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The Key to Social Selling CHICAGO BREAKFAST

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Welcome CHICAGO

7:30-8:00 Registration & Breakfast 8:00-8:15 Intro to Social Selling 8:15-8:45 Customer Panel 8:45-9:00 Q&A

Intro to Social Selling

Dan Stanton, Jr. LinkedIn Sales Solutions

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You have vast and important networks

106,004 Connections

44% Director & Above Connections

9% of Connections outside your Country

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Social Selling Defined

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Our vision

Connect the world’s buyers and sellers to build relationships.

Social selling is happening across all social media

For B2B, LinkedIn is at the bulls eye

Members first

400M+

HIRE MARKET SELL WORK

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Why do we need to connect these groups ?

#SalesConnect

The Buying Process Has Changed

people are now involved in the average B2B

buying decision

of B2B buyers now use social media to be more

informed on vendors

of decision-makers say they never respond to cold

outreach

5X More likely to engage with sales professionals via warm introduction than cold outreach

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We want to be the System of Engagment

System of Record

System of Communication

System of Engagement

We don’t want to replace CRM We don’t want to replace email or phone

Focus on the right people and companies

Stay informed on key updates at

your target accounts

Build trust with your prospects and customers

Building relationships with prospects and customers is different in this new normal. You need to:

Social Selling: Components & Measurement

Four Fundamental Behaviors to Social Selling

Create a Professional Brand

Find the Right People

Build Strong Relationships

Engage with Insights

Measure Your Success

•  Publish brand- related content

•  Ensure a professional photo

1. Create a Professional Brand

Miranda Baylor Supporting Bio-Pharmaceutical Innovation at XYZ Co.

XYZ Co. New State Co. Alma Mater University

Current: Previous: Education:

Published by Miranda:

2. Find the Right People

VP, Genco Pharmaceuticals

Senior Director, HealthTech Co.

President and CEO, Pharma Co.

Sinjin Sohnerhalsen

Radhika Rajagopalan

Ed Simcoe

Sr. Director – Quality and Assurance, Genco Pharmaceuticals Director, QA / Compliance at Genco Pharmaceuticals

Group Leader, Technico Health

Vice President, North America Generics at Benin Laboratories Head of Operations and Bus Dev at Benin Laboratories

•  Personalize your messages

•  Join groups that your prospects might find of interest and engage with content and comments that show your added value

3. Engage with Insights

Ed Simcoe President and CEO, Pharma Co.

Noticed you’ve used MyProduct previously

Hi Ed, I noticed that you previously were at Benin Laboratories and likely used ABC Co’s MyProduct. Would you be interested in looking at using MyProduct for your new company? Let me know if you would like to set up a time to chat about it.

Miranda closed a contract with ABC Pharma and now she can leverage her relationship with the CEO for additional business and introductions

4. Build Strong Relationships

#SalesConnect

Laggards

100 0 20 40 60 80

How LinkedIn Measures Social Selling Social Selling Index (SSI)

Leaders

Here’s My Score: Still Room for Improvement!

Check your SSI score at: www.linkedin.com/sales/ssi

Who are the Social Selling leaders in the room?

1 90 Gregg Kalman

3 87 Lynn Miller

2 89 Dennis McGuire

4 85 Greg Morey

5 84 Brad Moore

6 82 Scott Cotter

8 79 Tom Mahowald

7 81 Julie Kelsey

9 78 Brian Collins

10 78 Adam Bianco

* Data represents the previous month’s SSI score and is not representative of a cohort.

2x The Impact of Social Selling

New clients

Meetings secured

Opportunities generated

LinkedIn Sales Navigator Overview

The Network

One time Search Prospecting in your sleep

Job changes = Selling Opportunity

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Albert Einstein

“If I had an hour to solve a problem, I’d spend 55 minutes

thinking about the problem and five minutes thinking about

solutions.”

Save Leads and Saved Accounts – Insights and Business Intelligence

Serendipity to Science

Ownership

#SalesConnect

100 0 20 40 60 80

Social Selling Index (SSI)

The Chasm

Early Majority Late Majority Laggards Innovators and Early Adopters

‘12-’14 ’18-’19 ’20+

‘15

’16-’17

28.2 2015

12.2 2012

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Call to Action: Start Social Selling

 For more on LinkedIn Sales Navigator, visit sales.linkedin.com

Create a Professional Brand Polish Your LinkedIn Profile

Find the Right People Learn what they care about

Build Strong Relationships Leverage Warm Introductions

Measure Your Success Track Social Selling Index

Engage with Insights Use Personalized InMails

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Customer Panel

 Kathryn Rudey  LinkedIn Sales Solutions

Buying and Selling in the Digital Age

Brad Moore Vice President, Sales Enablement

Mattersight Corporation linkedin.com/in/bradfordlmoore

Dennis McGuire Vice President, Inside Sales

SAVO Group linkedin.com/in/mcguiredennis

Gia Skiba Corporate Team Leader Entertainment Cruises

linkedin.com/in/giahyos

  Learn more at sales.linkedin.com

Q&A

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Brad Moore Vice President, Sales

Enablement Mattersight Corporation

linkedin.com/in/bradfordlmoore

Dennis McGuire Vice President, Inside

Sales SAVO Group

linkedin.com/in/mcguiredennis

Gia Skiba Corporate Team

Leader Entertainment

Cruises linkedin.com/in/

giahyos

Kathryn Rudey Relationship Manager

LinkedIn linkedin.com/in/

kathrynrudey

Dan Stanton, Jr. Regional Sales Leader

LinkedIn linkedin.com/in/

danstantonjr

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