Social Selling
May 29th, 2014
Georgia Foster Dimity MacDiarmid
Account Executive Product Consultant
LinkedIn Sales Solutio...
Members Worldwide
+2 new
Members Per Second
180M+
Monthly Unique Visitors
300M+
LinkedIn: Worlds largest professional netw...
The world and buyers have changed
97%75% 57%
Of the time cold
calls do not work
B2B purchases
influenced
by social
Of the ...
6
Do you know who your decision maker is?
The average B2B opportunity has 5.4 decision makers
involved
Corporate Executive...
Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
and relationships.
How
How do I get
a warm intro?
+300M
members
+2B
member updates
per week
Billions
connections
5 Core Competencies of Socia...
How
Do I get a warm intro?
+300M
members
+2B
member updates
per week
Billions
connections
What
To talk about?
Who
Are the ...
How
Do I get a warm intro?
+300M
members
+2B
member updates
per week
Billions
connections
What
To talk about?
Who
Are the ...
How
Do I get a warm intro?
+300M
members
+2B
member updates
per week
Billions
connections
What
Do I talk about?
Who
Are th...
How
Do I get a warm intro?
+300M
members
+2B
member updates
per week
Billions
connections
What
Do I talk about?
Who
Are th...
How
Do I get a warm intro?
+300M
members
+2B
member updates
per week
Billions
connections
What
Do I talk about?
Who
Are th...
APAC - Measurable Customer Success Stories
LinkedIn Social Selling - Melbourne, 29th May 2014
LinkedIn Social Selling - Melbourne, 29th May 2014
Upcoming SlideShare
Loading in …5
×

LinkedIn Social Selling - Melbourne, 29th May 2014

1,726 views
1,634 views

Published on

LinkedIn Social Selling - Melbourne, 29th May 2014
Hosted by Dimity MacDarmaid and Georgia Foster

Published in: Technology, Business, Travel
1 Comment
10 Likes
Statistics
Notes
No Downloads
Views
Total views
1,726
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
34
Comments
1
Likes
10
Embeds 0
No embeds

No notes for slide
  • The Internet has transformed how information is created and accessed, and how people connect and collaborate. As a result, the way the world works is fundamentally changing. Professionals need to be more responsive and make faster and better informed decisions to perform in an accelerated business environment.
     
    Enter LinkedIn. There is now a single, global community of professionals from which a magical new data asset emerges. With more than 175 million professional members representing companies in more than 200 countries and territories, LinkedIn is the world’s largest professional network on the Internet. These millions of professionals are adding information to their profiles, sharing important insights, and building their networks every day on LinkedIn.
  • The world is changing
    Significant shifts
    Peers/social networks/conversations at the pub
    Forresster said 91%

    Other sources: Case studies, factsheets, website reviews, blogs, industry websites. So much information available to people. They have a good idea of what they want before they speak to a Sales person. You end up just competing on price.

    Cold calls don’t work. We don’t like them.
    I think we all know this. We just didn’t have a better way.
  • 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 people
    2. 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.
  • Visibility – reporting

    Who: make sure doing searches.
    What: Make sure everything is customised and adding value to the customer. Not cold emails.
    How: Make the introductions. Encourage others to.
    Connections: Connect with people. You should have largest network.
    Profiles: Be a thought leader. Share thoughts and ideas.

    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 people
    2. 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.
  • Visibility – reporting

    Who: make sure doing searches.
    What: Make sure everything is customised and adding value to the customer. Not cold emails.
    How: Make the introductions. Encourage others to.
    Connections: Connect with people. You should have largest network.
    Profiles: Be a thought leader. Share thoughts and ideas.

    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 people
    2. 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.
  • Visibility – reporting

    Who: make sure doing searches.
    What: Make sure everything is customised and adding value to the customer. Not cold emails.
    How: Make the introductions. Encourage others to.
    Connections: Connect with people. You should have largest network.
    Profiles: Be a thought leader. Share thoughts and ideas.

    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 people
    2. 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.
  • Visibility – reporting

    Who: make sure doing searches.
    What: Make sure everything is customised and adding value to the customer. Not cold emails.
    How: Make the introductions. Encourage others to.
    Connections: Connect with people. You should have largest network.
    Profiles: Be a thought leader. Share thoughts and ideas.

    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 people
    2. 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.
  • Visibility – reporting

    Who: make sure doing searches.
    What: Make sure everything is customised and adding value to the customer. Not cold emails.
    How: Make the introductions. Encourage others to.
    Connections: Connect with people. You should have largest network.
    Profiles: Be a thought leader. Share thoughts and ideas.

    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 people
    2. 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.
  • LinkedIn Social Selling - Melbourne, 29th May 2014

    1. 1. Social Selling May 29th, 2014 Georgia Foster Dimity MacDiarmid Account Executive Product Consultant LinkedIn Sales Solutions LinkedIn Sales Solutions
    2. 2. Members Worldwide +2 new Members Per Second 180M+ Monthly Unique Visitors 300M+ LinkedIn: Worlds largest professional network North America: 100M+ Latin America and Caribbean: 20M+ Europe, Middle East and Africa: 50M+ Asia Pacific: 50M+ Australia: 5M+
    3. 3. The world and buyers have changed 97%75% 57% Of the time cold calls do not work B2B purchases influenced by social Of the buying process is complete before sales rep involvement Sources: CEB, Connect & Sell, IBM Buyers Preference Study
    4. 4. 6 Do you know who your decision maker is? The average B2B opportunity has 5.4 decision makers involved Corporate Executive Board
    5. 5. Social selling leverages your professional brand to fill your pipeline with the right people, insights, and relationships.
    6. 6. How How do I get a warm intro? +300M members +2B member updates per week Billions connections 5 Core Competencies of Social Selling What What to talk about? Who Who are the Right People? Connections Profiles4 5 1 2 3
    7. 7. How Do I get a warm intro? +300M members +2B member updates per week Billions connections What To talk about? Who Are the right people? Connections Profiles4 5 1 2 3 5 Core Competencies of Social Selling
    8. 8. How Do I get a warm intro? +300M members +2B member updates per week Billions connections What To talk about? Who Are the right people? Connections Profiles4 5 1 2 3 5 Core Competencies of Social Selling
    9. 9. How Do I get a warm intro? +300M members +2B member updates per week Billions connections What Do I talk about? Who Are the right people? Connections Profiles4 5 1 2 3 Your network is valuable 5 Core Competencies of Social Selling
    10. 10. How Do I get a warm intro? +300M members +2B member updates per week Billions connections What Do I talk about? Who Are the right people? Connections Profiles4 5 1 2 3 Your network is valuable 5 Core Competencies of Social Selling
    11. 11. How Do I get a warm intro? +300M members +2B member updates per week Billions connections What Do I talk about? Who Are the right people? Connections Profiles4 5 1 2 3 Would you do business with you? 5 Core Competencies of Social Selling
    12. 12. APAC - Measurable Customer Success Stories

    ×