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Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
Your Professional Profile & Social Selling
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Your Professional Profile & Social Selling

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Your Professional Profile & Social Selling

Your Professional Profile & Social Selling

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  • 1. Your Professional Profile and Social Selling 12th November 2013 Anthony Slater Product Consultant LinkedIn Sales Solutions ©2013 LinkedIn Corporation. All Rights Reserved.
  • 2. LinkedIn is the world’s largest professional network 259M+ MEMBERS WORLDWIDE +2 New MEMBERS PER SECOND 180M+ MONTHLY UNIQUE VISITORS
  • 3. LinkedIn in Australia • 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. ©2013 LinkedIn Corporation. All Rights Reserved. 3
  • 4. Visualise your network Create your own: http://inmaps.linkedinlabs.com/ ©2013 LinkedIn Corporation. All Rights Reserved. 4
  • 5. Our Mission. Connect the world’s professionals to make them more productive and successful
  • 6. Hire Market Sell Engage the world’s best passive talent Engage most effectively with professionals Engage the world’s decision makers
  • 7. Advanced Profile Tips & Adjusting your settings
  • 8. Where do people look on your profile? 8
  • 9. How do you connect?   Always personalise your introductions Reach out in a friendly and professional manner – even if you know someone well.
  • 10. 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
  • 11. Adjusting your settings ©2013 LinkedIn Corporation. All Rights Reserved. 11
  • 12. Social Selling Introduction
  • 13. The world and buyers have changed What once worked, will not work anymore % 75 B2B purchaser influenced by social Corporate Executive Board 2012 Connect & Sell 2012 IBM Buyers Preference Study 2011 ©2013 LinkedIn Corporation. All Rights Reserved. % 57 Buying decisions are made before sales rep involvement % 97 Of the time cold calls do not work * 7% worse every year since 2010
  • 14. LinkedIn defines social selling Who What How Who are the Right People? What to talk about? How do I get a warm intro? +259M +2B Billions members member updates per week connections ©2013 LinkedIn Corporation. All Rights Reserved.
  • 15. 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. LinkedIn Social Selling Index Correlates to sales success 15% More customer renewals 31% Greater team quota attainment Source: Aberdeen Group 16 21% More reps achieving quota
  • 17. 4 Actions to Becoming a Social Selling Pro 1. Build Your PROFILE Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility 2. Develop Your NETWORK Building your Network: Developing relationships with people who can share information and provide referrals 3. Gather INSIGHTS Gathering Intelligence: Researching social information to prepare for sales conversations 4. Engage with INSIGHTS Engage with Insights: Use the information you have learned and the relationships that exist to reach prospects in a warm way 17
  • 18. 1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU 18
  • 19. 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 20
  • 21. 4. Engage with insights Leverage the information and relationships available LinkedIn Confidential ©2013 All Rights Reserved 21
  • 22. Summary: Social selling best practices Leverage social data Buyers have changed Lead with insights Buyers are well educated Go in warm Cold calling is ineffective ©2013 LinkedIn Corporation. All Rights Reserved. 22
  • 23. Q&A ©2013 LinkedIn Corporation. All Rights Reserved.

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