How Top Sales Teams Leverage
LinkedIn for Social Selling

©2013 LinkedIn Corporation. All Rights Reserved.
Agenda
07.30 – 08.00

Breakfast & Networking

08.00 – 08.20

Welcome and Introduction
Matt Loop, Head of Sales Solutions –...
Wednesday, 4th December

John
Mann

Simon
Berglund

Earliest Adopter

Most Connected

Brian
O'Farrell

Simon
VanWyk

Most ...
Our Mission

Connect the world’s professionals to make them more
productive and successful
Our Vision
Create economic opportunity for every professional
Value proposition to our members

Identity

Insights

Everywhere

Connect, find, and
be found

Be great at what
you do

Wo...
What does this mean for businesses?

Hire

Market

Sell

We have
transformed the
world of recruitment.

The best place on ...
+ registered members
259,000,000

5M
Members in Australia

26
Global offices

20
Languages

1M
Members in New Zealand

©20...
The Social Selling Evolution
Social Media: #1 Factor for Driving High Rep Performance

Change in probability – going
from 25th percentile to 75th
perce...
The world and buyers have changed
What once worked, will not anymore

%
75
B2B purchaser
influenced
by social

%
57
Buying...
So what is social selling?
Leveraging your social brand to fill your pipeline with the right people, insights
and relation...
Introducing the LinkedIn Social Selling Index
How well does your team embrace social selling?

Laggards

0

©2013 LinkedIn...
Social Selling Index is Increasing

+14%
SEP-12
SEP-13

21

24

15

Avg. Social Selling Index

©2013 LinkedIn Corporation....
Social Selling Index is Increasing
SEP-12
SEP-13

+0%
+19%
+35%
11

15

Laggards

©2013 LinkedIn Corporation. All Rights R...
Who is social selling?
We can compare regions and countries
26.1
24.9

25.3

©2013 LinkedIn Corporation. All Rights Reserv...
Who is social selling?
We can measure entire industries
10

Management Consulting
IT
Marketing

Accounting
Financial Servi...
Who is social selling?
And we can compare them between countries
10

15

20

25

30

35

40

45

Management Consulting
IT
...
LinkedIn Social Selling Index
Correlates to sales success

15%

31%

21%

More customer
renewals

Greater team
quota attai...
Social Selling in Practice

©2013 LinkedIn Corporation. All Rights Reserved.
5 Core Competencies of Social Selling
1

Who

What

2

3

How

Who are the
Right People?

What to
talk about?

+259M

+2B
...
1. Who is the right person?
Leverage LinkedIn to be targeted on who to approach

1 Search
 Named accounts
 Geography
 F...
2. Gather Intelligence
Be prepared for every interaction by researching contacts and companies

©2013 LinkedIn Corporation...
3. Engage using your network
Leverage both your network and your companies network

1

Find a common connection
Brian

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

©2013 Linked...
5. Build a Strong Professional Profile
Add a photo, experience and skills that showcase the brand of YOU

©2013 LinkedIn C...
5 Core Competencies of Social Selling
1

Who

What

2

3

How

Who are the
Right People?

What to
talk about?

+259M

+2B
...
Don’t be that salesperson…

©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling Evolution
Doesn’t happen overnight

©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling Evolution
Doesn’t happen overnight

©2013 LinkedIn Corporation. All Rights Reserved.

LSS
LinkedIn social selling case study
107% more likely to close a deal
+ 63%

+ 107%

+ 44%

Base win rate

Targeting the rig...
How Top Sales Teams Leverage
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How Top Sales Teams Leverage LinkedIn for Social Selling.

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  • Earliest Adopter – The first person to sign up and create a profile on LinkedInMost Connected– The person with the most 1st degree connectionsMost Popular– The person whose profile was viewed the most in the past 30 daysMost Endorsed – The person with the most total endorsements
  • Internet, software, online media: 26-28Wholesale: 14, Banking: 15
  • Internet, software, online media: 26-28Wholesale: 14, Banking: 15
  • First and foremost LinkedIn sales navigator makes sales reps successful by helping them to build pipeline. Consider for a moment that even the best marketing groups produce no more than 30% of the leads for a sales force. The majority of pipeline then is being driven by sales reps not marketing and in order to hit their numbers sales people need to actively drive pipeline. Sales Navigator helps make reps successful in driving pipeline in three key ways:1. Finding people  One of the most inefficient and difficult things in the selling process for both buyers and sellers is when a seller is chasing the totally wrong person.  LI SN helps sales people navigate through it’s 225 million member network efficiently to quickly find the right people2. Identify what to talk about?   There’s nothing more annoying than when a sales person has no context about you or your business and leads with product before they know if you have any interest. The LinkedIn network generates 2B member updates per week. You can see what prospects and decision makers are discussing, sharing and joining 3. How do I get a warm intro?    Buyers dislike cold calls probably as much as us sales people do. TeamLink. A unique SN feature that I’ll be showing during the demo, allows you to see who in your company- even if you’re not connected- is connected to a potential decision maker. It allows you to leverage the full power of your company and extended network to leverage common connection, get warmer introduction and conduct fewer colder, awkward conversations.
  • There are three major steps to finding prospects on Sales Navigator.
  • Challenger – Our SolutionObjective – demonstrate the power of relationships and how you could turn on this power tomorrow
  • First and foremost LinkedIn sales navigator makes sales reps successful by helping them to build pipeline. Consider for a moment that even the best marketing groups produce no more than 30% of the leads for a sales force. The majority of pipeline then is being driven by sales reps not marketing and in order to hit their numbers sales people need to actively drive pipeline. Sales Navigator helps make reps successful in driving pipeline in three key ways:1. Finding people  One of the most inefficient and difficult things in the selling process for both buyers and sellers is when a seller is chasing the totally wrong person.  LI SN helps sales people navigate through it’s 225 million member network efficiently to quickly find the right people2. Identify what to talk about?   There’s nothing more annoying than when a sales person has no context about you or your business and leads with product before they know if you have any interest. The LinkedIn network generates 2B member updates per week. You can see what prospects and decision makers are discussing, sharing and joining 3. How do I get a warm intro?    Buyers dislike cold calls probably as much as us sales people do. TeamLink. A unique SN feature that I’ll be showing during the demo, allows you to see who in your company- even if you’re not connected- is connected to a potential decision maker. It allows you to leverage the full power of your company and extended network to leverage common connection, get warmer introduction and conduct fewer colder, awkward conversations.
  • How Top Sales Teams Leverage

    1. 1. How Top Sales Teams Leverage LinkedIn for Social Selling ©2013 LinkedIn Corporation. All Rights Reserved.
    2. 2. Agenda 07.30 – 08.00 Breakfast & Networking 08.00 – 08.20 Welcome and Introduction Matt Loop, Head of Sales Solutions – Australia, LinkedIn 08.20 – 08:30 Social Selling in Practice David Watson, Account Director -- LinkedIn 08.30 – 08.40 Social Selling for Sales Leaders Matt Loop, Head of Sales Solutions – Australia, LinkedIn 08.40 – 09.00 Fireside Chat followed by Q&A Clive Cooper, Senior Director of Sales, S&P Capital IQ 09.00 Session Close ©2013 LinkedIn Corporation. All Rights Reserved.
    3. 3. Wednesday, 4th December John Mann Simon Berglund Earliest Adopter Most Connected Brian O'Farrell Simon VanWyk Most Popular Most Endorsed
    4. 4. Our Mission Connect the world’s professionals to make them more productive and successful
    5. 5. Our Vision Create economic opportunity for every professional
    6. 6. Value proposition to our members Identity Insights Everywhere Connect, find, and be found Be great at what you do Work wherever our members work ©2013 LinkedIn Corporation. All Rights Reserved. 6
    7. 7. What does this mean for businesses? Hire Market Sell We have transformed the world of recruitment. The best place on the web to reach professionals Leverage the power of relationships. ©2013 LinkedIn Corporation. All Rights Reserved. 7
    8. 8. + registered members 259,000,000 5M Members in Australia 26 Global offices 20 Languages 1M Members in New Zealand ©2013 LinkedIn Corporation. All Rights Reserved.
    9. 9. The Social Selling Evolution
    10. 10. Social Media: #1 Factor for Driving High Rep Performance Change in probability – going from 25th percentile to 75th percentile performer Shaping Demand – Improvement in probability of being a high performer 11.57% 10.00% 12.81% 6.20% Conducts NonPersonally Owns Lead Traditional Customer Generation Due Diligence Leads with Insight Uses Social Media as Critical Channel Source: CEB ©2013 LinkedIn Corporation. All Rights Reserved. 10
    11. 11. The world and buyers have changed What once worked, will not anymore % 75 B2B purchaser influenced by social % 57 Buying decisions are made before sales rep involvement Sources: CEB, Connect & Sell, IBM ©2013 LinkedIn Corporation. All Rights Reserved. % 97 Of the time cold calls do not work *7% worse every year since 2010
    12. 12. So what is social selling? Leveraging your social brand to fill your pipeline with the right people, insights and relationships. LinkedIn’s Mission: Turn relationships and information into business opportunities. ©2013 LinkedIn Corporation. All Rights Reserved.
    13. 13. Introducing the LinkedIn Social Selling Index How well does your team embrace social selling? Laggards 0 ©2013 LinkedIn Corporation. All Rights Reserved. Leaders 100
    14. 14. Social Selling Index is Increasing +14% SEP-12 SEP-13 21 24 15 Avg. Social Selling Index ©2013 LinkedIn Corporation. All Rights Reserved. 53
    15. 15. Social Selling Index is Increasing SEP-12 SEP-13 +0% +19% +35% 11 15 Laggards ©2013 LinkedIn Corporation. All Rights Reserved. 53 28 53 32 Average Leaders
    16. 16. Who is social selling? We can compare regions and countries 26.1 24.9 25.3 ©2013 LinkedIn Corporation. All Rights Reserved.
    17. 17. Who is social selling? We can measure entire industries 10 Management Consulting IT Marketing Accounting Financial Services Telecommunications Pharmaceuticals Banking Insurance ©2013 LinkedIn Corporation. All Rights Reserved. 15 20 25 30 35 40 45
    18. 18. Who is social selling? And we can compare them between countries 10 15 20 25 30 35 40 45 Management Consulting IT Marketing Accounting Financial Services Telecommunications Pharmaceuticals Banking Insurance ©2013 LinkedIn Corporation. All Rights Reserved. World Australia
    19. 19. LinkedIn Social Selling Index Correlates to sales success 15% 31% 21% More customer renewals Greater team quota attainment More reps achieving quota Source: Aberdeen Group ©2013 LinkedIn Corporation. All Rights Reserved. 19
    20. 20. Social Selling in Practice ©2013 LinkedIn Corporation. All Rights Reserved.
    21. 21. 5 Core Competencies of Social Selling 1 Who What 2 3 How Who are the Right People? What to talk about? +259M +2B Billions members member updates per week connections 4 Connections ©2013 LinkedIn Corporation. All Rights Reserved. How do I get a warm intro? 5 Profiles 21
    22. 22. 1. Who is the right person? Leverage LinkedIn to be targeted on who to approach 1 Search  Named accounts  Geography  Functional role  Keywords 2 Filter  Company Size  Fortune 1000  Seniority Level  Function 3 Save ©2013 LinkedIn Corporation. All Rights Reserved. 22
    23. 23. 2. Gather Intelligence Be prepared for every interaction by researching contacts and companies ©2013 LinkedIn Corporation. All Rights Reserved. 23
    24. 24. 3. Engage using your network Leverage both your network and your companies network 1 Find a common connection Brian This profile fits all my criteria, and has a connection to someone in our Canadian office 2 Asks teammate for an introduction I have a meeting set up for Tuesday! ©2013 LinkedIn©2013 LinkedIn Corporation. All Rights Reserved. Corporation. All Rights Reserved.
    25. 25. 4. Proactively Develop Your Network Build trusted relationships who can support your professional objectives ©2013 LinkedIn Corporation. All Rights Reserved.
    26. 26. 5. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU ©2013 LinkedIn Corporation. All Rights Reserved. 26
    27. 27. 5 Core Competencies of Social Selling 1 Who What 2 3 How Who are the Right People? What to talk about? +259M +2B Billions members member updates per week connections 4 Connections ©2013 LinkedIn Corporation. All Rights Reserved. How do I get a warm intro? 5 Profiles 27
    28. 28. Don’t be that salesperson… ©2013 LinkedIn Corporation. All Rights Reserved.
    29. 29. Social Selling Evolution Doesn’t happen overnight ©2013 LinkedIn Corporation. All Rights Reserved.
    30. 30. Social Selling Evolution Doesn’t happen overnight ©2013 LinkedIn Corporation. All Rights Reserved. LSS
    31. 31. LinkedIn social selling case study 107% more likely to close a deal + 63% + 107% + 44% Base win rate Targeting the right person ©2013 LinkedIn Corporation. All Rights Reserved. Using a connection Win rate with social selling
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