The document discusses how financial services professionals can leverage LinkedIn for sales and prospecting. It provides tips on optimizing profiles, engaging with contacts through messaging and groups, and using LinkedIn Sales Navigator to identify leads and track social selling metrics. Speakers Diane Guganig and Amy McIlwain then take live questions from the audience.
5. SALES SOLUTIONS
Why does this matter? Sales Professionals that have high
social selling scores are significantly more likely to win
business
1.6X faster to get
promoted to VP3
45% more
opportunities per
quarter2
51% more likely
to exceed quota1
Exceed Quota Get more At Bats Get Promoted Faster
1SSI leaders (>70) are 51% more likely to hit quota than SSI laggards (<30). Based on a global study LinkedIn ran in Q4 2013 of Q3 performance.
2LinkedIn sales reps with high SSI (>90) were 3X more likely to go to club based on quota-carrying reps that began before Jan. 1, 2013 across all regions.
3Directors with SSI > 70 were promoted 1.6X faster to VP than directors with SSI <30 among all Director to VP promotions in past 2 years based on
analysis of data on LinkedIn profiles.
6. SALES SOLUTIONS
Find the
right people
414M +
members, and 2 new
every second
2B +
Members updates
per week
Stay informed
Build trust
Billions
Of professional
relationships
#LinkedInFS @dianeguganig
Why LinkedIn? The largest professional social network
8. SALES SOLUTIONS
~20% of connections
will change jobs this
year, and they’ll take
their 401(k) accounts
with them
With a target network of
1.2 MILLION contacts,
that’s 240,000 money-
in-motion events
totalling
$17.9 BILLION
IN MOTION
LinkedIn reports that 3
of 5 advisors using
LinkedIn have gained
new clients as a result
Nearly a third of those
brought $1 MILLION+
in assets under
management
What’s the ROI?
LINKEDIN
#LinkedInFS @AmyMcilwain
9. SALES SOLUTIONS
LINKEDIN
§ The Tradeshow
§ Business related networking
§ Connect with everyone
§ Share articles, blogs, surveys, best practices
§ Interact – ask & answer questions
§ Follow people, companies, organizations
§ Join groups
#LinkedInFS @AmyMcilwain
16. SALES SOLUTIONS
Create A Powerful Headline
§ Include Keywords
§ Describe what you do
§ Leverage the real estate
§ DON’T just list your current title
#LinkedInFS @AmyMcilwain
17. SALES SOLUTIONS
Summary
1) About YOU…tell a story
2) What you do in your role
3) What your company does
#LinkedInFS @AmyMcilwain
18. SALES SOLUTIONS
Embed Video & Dynamic Content
§ Introduction video
§ How to videos
§ Breaking news
§ Reports
§ TV appearances
§ Slideshare presentation
#LinkedInFS @AmyMcilwain
23. SALES SOLUTIONS
Endorsements
§ What are they?
§ Why are you getting so many?
§ How to respond
§ Are you allowed to have endorsements?
§ How to manage endorsements?
#LinkedInFS @AmyMcilwain
25. SALES SOLUTIONS
Manage Your Endorsements
§ Turn them off entirely
§ Hide endorsements for specific skills
§ Hide endorsements from specific people
§ Delete or add specific skills
REMEMBER: When you do receive an endorsement you can always accept or decline
it right off the bat by choosing the “Add to Profile” or “Skip” buDons.
#LinkedInFS @AmyMcilwain
27. SALES SOLUTIONS
Groups
§ How to find relevant groups
§ Leveraging groups for networking
§ Group participation best practices
#LinkedInFS @AmyMcilwain
32. SALES SOLUTIONS
LinkedIn Sales Navigator makes it simple to establish
and grow relationships with your prospects and customers
#LinkedInFS @dianeguganig
33. SALES SOLUTIONS 33
Sales Navigator is your personalized environment
focused only on your book
#LinkedInFS @dianeguganig
35. SALES SOLUTIONS 35
Start by identifying prospects using Lead Builder and
advanced search filters to build a prospect list within
seconds
#LinkedInFS @dianeguganig
36. SALES SOLUTIONS 36
Create a targeted Lead List and then filter further based on
more advanced search filters
#LinkedInFS @dianeguganig
37. SALES SOLUTIONS 37
Or leverage Sales Spotlights to quickly target the right
prospects
Sales Spotlights
leverage LinkedIn
data to segment
search results.
Easily discover
prospects who are
more likely to
engage
with you.
#LinkedInFS @dianeguganig
41. SALES SOLUTIONS 41
Get signals and Insights on people you aren’t connected to
(outside of your 1st Degree)
42. SALES SOLUTIONS
InMail: The most credible way to message anyone on
LinkedIn
Noah Gold
#LinkedInFS @dianeguganig
43. SALES SOLUTIONS
Gain insights and engage from anywhere
#LinkedInFS @dianeguganig
Desktop Email CRM integration
Mobile
44. SALES SOLUTIONS
“In a chronically leaking boat,
energy devoted to changing vessels
is more productive than energy
devoted to patching leaks.”
- Warren Buffett