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Safety & Scale for Social Selling

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Safety & Scale for Social Selling

  1. 1. Devin Redmond General Manager Nexgate LinkedIn.com/in/devinredmond Safety & Scale for Social Selling Nathan Shafer Accenture Digital LinkedIn.com/pub/nate-shafer
  2. 2. % of consumers report no communication from their insurer in the last 18 months. EY’s 2014 Global Consumer Insurance Survey
  3. 3. Opportunity Exists for Expanding Relationships How can insurers/advisors • Identify right consumers at right times • Reach out appropriately & compliantly • Keep themselves & clients safe
  4. 4. Compliance & Sellers FCA Perg & FFIEC Issue
  5. 5. Compliance & Customers FINRA Risk
  6. 6. Security As Well! Success = Bad Guys & Spam
  7. 7. Know your accounts Have a team, process, and clear R&R Publish internal policies & guidelines • Train and retrain (video & simple tests) Publish external policies Use a full technology stack • Publishing tools with workflow • Automated security and compliance • Retention & eDiscovery integration Addressing Risks at Scale
  8. 8. Craig Canton Relationship Manager LinkedIn Sales Solutions Safety & Scale for Social Selling
  9. 9. Customer: Executive Sponsorship LinkedIn: Learning & Engagement Customer: Recognition LinkedIn: Success Metrics Social Selling Program Implementation
  10. 10. •Share the vision & raise awareness •Identify client partnership point contact •Review project plan •Define success targets Social Selling Program Implementation Executive Sponsorship Learning & Engagement Recognition Gamification Success Metrics
  11. 11. •Full Education on Sales Navigator •Reinforce learning •Roll out of best practices Customer: Executive Sponsorship LinkedIn: Learning & Engagement Customer: Recognition LinkedIn: Success Metrics Social Selling Program Implementation
  12. 12. •Develop incentive programs •User recognition – success stories •Provide milestone metrics Customer: Executive Sponsorship LinkedIn: Learning & Engagement Customer: Recognition LinkedIn: Success Metrics Social Selling Program Implementation
  13. 13. •Set baseline metrics •Monitor via quarterly business reviews •Roll out success targets for improvement Customer: Executive Sponsorship LinkedIn: Learning & Engagement Customer: Recognition LinkedIn: Success Metrics Social Selling Program Implementation

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