Agenda for tonight
 Why Social Selling
 LinkedIn as a platform
 What else? LinkedIn Sales Navigator
 Success Stories
©...
The world and buyers have changed
What once worked, will not work anymore
©2014 LinkedIn Corporation. All Rights Reserved
...
What is social selling?
Social selling leverages
your professional brand, social data and
relationships to grow revenue
So...
300,000,000+ registered members
22
26Global offices
Languages
85MMembers in EMEA
Sharing with your network
LinkedIn Sales Navigator for Social Selling
Who
Who are the
Right People?
Enhanced Search
Account Mapping
How
How do I get...
Mapping organisations
Mark
LSS 9
Mark’s current personal
connections
Mark’s entire Sales
Team connections
How do I get a warm intro?
Leverage a ...
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
11.9
4.8
2.3
8.5
Social ...
SSI leaders create
45% more opportunities per quarter
than SSI laggards.
SSI leaders are
51% more likely to hit quota
than...
Bouygues Telecom Reinvigorates Sales Team with
LinkedIn Sales Navigator
Challenge:
Sales team had trouble reaching target ...
“TeamLink gives a whole new
meaning to the saying ‘What a
small world’! It is amazing
how we are all connected in
some way...
Salespeople have always been a social bunch. It’s the nature of the job to talk to
prospects and clients on a daily basis....
WHAT’SYOUR BIGGEST
DIFFERENTIATOR?
NOW IT REALLY CAN BETRUE…
INTRADITIONAL MARKETINGTERMS…
HERE’S MINE, FOR EXAMPLE
LISTENING…
CONTRIBUTING…
At a company level
everyonesocial.com
At an individual level
getlittlebird.com
ENGAGING…
“Social selling” is a misnomer - 80% about connecting and building a
reputation, 20% about new opportunities and...
SELLING…
MARKETING’S ROLE IN ALLTHIS
MARKETING’S ROLE IN ALLTHIS
http://www.slideshare.net/paulreverett/102523-010-tmpsocialsellingdiagramlayouta3
The Sales & Marketing Forum
Social Selling – Case Study
Tim Hughes
Business Development Director
Applications
26th June 20...
• @timothy_hughes
• 66,00 Followers
• Klout 64
• @OracleTim
• 3,000 Followers
• Klout 54
• Blog: http://timothyhughesuk.wo...
Why Social Selling?
#TMPForum
Agenda
1
2
3
4
Why Social Selling?
My Social Media Journey
5 Pillars of Social Selling
Monetizing Social Media Listening
I...
My Social Media Journey.....
#TMPForum
Text
Text
Text
Text
Text
5 Pillars of Social Selling
#TMPForum
Social Media Listening
IKO Demo
Benefits of Social Media Listening
• Lead Generation
• Account Coverage
• De-Risk “Must Win” Deals
• RFP Process Insight
•...
How to Approach a Project
• Work with your Stakeholders
• Start Small
• Choose your Battles
• Quick Wins
• Tell People abo...
Q&A@Timothy_Hughes
@OracleTim
Blog:
http://timothyhughesuk.wordpress.com/
LinkedIn
uk.linkedin.com/in/timothyhughes1/
#TMP...
The Sales & Marketing Forum
Social Selling – Case Study
Tim Hughes
Business Development Director
Applications
26th June 20...
Sales and Marketing Forum: Social Selling, 26th June
Sales and Marketing Forum: Social Selling, 26th June
Sales and Marketing Forum: Social Selling, 26th June
Sales and Marketing Forum: Social Selling, 26th June
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Sales and Marketing Forum: Social Selling, 26th June

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All the presentations from our last Sales and Marketing Forum in June where we were joined by Andy Eustace from LinkedIn and Timothy Hughes, Business Development Director at Oracle.

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Sales and Marketing Forum: Social Selling, 26th June

  1. 1. Agenda for tonight  Why Social Selling  LinkedIn as a platform  What else? LinkedIn Sales Navigator  Success Stories ©2014 LinkedIn Corporation. All Rights Reserved 2
  2. 2. The world and buyers have changed What once worked, will not work anymore ©2014 LinkedIn Corporation. All Rights Reserved 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 Corporate Executive Board 2012 Connect & Sell 2012 IBM Buyers Preference Study 2011 3
  3. 3. What is social selling? Social selling leverages your professional brand, social data and relationships to grow revenue Social selling helps you adapt to the buyer’s new process
  4. 4. 300,000,000+ registered members 22 26Global offices Languages 85MMembers in EMEA
  5. 5. Sharing with your network
  6. 6. LinkedIn Sales Navigator for Social Selling Who Who are the Right People? Enhanced Search Account Mapping How How do I get a warm intro? What What to talk about? 7 3rd Degree Profile Visibility InMail TeamLink
  7. 7. Mapping organisations
  8. 8. Mark LSS 9 Mark’s current personal connections Mark’s entire Sales Team connections How do I get a warm intro? Leverage a common connection 8 880 People you know at Avaya People your entire Sales Team knows at Avaya People your network knows at Avaya 2 Free Free Sales Navigator
  9. 9. Create a professional brand Find the right people Engage with insights Build strong relationships 11.9 4.8 2.3 8.5 Social Selling Index 27.6 ABC How do you compare to industry average? 12.4 7.1 2.6 8.6 30.7 Technology - Software Company ABC: All sales pros Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.
  10. 10. SSI leaders create 45% more opportunities per quarter than SSI laggards. SSI leaders are 51% more likely to hit quota than SSI laggards. 45%more opportunities 51%more likely to hit quota Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30 Why is social Selling Index important?
  11. 11. Bouygues Telecom Reinvigorates Sales Team with LinkedIn Sales Navigator Challenge: Sales team had trouble reaching target customers through traditional prospecting methods, especially because people change jobs so frequently Results:  With Sales Navigator, sales reps can make prospect lists in a matter of minutes and immediately reach out to the list via InMail.  TeamLink enables the sales team to get warm introductions to key players.  Sales Navigator gives new life to the sales team by making it easier for them to do their job. 12 Bouygues Telecom is one of the leading telecom operators in France, with 13 million mobile customers. Bouygues offers mobile and fixed line phone service and broadband data services for businesses.
  12. 12. “TeamLink gives a whole new meaning to the saying ‘What a small world’! It is amazing how we are all connected in some way.” -Marine Lucas, Sr. Social Media & Marketing Manager, Bouygues Telecom Enterprises Bouygues Telecom is one of the leading telecom operators in France, with 13 million mobile customers. Bouygues offers mobile and fixed line phone service and broadband data services for businesses.
  13. 13. Salespeople have always been a social bunch. It’s the nature of the job to talk to prospects and clients on a daily basis.When you think of it like that, social media should be the playground of sales people. 100% of business decision-makers use #socialmedia 78% of the salespeople who used social media as part of their business practices outsold their peers 92% of B2B buyers start their search online SINCEWHENWAS SELLING NOT SOCIAL? Source: Forrester Source: salesforce.com Source: salesforce.com
  14. 14. WHAT’SYOUR BIGGEST DIFFERENTIATOR?
  15. 15. NOW IT REALLY CAN BETRUE…
  16. 16. INTRADITIONAL MARKETINGTERMS…
  17. 17. HERE’S MINE, FOR EXAMPLE
  18. 18. LISTENING…
  19. 19. CONTRIBUTING… At a company level everyonesocial.com At an individual level getlittlebird.com
  20. 20. ENGAGING… “Social selling” is a misnomer - 80% about connecting and building a reputation, 20% about new opportunities and progressing existing ones.
  21. 21. SELLING…
  22. 22. MARKETING’S ROLE IN ALLTHIS
  23. 23. MARKETING’S ROLE IN ALLTHIS http://www.slideshare.net/paulreverett/102523-010-tmpsocialsellingdiagramlayouta3
  24. 24. The Sales & Marketing Forum Social Selling – Case Study Tim Hughes Business Development Director Applications 26th June 2014 @Timothy_Hughes @OracleTim #TMPForum
  25. 25. • @timothy_hughes • 66,00 Followers • Klout 64 • @OracleTim • 3,000 Followers • Klout 54 • Blog: http://timothyhughesuk.wordpress.com/ Oracle Corporation Tim Hughes - Social Media Credentials  Currently Rolling Out Social Selling Program to 600 Sales People Across Europe  LinkedIn  IKO - Social Media Listening  Onalytica - Influencer Marketing  Eloqua – Marketing Automation  OSN – Enterprise Social Network #TMPForum
  26. 26. Why Social Selling? #TMPForum
  27. 27. Agenda 1 2 3 4 Why Social Selling? My Social Media Journey 5 Pillars of Social Selling Monetizing Social Media Listening IKO Demo How to Approach a Project #TMPForum 5
  28. 28. My Social Media Journey..... #TMPForum
  29. 29. Text Text Text Text Text 5 Pillars of Social Selling #TMPForum
  30. 30. Social Media Listening IKO Demo
  31. 31. Benefits of Social Media Listening • Lead Generation • Account Coverage • De-Risk “Must Win” Deals • RFP Process Insight • Competitive Intelligence – Insight – Pursuit Support #TMPForum
  32. 32. How to Approach a Project • Work with your Stakeholders • Start Small • Choose your Battles • Quick Wins • Tell People about the Success #TMPForum
  33. 33. Q&A@Timothy_Hughes @OracleTim Blog: http://timothyhughesuk.wordpress.com/ LinkedIn uk.linkedin.com/in/timothyhughes1/ #TMPForum
  34. 34. The Sales & Marketing Forum Social Selling – Case Study Tim Hughes Business Development Director Applications 26th June 2014 @Timothy_Hughes @OracleTim #TMPForum

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