partnership

Andy Kellam Head of Mid-Market Sales LinkedIn Sales Solutions

It’s all about Forecasting

Key Takeaways

Multithread to reach the whole buying panel

Lead with relevant information

Leverage social signals to stay engaged

LinkedIn Sales Navigator

Questions?

John Kuhns Senior Account Executive

linkedin.com/in/johnbkhuns

Andy Kellam Head of Mid-Market Sales linkedin.com/in/andykellam

Laurel Monroe Sales Development Specialist linkedin.com/in/laurelmonroe

lnkd.in/letschat