LinkedIn Sales Solutions: 10 Ways to Utilize Social Selling in 2013


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With 75% of B2B purchasers influenced by social media and 57% of buying decisions made before sales rep involvement, social selling is becoming ever more crucial. LinkedIn sales solutions with DocuSign provide a practical solution to the changing sales landscape.

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  • LinkedIn Sales Solutions: 10 Ways to Utilize Social Selling in 2013

    1. 1. DOCUSIGN CONFIDENTIAL Ralf VonSosen, Head of Marketing, LinkedIn Sales Solutions Frank Hattann, Head of Sales Solutions, LinkedIn EMEA Katie Foster, Marketing Manager, DocuSign EMEA 10 Ways to Utilise Social Selling in 2013 27th June 2013
    2. 2. Agenda  Introductions  What is Social Selling?  Tips for Social Selling  “Don’t be that Sales guy…”  Social Selling in action  Q&A Join the conversation: #DOCLI
    3. 3. Ralf VonSosen Ralf is the Head of Marketing for LinkedIn Sales Solution and has been a leader in the CRM space, with an emphasis on sales and marketing, since the late 90s. His experience spans from industry giants such as Siebel (now Oracle) and SAP, to a series of smaller companies including MarketLive, and most recently InsideView. Ralf is passionate about the ability of technology to enable more meaningful, and productive, relationships among professionals.
    4. 4.
    5. 5. 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
    6. 6. To engage effectively, marketers need to understand the difference in mindset across social platforms 1 2 3 4 5 Socialize Stay in touch Be entertained Kill time Share content Maintain professional identity Make useful contacts Search for opportunities Stay in touch Keep up to date for career Personal Networks Professional Networks “Invest Time”“Spend Time”
    7. 7. What does this mean for you? Find individuals – utilize rich social network & media information to find the right clients. Relevance is key – research client social profile, activities, and news for meaningful conversation. Timing based on triggers – listen to social media and network activities that can alert to the right time to engage. Relationships matter– social networks build a path to a warm introduction. Build trust – a sales pro’s social profile can build a brand and strengthen trust.
    8. 8. LinkedIn Mission. Connect the world’s professionals to make them more productive and successful
    9. 9. MEMBERS WORLDWIDE +2 NewMEMBERS PER SECOND 100M+MONTHLY UNIQUE VISITORS 225M+ LinkedIn is the world’s largest professional network
    10. 10. 55% 2 College grad or post grad $83K 2 Average household income Business Decision Makers 7.9M 1 Sources: 1. Internal LinkedIn data, October 2012; 2. The Nielsen Company @ Plan Rel 4 2011; 3. comScore US Media Metrix Data, September 2012 3 2xMore buying power than average Internet sites The most effective place to engage with professionals
    11. 11. Make it part of how you sell Buyers have changed Leverage social data Buyers are well educated Lead with insights Cold calling is ineffective Leverage connections
    12. 12. Frank Hattann Frank Hattann is a Social Media enthusiast, and Head of LinkedIn Sales Solutions for EMEA. Frank's varied background includes over 12 years' management experience working for companies such as Deutsche Bank, Lufthansa, and PayPal before joining LinkedIn in 2010. He's lived in Germany, the UK, Canada & Ireland, managing multi-lingual teams, and working in multi-cultural environments, giving him an in-depth understanding of the importance of relationship building, & networking. LinkedIn has been, and remains, a valuable tool for his work, career & sales success.
    13. 13. This is happening… …at LinkedIn
    14. 14. Don’t be that guy…
    15. 15. Don’t be that guy…
    16. 16. Social selling is creating change…
    17. 17. Call From Unknown 408-612-3467 vs. Contacts Lists Company Webpage Cold Contact Targeted Search Social Profile Warm Introduction JackBrian
    18. 18. Targeted Search Social Profile Warm Introduction Lead with insight Use social media as critical channel Personally own lead generation Reps using this are 30-40% more successful
    19. 19. How How do I get a warm intro? LinkedIn Sales Navigator defines social selling +200M members +2B member updates per week Billions connections What What to talk about? Who Who are the Right People?
    20. 20. 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
    21. 21. What to talk about? Discover Actionable Insights2 Brian
    22. 22. 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! 3 Asks teammate for an introduction
    23. 23. Becoming a Social Selling Pro
    24. 24. 4 Actions to Becoming a Social Selling Pro 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 Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts 1. Build Your PROFILE 3. Gather INSIGHTS 2. Develop Your NETWORK 4. Contribute INSIGHTS
    25. 25. 1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU 25
    26. 26. 2. Proactively Develop Your Network Build trusted relationships who can support your professional objectives
    27. 27. 3. Gather Intelligence Be prepared for every interaction by researching contacts and companies 27
    28. 28. 4. Contribute Insights Share ideas through status updates, and participate in groups 28
    29. 29. Social Selling In Action  Electronic Signature Solution  40 million users – growing by 60,000 per day  Users in 189 countries
    30. 30. Getting The Team to Think Social
    31. 31. Start & Promote Conversations
    32. 32. Tools for the DocuSign Team
    33. 33. For more information visit: