0
Using LinkedIn for Sales
Luke Davies
@luketdavies

LinkedIn Confidential ©2013 All Rights Reserved
Social Selling Defined:

Leveraging social data to fill your
pipeline with the right people,
insights and relationships.
Introducing the LinkedIn Social Selling Index
How well do you embrace social selling?

Laggards

0

©2013 LinkedIn Corpora...
Social Media: #1 Factor for Driving High Rep Performance

12.81%

Source: CEB

©2013 LinkedIn Corporation. All Rights Rese...
Social Selling Index is Increasing
SEP-12

SEP-13

+14%

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 ...
Who is social selling?
10

Internet
Software
IT
Biotechnology
Oil & Energy
Financial Services
Telecommunications
Electroni...
The world and buyers have changed
What once worked, will not anymore

%
75
B2B purchaser
influenced
by social

%
57
Buying...
LinkedIn Social Selling Index
Correlates to sales success

15%

31%

21%

More customer
renewals

Greater team
quota attai...
Getting Ready to Social Sell

LinkedIn Confidential ©2013 All Rights Reserved
Putting on your digital suit
Make	
  it	
  personal	
  
Add	
  rich	
  media	
  
Get the right tools

LinkedIn Confidential ©2013 All Rights Reserved
Sales Navigator Executive

LinkedIn Confidential ©2013 All Rights Reserved

ORGANIZATION NAME 16
Find the right targets

LinkedIn Confidential ©2013 All Rights Reserved

ORGANIZATION NAME 17
The golden rule for engaging with
prospects on LinkedIn…

LinkedIn Confidential ©2013 All Rights Reserved
…nobody likes it cold
LinkedIn Confidential ©2013 All Rights Reserved

ORGANIZATION NAME 19
2 ways to avoid going cold
1.  Leverage a relationship
2.  Make it personal

©2013 LinkedIn Corporation. All Rights Reserv...
Look for a common relationship

©2013 LinkedIn Corporation. All Rights Reserved.

21
Get introduced

©2013 LinkedIn Corporation. All Rights Reserved.

22
Connections of connections

©2013 LinkedIn Corporation. All Rights Reserved.

23
Leverage the people you know

©2013 LinkedIn Corporation. All Rights Reserved.

24
Tap into alumni relationships

©2013 LinkedIn Corporation. All Rights Reserved.

25
What if you don’t have any common
relationshps?
Introducing InMail

©2013 LinkedIn Corporation. All Rights Reserved.

27
LinkedIn Confidential ©2013 All Rights Reserved

ORGANIZATION NAME 28
InMail secret sauce
1. 
2. 
3. 
4. 

Great subject that drives curiosity
Lead with an insight
Make it personal
Have a call...
Example subject lines
1.  Two	
  things…	
  
2.  Mee:ng	
  Wednesday	
  
3.  How	
  is	
  your	
  Porsche	
  running?	
  
...
What are Insights?
1. 
2. 
3. 
4. 
5. 

Your teams LinkedIn usage
How much they are spending with you relative to peers
Sa...
Making it extra personal
•  The most powerful example of something personal is something
that you share with the reciever ...
B

©2013 LinkedIn Corporation. All Rights Reserved.

33
Brought to you by

©2013 LinkedIn Corporation. All Rights Reserved.
Brought to you by
How To Use LinkedIn for Sales
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How To Use LinkedIn for Sales

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These slides from the GoToMeeting webinar "How to use LinkedIn for Sales" are from LinkedIn sales strategist, Luke Davies. Inside you'll find best practices for using LinkedIn for sales, as well as social selling best practices and ways to reach more prospects.

Watch the webinar recording: http://mfile.akamai.com/23543/wmv/citrixvar.download.akamai.com/23543/www/625/610/4487830386670625610/1-4487830386670625610-141bd8a812b.asx

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  • Internet, software, online media: 26-28Wholesale: 14, Banking: 15
  • Transcript of "How To Use LinkedIn for Sales"

    1. 1. Using LinkedIn for Sales Luke Davies @luketdavies LinkedIn Confidential ©2013 All Rights Reserved
    2. 2. Social Selling Defined: Leveraging social data to fill your pipeline with the right people, insights and relationships.
    3. 3. Introducing the LinkedIn Social Selling Index How well do you embrace social selling? Laggards 0 ©2013 LinkedIn Corporation. All Rights Reserved. Leaders 100
    4. 4. Social Media: #1 Factor for Driving High Rep Performance 12.81% Source: CEB ©2013 LinkedIn Corporation. All Rights Reserved. 4
    5. 5. Social Selling Index is Increasing SEP-12 SEP-13 +14% 21 24 15 Avg. Social Selling Index ©2013 LinkedIn Corporation. All Rights Reserved. 53
    6. 6. Social Selling Index is Increasing SEP-12 SEP-13 +0% +19% +35% 11 15 Laggards ©2013 LinkedIn Corporation. All Rights Reserved. 28 32 Average 53 53 Leaders
    7. 7. Who is social selling? 10 Internet Software IT Biotechnology Oil & Energy Financial Services Telecommunications Electronics Insurance Chemicals Banking ©2013 LinkedIn Corporation. All Rights Reserved. 15 20 25 30 35 40 45
    8. 8. 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
    9. 9. 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. 9
    10. 10. Getting Ready to Social Sell LinkedIn Confidential ©2013 All Rights Reserved
    11. 11. Putting on your digital suit
    12. 12. Make  it  personal  
    13. 13. Add  rich  media  
    14. 14. Get the right tools LinkedIn Confidential ©2013 All Rights Reserved
    15. 15. Sales Navigator Executive LinkedIn Confidential ©2013 All Rights Reserved ORGANIZATION NAME 16
    16. 16. Find the right targets LinkedIn Confidential ©2013 All Rights Reserved ORGANIZATION NAME 17
    17. 17. The golden rule for engaging with prospects on LinkedIn… LinkedIn Confidential ©2013 All Rights Reserved
    18. 18. …nobody likes it cold LinkedIn Confidential ©2013 All Rights Reserved ORGANIZATION NAME 19
    19. 19. 2 ways to avoid going cold 1.  Leverage a relationship 2.  Make it personal ©2013 LinkedIn Corporation. All Rights Reserved. 20
    20. 20. Look for a common relationship ©2013 LinkedIn Corporation. All Rights Reserved. 21
    21. 21. Get introduced ©2013 LinkedIn Corporation. All Rights Reserved. 22
    22. 22. Connections of connections ©2013 LinkedIn Corporation. All Rights Reserved. 23
    23. 23. Leverage the people you know ©2013 LinkedIn Corporation. All Rights Reserved. 24
    24. 24. Tap into alumni relationships ©2013 LinkedIn Corporation. All Rights Reserved. 25
    25. 25. What if you don’t have any common relationshps?
    26. 26. Introducing InMail ©2013 LinkedIn Corporation. All Rights Reserved. 27
    27. 27. LinkedIn Confidential ©2013 All Rights Reserved ORGANIZATION NAME 28
    28. 28. InMail secret sauce 1.  2.  3.  4.  Great subject that drives curiosity Lead with an insight Make it personal Have a call to action ©2013 LinkedIn Corporation. All Rights Reserved. 29
    29. 29. Example subject lines 1.  Two  things…   2.  Mee:ng  Wednesday   3.  How  is  your  Porsche  running?   4.  Use  the  word  ‘your’   5.  Grab  something  directly  from  their  profile   6.  A  fellow  Cork  man     *Avoid  words  like  ‘help’  and  ‘reminder’*   ©2013 LinkedIn Corporation. All Rights Reserved. 30
    30. 30. What are Insights? 1.  2.  3.  4.  5.  Your teams LinkedIn usage How much they are spending with you relative to peers SaaS usage relative to peers People news Data from case studies that is relevant ©2013 LinkedIn Corporation. All Rights Reserved. 31
    31. 31. Making it extra personal •  The most powerful example of something personal is something that you share with the reciever that is rare (i.e. not relevant to others). •  As an example of a good subject line if you and the receiver both went to the University of Michigan is: “Hail! to the victors valiant” •  This means nothing to people that didn’t study at the University of Michigan, however if are alumni you would instant recognize this as the start of the chorus of the University of Michigan fight song. ©2013 LinkedIn Corporation. All Rights Reserved. 32
    32. 32. B ©2013 LinkedIn Corporation. All Rights Reserved. 33
    33. 33. Brought to you by ©2013 LinkedIn Corporation. All Rights Reserved.
    34. 34. Brought to you by
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