Sales Solutions

©2014 LinkedIn Corporation. All Rights Reserved.

Alex Blaauboer Helping companies increase Sales Results at LinkedIn

Prepared for

Flevum & members

Sales & LinkedIn

Agenda

LinkedIn

Let’s do this !

Key Considerations

3

Key Considerations

400

2

3+ mln

4+ mln

31.8

LinkedIn & Numbers

For our customers

Hire

Power half of

all hires

Market

The most effective way for

marketers to engage

professionals

Sell

The start of every

sales opportunity

Spend Time

Personal Networks

Invest Time

Professional Networks Info on friends

Info on personal interests

Entertainment Career info

Updates on brands

Current affairs

Professionals are on LinkedIn with a business

mindset

Wanneer ben jij actief op LinkedIn? – Wat breng/haal je op LinkedIn?

8

LinkedIn & Sales

5.4 75 of B2B buyers now use social media to be more informed on vendors

% 90 of decision makers say they never respond to cold outreach

% people are now involved in the average B2B buying decision

Corporate Executive Board 2013 – Winning The Consensus Purchase

Corporate Executive Board 2012 – New Decision Timeline

Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

The buyer’s process has changed

% 75 of B2B buyers now use social media to be more informed on vendors

Relying on the buyer

to inform you on

key updates

5.4 people are now involved in the average B2B buying decision

Looking for one

all-powerful

decision maker

% 90 of decision makers say they never respond to cold outreach

Cold-calling prospects

like they’re just a name

in a database

Months later I find out

he left my account and

joined another

My contact went

dark and now

I’m back at square one

I keep pounding –

email, phone, voicemail

– but can’t get a response

How well has your team adapted to this new normal? Are you still:

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“

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“

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Focus on the right people and

companies

Stay informed on key updates at

your target accounts

Build trust with your prospects and customers

To build customer relationships with knowledge and insight, You need to:

Relevant news

LinkedIn’s network data

Your accounts, leads & preferences

Sales

Navigator

LinkedIn Sales Navigator faciliteert Social Selling leg contact en groei je relaties met klanten en potentiele klanten

13

Let’s do this!

Wat is mijn ‘brand’?

14

Ben je vindbaar?

Heb je een gezicht? (eerste indruk)

Heb je een ‘tag-line’ – wat doe je?

Heb je een summary – wat drijft je?

Heb je een netwerk – wie ken je?

Heb je referenties – wat kun je?

Wat vind je? – Welke kennis deel je?

Bouw je netwerk, en hoe

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16

Deel kennis

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Delen van kennis • Bedenk goed

• Wie is je publiek

• Wat wil je bereiken

• Jij deelt kennis, maak het persoonlijk

• Tips:

• Maak je post leesbaar, attractief

• Wij van WC-eend….

• Overkill

• Gun een ander en ontvang de credits

• Wees selectief met likes en responses

Stats

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www.linkedin.com/sales/ssi

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Bezwaren? Privacy & Settings

Edit Profile

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