Upload
linkedin
View
697
Download
2
Tags:
Embed Size (px)
DESCRIPTION
Social selling is creating change. A recent survey showed 73% of sales people using social media as part of their sales process outperformed their sales peers (Barbara Giamanco & Jim Keenan Survey). Global thought leader in customer-centric business management, CustomerThink, has stated that a warm referral increases the odds of a sales success 2x-4x.
Citation preview
©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling with LinkedIn
David WatsonEnterprise Account Executive
LinkedIn Sales Solutions
Agenda
The changing landscape of B2B sales Introduction to Social Selling 4 Actions to get started with social selling Q&A
MEMBERS WORLDWIDE+2 New
MEMBERS PER SECOND100M+MONTHLY UNIQUE VISITORS
238M+
LinkedIn is the world’s largest professional network
©2013 LinkedIn Corporation. All Rights Reserved.
Our Mission.Connect the world’s professionals to make them more productive and successful
HireEngage the world’s best passive talent
SellEngage the world’s
decision makers
MarketEngage most effectively
with professionals
Focus becomes ever-increasing challenge
Improve Reps’
Product
Knowledge
Improve Reps’
NegotiationSkills
Improve Reps’Forecast
Accuracy
Mobility
Sales
Efficiency
Build MorePipeline
Better CRMAdoption
©2013 LinkedIn Corporation. All Rights Reserved.
Who is responsible for lead generation?
©2013 LinkedIn Corporation. All Rights Reserved.
Marketing
30%
http://www.customerthink.com/blog/b2b_sales_and_marketing_in_transition_whats_working
? Sales
70%
The world and buyers have changedWhat once worked, will not work anymore
©2013 LinkedIn Corporation. All Rights Reserved.
97% 75% 57% Of the time cold calls do not work
*7% worse every year since 2010
B2B purchaser influencedby social
Buying decisions are made before
sales rep involvement
Corporate Executive Board 2012Connect & Sell 2012IBM Buyers Preference Study 2011
9
Call From Unknown
+61 2 8000 2000
vs.
Contacts Lists CompanyWebpage
ColdContact
Targeted Search
Social Profile
WarmIntroduction
©2013 LinkedIn Corporation. All Rights Reserved.
Jack
Brian
Targeted
Search
Social Profile
WarmIntroduction
What makes Brian more successful?
©2013 LinkedIn Corporation. All Rights Reserved.
Lead with insight
Use social media as critical channel
Personally own lead generation
Reps using this are 40% more successful
HowHow do I get
a warm intro?
©2013 LinkedIn Corporation. All Rights Reserved.
+238Mmembers
+2Bmember updates
per week
Billionsconnections
LinkedIn defines social selling
WhatWhat to
talk about?
WhoWho are the Right People?
Who are the right people?
My search yielded 124,789 search results!
I don’t have time to sort through all these searches
By using the premium search filters, it gets much narrower…
Find Key Prospects1
With TeamLink, I can narrow down to profiles that have connection paths to my team
Brian
©2013 LinkedIn Corporation. All Rights Reserved.
What to talk about?
©2013 LinkedIn Corporation. All Rights Reserved.
Discover Actionable Insights2Brian
How do I get in?
Brian
4
Find a common connection
This profile fits all my criteria, and has a connection to someone in our Canadian office
I have a meeting set up for Tuesday!
©2013 LinkedIn Corporation. All Rights Reserved.
3
Asks teammate for an introduction
Don’t be that salesperson…
Don’t be that salesperson…
Don’t be that salesperson…
4 Actions to Becoming a Social Selling Pro
19
Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility
Gathering Intelligence: Researching social information to prepare for sales conversations
Building your Network: Developing relationships with people who can share information and provide referrals
Engage with Insights: Use the information you have learned and the relationships that exist to reach prospects in a warm way
1. Build Your PROFILE
3. Gather INSIGHTS
2. Develop Your NETWORK
4. Engage with INSIGHTS
1. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU
20
2. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives
22
3. Gather IntelligenceBe prepared for every interaction by researching contacts and companies
23LinkedIn Confidential ©2013 All Rights Reserved
4. Engage with insightsLeverage the information and relationships available
Social Selling Index
• Visibility into company’s social selling activities
• Identify opportunities for improvement
• Benchmark against peers and competitors
Ranks and tracks company utilisation of LinkedIn as a social selling tool.
25
Source: Aberdeen Group
LinkedIn Social Selling IndexCorrelates to sales success
15%More customer
renewals
31%Greater team
quota attainment
21%More reps
achieving quota
NetSuite: Energising Sales Team with LinkedIn Sales Navigator
Challenge:NetSuite wanted a tool to energise its sales team and boost productivity.
Solution: Sales Navigator makes account-planning more efficient and gives reps access to high-level contacts
Results: Since using TeamLink, sales team has seen a seven-fold increase in second-degree
connections; network grew from 15,730 to 115,891. InMail connects sales team directly to key decision-makers. Sales reps are more excited about their jobs because they are seeing fast results,
which motivates them and creates a positive cycle.
26
NetSuite Inc. (NYSE: N) is the industry’s leading vendor of cloud-based financials/ ERP software suites. NetSuite enables companies to manage core key business operations in a single system.
SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved.
“Sales Navigator is embedded in almost every stage of the sales process.
It has become mission-critical for our team.”- Jake Hofwegen, VP Global Sales Operations, Netsuite
NetSuite Inc. (NYSE: N) is the industry’s leading vendor of cloud-based financials/ ERP software suites. NetSuite enables companies to manage core key business operations in a single system.
28©2013 LinkedIn Corporation. All Rights Reserved.
Summary: Social selling best practices
Buyers have changed
Leverage social data
Buyers are well educated
Lead with insights
Cold calling is ineffectiveGo in warm
©2013 LinkedIn Corporation. All Rights Reserved.
Q&A