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A day in the life of a
LinkedIn social seller
Wednesday, July 22nd 2015
11:00am BST, 12:00pm CEST
Duration: 45 minutes
• Introduction to Social Selling
• What we do…
• A day in the life of a social seller part 1: Prospecting
• A day in the l...
• All attendees are muted by default.
• Please type your questions into the chat panel.
Questions will be addressed at the...
Introduction to
social selling
5.4 people are involved in the average
B2B buying decision
75% of B2B buyers use
social media to inform
themselves on vend...
• We live what we sell, no more cold calls
• Use Sales Navigator to prospect and manage our
accounts
A day in the life of a
social seller part 1:
prospecting
“When your
prospects and
customers go to
your profile, that is
their initial
impression of you.”
(Fortune 100 Sales Manage...
Remember:
Top tip: Use professional profile
photo
Summaries - craft carefully, ask -
what are my professional
passions? Ke...
Find prospects
using Sales
Navigator
Enter Sales Navigator platform
Start your search from the homescreen
Find prospects using Lead Builder
Use Sales specific searches in Lead Builder
Find prospects using Lead Builder
Enter your territory in ‘location’
Find prospects using Lead Builder
Narrow down your search based on buyer’s role
Find prospects using Lead Builder
Hone in on the most suitable decision makers
Find prospects using Lead Builder
Select the typical size of the company you would sell to
Find prospects using Lead Builder
Save your searches for future use
Find prospects using Lead Builder
Save your leads
Find prospects using Lead Builder
Gain actionable insights
Find prospects using Lead Builder
Add automatically suggested leads
Leverage your network
using TeamLink
Tap into the wider connections of your colleagues
Leverage the power of colleagues to boost sales
Relate to your prospects
- lead with insights
Relate to your prospects
Listen for social triggers to help you sell
Examples of
InMails
RE: LinkedIn Sales Solution and Company ABC
Joe Blogs CEO, Company ABC
July 24 2015 3:59PM
Hello Jaime
Thanks for the note...
RE: LinkedIn Sales Solution and Company XYZ
John Smith VP Sales, Company XYZ
July 24 2015 3:59PM
Hi Andy,
I have some time...
RE: LinkedIn Sales Solution and Company ABC
Jess Smith Head of Field Marketing at Company ABC
July 29 2015 8:51PM
Jaime
I ...
• Use insights about the prospects
company to personalise the InMail
• Mention:
- Prospects experience
- Their company pro...
• Focus on your prospects
• Stay informed
• Build trust
A day in the life of a
social seller part 2:
(account/prospect) management
• Relate to your prospects with fact based insights
• Engage your prospects where they are
Reps that exceed quota get 74% ...
Nurture through personal insights
Reaching decision makers
Use proactive insights to reach out to prospects as they move upwards in their career
• On a call use social insights to build rapport
• Before meeting research attendees to find common
ground
• Engage your p...
Q&A
sales.linkedin.com
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A day in the life of a LinkedIn Social Seller

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Pioneering LinkedIn sales executives are changing how sales is done. Their social selling techniques are reshaping prospecting and account management best practice. Daily they are using LinkedIn Sales Navigator to find new leads, develop existing business and build valuable relationships.

Two of our top performing sales execs - sales person to sales person - as they reveal how they do it, the tools they use and their top tips for success.These practical insights are not to be missed.

Published in: Sales
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A day in the life of a LinkedIn Social Seller

  1. 1. A day in the life of a LinkedIn social seller Wednesday, July 22nd 2015 11:00am BST, 12:00pm CEST Duration: 45 minutes
  2. 2. • Introduction to Social Selling • What we do… • A day in the life of a social seller part 1: Prospecting • A day in the life of a social seller part 2: Account/prospect management • Q&A John O’Toole Sr. Account Executive LinkedIn Sales Solutions Andy Keane Sr. Account Executive LinkedIn Sales Solutions
  3. 3. • All attendees are muted by default. • Please type your questions into the chat panel. Questions will be addressed at the end of webinar. • The webinar recording and slides will be emailed out after the webinar
  4. 4. Introduction to social selling
  5. 5. 5.4 people are involved in the average B2B buying decision 75% of B2B buyers use social media to inform themselves on vendors 90% of B2B decision makers never respond to cold outreach 75% 90%
  6. 6. • We live what we sell, no more cold calls • Use Sales Navigator to prospect and manage our accounts
  7. 7. A day in the life of a social seller part 1: prospecting
  8. 8. “When your prospects and customers go to your profile, that is their initial impression of you.” (Fortune 100 Sales Manager, November 4th, 2014)
  9. 9. Remember: Top tip: Use professional profile photo Summaries - craft carefully, ask - what are my professional passions? Keep it customer- centric! Rich media - turn your profile into a sales opportunity and reach the 74% of B2B buyers influenced by what they read on social media Stay up to date – keep your profile up to date
  10. 10. Find prospects using Sales Navigator
  11. 11. Enter Sales Navigator platform Start your search from the homescreen
  12. 12. Find prospects using Lead Builder Use Sales specific searches in Lead Builder
  13. 13. Find prospects using Lead Builder Enter your territory in ‘location’
  14. 14. Find prospects using Lead Builder Narrow down your search based on buyer’s role
  15. 15. Find prospects using Lead Builder Hone in on the most suitable decision makers
  16. 16. Find prospects using Lead Builder Select the typical size of the company you would sell to
  17. 17. Find prospects using Lead Builder Save your searches for future use
  18. 18. Find prospects using Lead Builder Save your leads
  19. 19. Find prospects using Lead Builder Gain actionable insights
  20. 20. Find prospects using Lead Builder Add automatically suggested leads
  21. 21. Leverage your network using TeamLink
  22. 22. Tap into the wider connections of your colleagues
  23. 23. Leverage the power of colleagues to boost sales
  24. 24. Relate to your prospects - lead with insights
  25. 25. Relate to your prospects Listen for social triggers to help you sell
  26. 26. Examples of InMails
  27. 27. RE: LinkedIn Sales Solution and Company ABC Joe Blogs CEO, Company ABC July 24 2015 3:59PM Hello Jaime Thanks for the note – this might be useful for our internal team that manages our LinkedIn presence – if you think that would be useful, I’m happy to make an intro for you to chat. Cheers Joe -------------------------------------------------------------------- Hi Joe, I just read your Company’s update on your agency being 5th in the Company Week Top 150, impressive stuff. This inspired me to reach out to you as CEO of Company ABC. Company ABC are a highly engaged Company on LinkedIn and I wanted to quickly introduce LinkedIn Sales Solutions to you, which can allow you and your team to identify any decision maker in our 365M+ member base. Are you interested in having a brief chat? Cheers, Jaime
  28. 28. RE: LinkedIn Sales Solution and Company XYZ John Smith VP Sales, Company XYZ July 24 2015 3:59PM Hi Andy, I have some time on Friday PM. Regards, John Smith VP Sales - Company XZY -------------------------------------------------------------- Hi John, First, great presence on LinkedIn and great engagement- your endorsements in SaaS and Sales Process are impressive. I really liked the line in your summary, "Proven Business Transformation skills for developing increased financial and people value within organisation." I am a contact here at LinkedIn and was inspired to reach out after reviewing your profile and seeing that you are VP Sales. Company XYZ has 610,111 unique connections to 119,592 different companies on LinkedIn. I'd love to show you how to leverage this data to identify decision makers and drive new business. Do you have any time this week for a quick call? Best, Andy
  29. 29. RE: LinkedIn Sales Solution and Company ABC Jess Smith Head of Field Marketing at Company ABC July 29 2015 8:51PM Jaime I am holiday for the next couple of week, but yes would like to have a discussion. Would week commencing 18th August work for you? If you could send any additional information in advance that would be appreciated. Cheers Jess -------------------------------------------------------- Hi Jess, I just read a news article in how Company ABC won Best of Show Award. This inspired me to reach out o you as Head of Field Marketing Europe at Company ABC. Company ABC are a highly engaged Company on LinkedIn and I wanted to quickly introduce LinkedIn Sales Solutions to you, which can allow you and your team to identify any decision maker in our 300+ member base. Are you interested in having a brief chat? Cheers, Jaime
  30. 30. • Use insights about the prospects company to personalise the InMail • Mention: - Prospects experience - Their company profile on LinkedIn - Touch on an aspect of their company, or a recent post, that appeals • Keep to a relatively informal tone offering a “quick chat” not a hard sales message
  31. 31. • Focus on your prospects • Stay informed • Build trust
  32. 32. A day in the life of a social seller part 2: (account/prospect) management
  33. 33. • Relate to your prospects with fact based insights • Engage your prospects where they are Reps that exceed quota get 74% more engagement on their posts than those that don’t exceed quota
  34. 34. Nurture through personal insights
  35. 35. Reaching decision makers
  36. 36. Use proactive insights to reach out to prospects as they move upwards in their career
  37. 37. • On a call use social insights to build rapport • Before meeting research attendees to find common ground • Engage your prospects through what matters to them • Successful meetings stem from connecting with your clients
  38. 38. Q&A sales.linkedin.com

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