The Social Selling Evolution
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The Social Selling Evolution

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What is Social Selling and why is it the most important transformation you can make to your Sales process.

What is Social Selling and why is it the most important transformation you can make to your Sales process.

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  • Facebook --- 50% of UK mobile traffic (Socialmetrics)Twitter -- 340M tweets per day http://techcrunch.com/2012/03/21/six-year-old-twitter-now-has-140m-active-users-sending-340m-tweets-per-day/Linkedin – 2 members per sec, 4B professional searches
  • 88B searches per month 57% CEB: decision making process done before want to speak to a sales rep http://www.buyerpersona.com/2012/03/b2b-marketers-won-this-complex-sale.html
  • 210M Americans on Do Not Call List, source FTC http://www.ftc.gov/opa/2011/11/dnc.shtmSource Connect and Sell:Year –Dials per Convo—Conversation Rate-- 16 – 6.3%-- 19 – 5.1%-- 22 – 4.55
  • Be Where Your Customers Are = LinkedIn – the world’s largest professional online network
  • Not all social platforms are created equal.
  • Common shared connection. It’s not about who you know, it’s about who your “network” knows Grow you network authentically; create credible and authentic connections so you can build referrals and introductions
  • Rank your accounts based on 2nd Degree strength (Lead Builder)-Pool your sales team’s network to rapidly expand your 2nd Degree (Team Link)-Experience high response rates through inMail compared to email (78% more likely to respond if you have someone in common and mention it in an inMail)Just getting started... aspiration is to change the world the way sells, fewer but more relevant sales conversations that benefits both sales rep and customer

The Social Selling Evolution Presentation Transcript

  • 1. sales.linkedin.comSOCIAL SELLING EVOLUTION
  • 2. My LinkedIn Story
  • 3. Buying process hasfundamentally changedCustomers on social networksCustomers more informedCustomers less responsive
  • 4. Growth of Customer Engagement on Social Networks
  • 5. Customers more informed 88B 57% 2B+ Network Updates Viewed Weekly
  • 6. Customers less responsive 210M 4.5% 2B+ Network Updates Viewed Weekly
  • 7. SellingBuying process hasfundamentally changedCustomers on social networksSocial Selling Evolution
  • 8. SellingBuying process hasfundamentally changedCustomers are more informedEngage in the Conversation
  • 9. Our Mission.Connect the world’s professionals to makethem more productive and successful
  • 10. The LinkedIn NetworkNot all social platforms are equal Quality Audience Target the most influential and affluent professional audience in the world 187M+ members worldwide 3.2M CXOs and VPs 88K average household income
  • 11. InsightsBe great at what you do 1M+ 2B+ Professional Network Updates Groups Viewed Weekly Feb 2012
  • 12. SellingBuying process hasfundamentally changedCustomers are less ResponsiveLeverage Your 2nd Degree Network
  • 13. Leverage Your Second Degree Network 13
  • 14. LinkedIn Sales Navigator + +Lead Builder InMails Team Link
  • 15. Introducing …..The Social Selling Index
  • 16. Social Selling Index SSI = 100 “Leaders” • Strong PROFILES “Tip-Toers” • Contributing INSIGHTS • Aggressively building NETWORK • Aggressively Leveraging TOOLS “Laggards” • Weak PROFILES • NOT Contributing INSIGHTS • Reactively building NETWORKSSI = 0 • NOT Leveraging TOOLS
  • 17. Introducing Eloqua SSI = 100 “Leaders” “Tip-Toers” “Laggards”SSI = 0
  • 18. Transforming the way the world works.