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Building a Social Selling ProgramRalf VonSosen, LinkedIn Sales Solutions@rvonsosenAnneke Seley, Reality Works Group@anneke...
Presenters             Ralf VonSosen             Head of Marketing for Sales Solutions, LinkedIn             linkedin.com/...
Agenda One view on Social Selling SMA Study of Social Media in Social Selling LinkedIn Social Selling Index Making Soc...
Been on the course lately?What social selling is not.                              4
Buying process hasfundamentally changed.  LinkedIn Confidential ©2013 All Rights Reserved
Ralf VonSosen                                                    Head of Marketing at                                     ...
“   People buy from People, (1) who understand their business,        (2) understand them,(3) and trust to solve their pro...
Social Selling Changes the Game                                                                      Jack Clarke          ...
How strong is your Social Selling foundation?Low                                                                          ...
Social Media and the Sales OrganizationResearch Conducted by:
Adoption: It’s Still Early                             Which selection below best                             describes yo...
Customer EngagementWhich best describes the engagement of your organizationsimportant customers?
Firm Engagement
For what are you using socialmedia?
How active are you on socialmedia?                                6.0              4.0   2.9        3.4               5.3
We Have A Social MediaStrategy……for my (total) organization   … for my sales organization
Sales Force’s Understanding ofSocial MediaMy sales organization has a solid    I have received sufficient trainingundersta...
Tremendous Upside for Sales    My sales organization would be    more productive our organization    had a greater social ...
Introducing …..LinkedInSocial Selling Index@linkedinselling
What goes into the LinkedIn Social Selling Index                                                     “100”  •Brand  •Reach...
Strengthening Brand                      21
Extending Reach
Gathering Intelligence                         23   23
Contributing Insights                        24
What goes into the LinkedIn Social Selling Index                                                     “100”  •Brand  •Reach...
How do we compare to competitors?@linkedinselling                                         26
Your Social Selling Index                            27
Your Social Selling Index vs. Competitors                       28.9                Your Social Selling Index
How you are already using LinkedIn.@linkedinselling                                         29
Activity – Power vs. Standard
Who is a LinkedIn Power User (Premium Subscriber)?
LinkedInSocial Selling IndexTime to get yours!@linkedinselling
Get your LinkedIn Social Selling Indexhttp://linkedinsocialsellingindex.com                                         33
Scalable Social Selling:Real World ExamplesAnneke Seley@annekeseleyCEO, Reality Works Group, formerly Phone WorksCoauthor,...
Real World Results        80% of revenue        88% of pipeline© 2012. All rights reserved.
Real World Results        Order volume increased 4x.© 2012. All rights reserved.
What are their stories?© 2012. All rights reserved.
Discussion Questions© 2012. All rights reserved.
Justifying Social Selling to Executives“                                                              “                   ...
Who Can Drive Scalable Social Selling and Results?         Inside Sales Leaders© 2012. All rights reserved.
What’s YOUR social selling story?© 2012. All rights reserved.
Q&A             Ralf VonSosen             Head of Marketing for Sales Solutions, LinkedIn             linkedin.com/in/ralf...
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LinkedIn Social Selling Index Introduction

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Overview of LinkedIn Sales Solutions and how the LinkedIn Social Selling Index can provide insight on social selling performance.

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  • Social Selling for Executives: What the Management Team Needs to Know to Succeed with Today's CustomersAre you a top executive in sales and marketing wondering how a social media strategy fits in your business? Or are you a sales or marketing professional who wants to discuss the benefits of social selling with your manager, an executive team or board of directors? Listen in as Anneke Seley presents data, metrics and customer case stories to illustrate: Why and when you should include social media in your selling strategyHow companies large and small are using social sellingHow you can get started with social selling
  • Describe Pakra and social selling process.Target list of 10-15 companies per week. Research and connect on LinkedIn.Move to email/phone. Schedule a demo. Conversion time from demo to close reduced over 20%33% of accounts in one target industry closed due to social selling.
  • From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
  • From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
  • From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
  • From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
  • Transcript of "LinkedIn Social Selling Index Introduction"

    1. 1. Building a Social Selling ProgramRalf VonSosen, LinkedIn Sales Solutions@rvonsosenAnneke Seley, Reality Works Group@annekeseley
    2. 2. Presenters Ralf VonSosen Head of Marketing for Sales Solutions, LinkedIn linkedin.com/in/ralfvonsosen @rvonsosen Anneke Seley CEO, Reality Works Group (formerly Phone Works) Coauthor, Sales 2.0 www.linkedin.com/in/annekeseley @annekeseley
    3. 3. Agenda One view on Social Selling SMA Study of Social Media in Social Selling LinkedIn Social Selling Index Making Social Selling a Reality
    4. 4. Been on the course lately?What social selling is not. 4
    5. 5. Buying process hasfundamentally changed. LinkedIn Confidential ©2013 All Rights Reserved
    6. 6. Ralf VonSosen Head of Marketing at LinkedIn Sales Solutions 1,350 1st Degree Connections on LinkedInLinkedIn Confidential ©2013 All Rights Reserved 6
    7. 7. “ People buy from People, (1) who understand their business, (2) understand them,(3) and trust to solve their problems. “
    8. 8. Social Selling Changes the Game Jack Clarke Lucy River Find Relate Engage• Leverage Pro Networks • Focus on Real People • Leverage Warm Introductions• Expanded Company Network • Gather Intelligence • Meaningful Conversations• Target Decision-makers • Deliver Relevant Information • Collaborative Buying Process
    9. 9. How strong is your Social Selling foundation?Low High“Laggards” “Tip-Toers” “Leaders” Find Low High Buy Lists Leverage Professional Networks Limited to Private Rolodexes Expand to Company Social Network Spray & Pray to Find Decision-makers Target Decision-makers Relate Low High Speed through Contacts Records Focus on Real People Limited to CRM Record Gather Intelligence with Internet Profile Pile On More Data Discover More Insight Engage Low High Pound through Cold Calling Leverage Warm Introductions Push the Sales Pitch Have a Meaningful Conversations Drive Cookie-cutter Sales Process Collaborate in Buying Process 9
    10. 10. Social Media and the Sales OrganizationResearch Conducted by:
    11. 11. Adoption: It’s Still Early Which selection below best describes your organizations efforts to use social media in the sales organization?
    12. 12. Customer EngagementWhich best describes the engagement of your organizationsimportant customers?
    13. 13. Firm Engagement
    14. 14. For what are you using socialmedia?
    15. 15. How active are you on socialmedia? 6.0 4.0 2.9 3.4 5.3
    16. 16. We Have A Social MediaStrategy……for my (total) organization … for my sales organization
    17. 17. Sales Force’s Understanding ofSocial MediaMy sales organization has a solid I have received sufficient trainingunderstanding of how to use from my organization on usingsocial media. social media.
    18. 18. Tremendous Upside for Sales My sales organization would be more productive our organization had a greater social media presence.
    19. 19. Introducing …..LinkedInSocial Selling Index@linkedinselling
    20. 20. What goes into the LinkedIn Social Selling Index “100” •Brand •Reach •Gather Intelligence “Leaders” •Contribute Insights “Tip-Toers”“0” “Laggards”
    21. 21. Strengthening Brand 21
    22. 22. Extending Reach
    23. 23. Gathering Intelligence 23 23
    24. 24. Contributing Insights 24
    25. 25. What goes into the LinkedIn Social Selling Index “100” •Brand •Reach “Leaders” •Gather Intelligence •Contribute Insights “Tip-Toers”“0” “Laggards”
    26. 26. How do we compare to competitors?@linkedinselling 26
    27. 27. Your Social Selling Index 27
    28. 28. Your Social Selling Index vs. Competitors 28.9 Your Social Selling Index
    29. 29. How you are already using LinkedIn.@linkedinselling 29
    30. 30. Activity – Power vs. Standard
    31. 31. Who is a LinkedIn Power User (Premium Subscriber)?
    32. 32. LinkedInSocial Selling IndexTime to get yours!@linkedinselling
    33. 33. Get your LinkedIn Social Selling Indexhttp://linkedinsocialsellingindex.com 33
    34. 34. Scalable Social Selling:Real World ExamplesAnneke Seley@annekeseleyCEO, Reality Works Group, formerly Phone WorksCoauthor, Sales 2.0© 2012. All rights reserved.
    35. 35. Real World Results 80% of revenue 88% of pipeline© 2012. All rights reserved.
    36. 36. Real World Results Order volume increased 4x.© 2012. All rights reserved.
    37. 37. What are their stories?© 2012. All rights reserved.
    38. 38. Discussion Questions© 2012. All rights reserved.
    39. 39. Justifying Social Selling to Executives“ “ From 2011 TeleWeb Buyer Preference Study© 2012. All rights reserved.
    40. 40. Who Can Drive Scalable Social Selling and Results? Inside Sales Leaders© 2012. All rights reserved.
    41. 41. What’s YOUR social selling story?© 2012. All rights reserved.
    42. 42. Q&A Ralf VonSosen Head of Marketing for Sales Solutions, LinkedIn linkedin.com/in/ralfvonsosen @rvonsosen sales.linkedin.comPresenters Linkedinsocialsellingindex.com Anneke Seley CEO, Reality Works Group (formerly Phone Works) Coauthor, Sales 2.0 www.linkedin.com/in/annekeseley @annekeseley sales20book.com realityworksgroup.com
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