Your Professional Profile & Social Selling

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Your Professional Profile and Social Selling

12th November 2013

Anthony Slater Product Consultant

LinkedIn Sales Solutions

MEMBERS WORLDWIDE +2 New MEMBERS PER SECOND

180M+ MONTHLY UNIQUE VISITORS

259M+

LinkedIn is the world’s largest professional network

LinkedIn in Australia

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• 5 million+ Australian members

• 80% of Australian professionals

• The top five Australian industries represented on

LinkedIn are:

• IT & Services,

• Construction,

• Financial Services,

• Education Management

• Hospital & Health Care

• 92 of the ASX200 companies leveraging LinkedIn

Talent Solutions.

Visualise your network

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Our Mission. Connect the world’s professionals to make

them more productive and successful

Hire Engage the world’s

best passive talent

Sell Engage the world’s

decision makers

Market Engage most effectively

with professionals

Advanced Profile Tips & Adjusting your

settings

8

Where do people look on your profile?

Always personalise your introductions

Reach out in a friendly and professional manner – even if you know

someone well.

How do you connect?

Who should you connect to?

Current customers

Former boss/supervisor & colleagues

Present colleagues

Current suppliers, contractors

People you meet at events & conferences

Family/friends, if they are also business professionals

Prospects (once you’ve had a conversation!)

Add quality connections – you are a reflection of your network

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Adjusting your settings

Social Selling Introduction

The world and buyers have changed What once worked, will not work anymore


97% 75% 57% Of the time cold

calls do not work * 7% worse every year

since 2010

B2B purchaser

influenced

by social

Buying decisions

are made before

sales rep involvement

Corporate Executive Board 2012

Connect & Sell 2012

IBM Buyers Preference Study 2011

How How do I get

a warm intro?


+259M members

+2B member updates

per week

Billions connections

LinkedIn defines social selling

What What to

talk about?

Who Who are the

Right People?

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.

16

Source: Aberdeen Group

LinkedIn Social Selling Index Correlates to sales success

15% More customer

renewals

31% Greater team

quota attainment

21% More reps

achieving quota

4 Actions to Becoming a Social Selling Pro

17

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 Profile Add a photo, experience and skills that showcase the brand of YOU

18

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

20

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

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4. Engage with insights Leverage the information and relationships available

Summary: Social selling best practices

Buyers have changed

Leverage social data

©2013 LinkedIn Corporation. All Rights Reserved. 22

Buyers are well educated

Lead with insights

Cold calling is ineffective

Go in warm


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Your Professional Profile & Social Selling