©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling in a Regulated World
©2013 LinkedIn Corporation. All Rights Reserved.
How Top Sales Teams Leverage
LinkedIn for Social Selling
©2013 LinkedIn Corporation. All Rights Reserved.
How Tops Sales Teams Leverage LinkedIn for Social
Selling
 Why Social Se...
©2013 LinkedIn Corporation. All Rights Reserved.
The world and buyers have changed
What once worked, will not anymore
97%7...
Our Mission
Connect the world’s professionals to make
them more productive and successful
©2013 LinkedIn Corporation. All Rights Reserved.
277,000,000+ registered members
22
26Global offices
Languages
85MMembers ...
Leveraging your social brand to find
the right people, develop insights
and build relationships.
Social Selling Defined:
©2013 LinkedIn Corporation. All Rights Reserved.
5 steps to becoming a social selling expert
Developing a Reputation: Esta...
©2013 LinkedIn Corporation. All Rights Reserved.
Introducing the LinkedIn Social Selling Index
How well does your team emb...
©2013 LinkedIn Corporation. All Rights Reserved. 10
LinkedIn Social Selling Index
Correlates to sales success
Source: Aber...
LinkedIn Sales Navigator
©2013 LinkedIn Corporation. All Rights Reserved.
Macro to Micro:
Best-in-class do these three things
Leverage
Relationship...
©2013 LinkedIn Corporation. All Rights Reserved.
13
©2013 LinkedIn Corporation. All Rights Reserved.
Lead Recommendations
©2013 LinkedIn Corporation. All Rights Reserved.
Andy
390,000
13,000,000
Your 1st degree
connections:
Your estimated 3rd d...
©2013 LinkedIn Corporation. All Rights Reserved.
Dave
4
1,576
People Lynn knows
at Unilever
People your entire Sales
Team ...
Change Program
©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling Evolution
Doesn’t happen overnight
©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling Evolution
Doesn’t happen overnight
LSS©2013 LinkedIn Corpo...
Who Are We Working With Today
©2013 LinkedIn Corporation. All Rights Reserved.
Sales Navigator Shortens Sales Cycle & Opens Doors to New
Leads
Challenge...
©2013 LinkedIn Corporation. All Rights Reserved.
National Bank of Canada Grows Net Sales with LinkedIn Sales Navigator
22
...
©2013 LinkedIn Corporation. All Rights Reserved. 23
SUCCESSFUL SOCIAL BUSINESS
WITH LINKEDIN SALES SOLUTIONS
AND HEARSAY SOCIAL
Michael Lock
COO & President
linkedin.com/in/m...
Y O U R T R U S T E D PA RT N E R F O R S O C I A L B U S I N E S S
Clara Shih
CEO & Co-Founder
Formerly Salesforce
Steve ...
DISTRIBUTION IN FINANCIAL SERVICES IS BROKEN
WHAT DOES LINKEDIN & HEARSAY SOCIAL ALLOW YOU TO DO?
Build a Brand
&
Be Found
On LinkedIn
Professional Graph
Conversation ...
G R O W B U S I N E S S O N S O C I A L |
2
3
C H AL L E N G E : TOO MUCH
NOISE ON SOCIAL1
C H AL L E N G E : ADVISORS ARE...
CHALLENGE: TOO MUCH NOISE
SOLUTION:
SOCIAL SIGNALS
(BIG DATA ANALYTICS)
CHALLENGE: NOT SURE WHAT TO
SAY OR HOW TO GET STARTEDSOLUTION:
CONTENT LIBRARY &
SUCCESS FORMULA
CHALLENGE: COMPLEX
REGULATIONS AND POLICYSOLUTION:
REGULATORY
PROTECTION WITH
ENTERPRISE
ARCHITECTURE &
COMPLIANCE
SOLUTION
A SINGLE PLATFORM ACROSS THE ENTERPRISE
| HEARSAY SOCIAL + LINKEDIN SALES SOLUTIONS32
Brand Pages
Field Pages & ProfilesCo...
THANK YOU. QUESTIONS?
Upcoming SlideShare
Loading in...5
×

Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

2,620
-1

Published on

Social Selling is one of this year’s hottest topics for sales and marketing professionals serious about engaging decision makers in meaningful conversations. From Forbes to Business Insider, people want to know how sales professionals can take advantage of the rise of social to be more productive and successful.

Published in: Marketing, Business, Technology

Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

  1. 1. ©2013 LinkedIn Corporation. All Rights Reserved. Social Selling in a Regulated World
  2. 2. ©2013 LinkedIn Corporation. All Rights Reserved. How Top Sales Teams Leverage LinkedIn for Social Selling
  3. 3. ©2013 LinkedIn Corporation. All Rights Reserved. How Tops Sales Teams Leverage LinkedIn for Social Selling  Why Social Selling is gaining traction  LinkedIn as a platform  Social Selling and measurement  LinkedIn’s Sales Navigator  Success stories ©2013 LinkedIn Corporation. All Rights Reserved.
  4. 4. ©2013 LinkedIn Corporation. All Rights Reserved. The world and buyers have changed What once worked, will not anymore 97%75% 57% Of the time cold calls do not work *7% worse every year since 2010 B2B purchaser influenced by social Buying decisions are made before sales rep involvement Sources: CEB, Connect & Sell, IBM
  5. 5. Our Mission Connect the world’s professionals to make them more productive and successful
  6. 6. ©2013 LinkedIn Corporation. All Rights Reserved. 277,000,000+ registered members 22 26Global offices Languages 85MMembers in EMEA 6
  7. 7. Leveraging your social brand to find the right people, develop insights and build relationships. Social Selling Defined:
  8. 8. ©2013 LinkedIn Corporation. All Rights Reserved. 5 steps to becoming a social selling expert Developing a Reputation: Establish a professional presence on LinkedIn with a complete profile Gathering Intelligence: Prospect efficiently with powerful search and research capabilities Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts 1. Create a Professional Brand 2. Find the right people 3. Engage with insights 5. Use Social solutions Gain competitive advantage: Use targeted social media engagement and turn cold leads into warm prospects Connect: Expand your network to reach prospects and those who can introduce you to prospects 4. Build strong relationships
  9. 9. ©2013 LinkedIn Corporation. All Rights Reserved. Introducing the LinkedIn Social Selling Index How well does your team embrace social selling? . 1000 LeadersLaggards
  10. 10. ©2013 LinkedIn Corporation. All Rights Reserved. 10 LinkedIn Social Selling Index Correlates to sales success Source: Aberdeen Group 15% More customer renewals 31% Greater team quota attainment 21% More reps achieving quota
  11. 11. LinkedIn Sales Navigator
  12. 12. ©2013 LinkedIn Corporation. All Rights Reserved. Macro to Micro: Best-in-class do these three things Leverage Relationships Lead With Insights Find Right People
  13. 13. ©2013 LinkedIn Corporation. All Rights Reserved. 13
  14. 14. ©2013 LinkedIn Corporation. All Rights Reserved. Lead Recommendations
  15. 15. ©2013 LinkedIn Corporation. All Rights Reserved. Andy 390,000 13,000,000 Your 1st degree connections: Your estimated 3rd degree connections: Your estimated 2nd degree connections: 780Free Free Exec Profile visibility Leverage the power of your network
  16. 16. ©2013 LinkedIn Corporation. All Rights Reserved. Dave 4 1,576 People Lynn knows at Unilever People your entire Sales Team knows at Unilever People your network knows at Unilever 0 Your current connections Your entire team Free Free Sales Navigator How do I get a warm intro? Leverage a common connection
  17. 17. Change Program
  18. 18. ©2013 LinkedIn Corporation. All Rights Reserved. Social Selling Evolution Doesn’t happen overnight
  19. 19. ©2013 LinkedIn Corporation. All Rights Reserved. Social Selling Evolution Doesn’t happen overnight LSS©2013 LinkedIn Corporation. All Rights Reserved.
  20. 20. Who Are We Working With Today
  21. 21. ©2013 LinkedIn Corporation. All Rights Reserved. Sales Navigator Shortens Sales Cycle & Opens Doors to New Leads Challenge: Increase Pipeline and reduce the sales cycle Solution: Sales Navigator opens up a new prospect pool and makes it easy to get straight to the right contact. Results:  Discovered target accounts that they didn’t have access to before  Using teammates’ connections – 80% success rate of setting up  Reps use TeamLink and warm introductions have shorter sales cycles 21 First Business focuses exclusively on the specific needs of businesses, key executives, and high net worth individuals seeking a higher level of financial service and expertise.
  22. 22. ©2013 LinkedIn Corporation. All Rights Reserved. National Bank of Canada Grows Net Sales with LinkedIn Sales Navigator 22 National Bank of Canada forms one of Canada’s leading integrated financial groups, and has been named among the 20 strongest banks in the world by Bloomberg Markets. 7% 36% other Top 25Sales reps not on LinkedIn Sales Navigator Sales Navigator users:  Do 4.3x more searches for prospects than their peers  View 2.1x more pages than their peers  Are connected to 2.0x more people than their peers Sales reps w/ LinkedIn Sales Navigator 5.2x Average growth in Monthly Net Sales after activating LinkedIn Sales Navigator
  23. 23. ©2013 LinkedIn Corporation. All Rights Reserved. 23
  24. 24. SUCCESSFUL SOCIAL BUSINESS WITH LINKEDIN SALES SOLUTIONS AND HEARSAY SOCIAL Michael Lock COO & President linkedin.com/in/michaelhlock @michaelhlock
  25. 25. Y O U R T R U S T E D PA RT N E R F O R S O C I A L B U S I N E S S Clara Shih CEO & Co-Founder Formerly Salesforce Steve Garrity CTO & Co-Founder Formerly Microsoft The first book on social media for business 110% renewal rate in 2013 (customers come back for more) 75,000+ users in 3 years SOLID FOUNDATION & SOCIAL EXPERTISE RAPID GROWTH & PROVEN SUCCESS 0 20 40 60 80 2011 2012 2013 Hearsay Social Customers
  26. 26. DISTRIBUTION IN FINANCIAL SERVICES IS BROKEN
  27. 27. WHAT DOES LINKEDIN & HEARSAY SOCIAL ALLOW YOU TO DO? Build a Brand & Be Found On LinkedIn Professional Graph Conversation feed Profiles, Updates, Professional Triggers Personal Buying Triggers Updates, Discussion Groups Marketing content library Grow a Network & Foster Relationships Research & Listen to understand prospects & timely information Publish to establish expertise On G+ & Facebook, Meet compliance requirements Compliance & Brand Consistency Across Platforms
  28. 28. G R O W B U S I N E S S O N S O C I A L | 2 3 C H AL L E N G E : TOO MUCH NOISE ON SOCIAL1 C H AL L E N G E : ADVISORS ARE NOT SURE WHAT TO SAY OR HOW TO GET STARTED C H AL L E N G E : COMPLEX REGULATIONS AND POLICY WE ADDRESS THE CHALLENGES OF SOCIAL BUSINESS AT SCALE ??
  29. 29. CHALLENGE: TOO MUCH NOISE SOLUTION: SOCIAL SIGNALS (BIG DATA ANALYTICS)
  30. 30. CHALLENGE: NOT SURE WHAT TO SAY OR HOW TO GET STARTEDSOLUTION: CONTENT LIBRARY & SUCCESS FORMULA
  31. 31. CHALLENGE: COMPLEX REGULATIONS AND POLICYSOLUTION: REGULATORY PROTECTION WITH ENTERPRISE ARCHITECTURE & COMPLIANCE SOLUTION
  32. 32. A SINGLE PLATFORM ACROSS THE ENTERPRISE | HEARSAY SOCIAL + LINKEDIN SALES SOLUTIONS32 Brand Pages Field Pages & ProfilesCompliance & Governance
  33. 33. THANK YOU. QUESTIONS?
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×