LinkedIn Social Selling - Melbourne, 29th May 2014
1. Social Selling
May 29th, 2014
Georgia Foster Dimity MacDiarmid
Account Executive Product Consultant
LinkedIn Sales Solutions LinkedIn Sales Solutions
2.
3. 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+
4.
5. 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
6. 6
Do you know who your decision maker is?
The average B2B opportunity has 5.4 decision makers
involved
Corporate Executive Board
7. Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
and relationships.
8. 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
9. 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
10. 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
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
Your network is valuable
5 Core Competencies of Social Selling
12. 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
13. 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
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.