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©2013 LinkedIn Corporation. All Rights Reserved. Social Selling with LinkedIn David Watson Enterprise Account Executive LinkedIn Sales Solutions

Social Selling Webinar

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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.

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Page 1: Social Selling Webinar

©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling with LinkedIn

David WatsonEnterprise Account Executive

LinkedIn Sales Solutions

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Agenda

The changing landscape of B2B sales Introduction to Social Selling 4 Actions to get started with social selling Q&A

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MEMBERS WORLDWIDE+2 New

MEMBERS PER SECOND100M+MONTHLY UNIQUE VISITORS

238M+

LinkedIn is the world’s largest professional network

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©2013 LinkedIn Corporation. All Rights Reserved.

Our Mission.Connect the world’s professionals to make them more productive and successful

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HireEngage the world’s best passive talent

SellEngage the world’s

decision makers

MarketEngage most effectively

with professionals

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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.

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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

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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

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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

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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?

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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.

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What to talk about?

©2013 LinkedIn Corporation. All Rights Reserved.

Discover Actionable Insights2Brian

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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

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Don’t be that salesperson…

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Don’t be that salesperson…

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Don’t be that salesperson…

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4 Actions to Becoming a Social Selling Pro

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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

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1. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU

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2. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives

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3. Gather IntelligenceBe prepared for every interaction by researching contacts and companies

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23LinkedIn Confidential ©2013 All Rights Reserved

4. Engage with insightsLeverage the information and relationships available

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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.

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Source: Aberdeen Group

LinkedIn Social Selling IndexCorrelates to sales success

15%More customer

renewals

31%Greater team

quota attainment

21%More reps

achieving quota

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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.

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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.

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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.

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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

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©2013 LinkedIn Corporation. All Rights Reserved.

Q&A