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Your Professional Profile & Social Selling


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Your Professional Profile & Social Selling

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Your Professional Profile & Social Selling

  1. 1. Your Professional Profile and Social Selling 12th November 2013 Anthony Slater Product Consultant LinkedIn Sales Solutions ©2013 LinkedIn Corporation. All Rights Reserved.
  2. 2. LinkedIn is the world’s largest professional network 259M+ MEMBERS WORLDWIDE +2 New MEMBERS PER SECOND 180M+ MONTHLY UNIQUE VISITORS
  3. 3. LinkedIn in Australia • 5 million+ Australian members • 80% of Australian professionals • The top five Australian industries represented on LinkedIn are: • IT & Services, • Construction, • Financial Services, • Education Management • Hospital & Health Care • 92 of the ASX200 companies leveraging LinkedIn Talent Solutions. ©2013 LinkedIn Corporation. All Rights Reserved. 3
  4. 4. Visualise your network Create your own: ©2013 LinkedIn Corporation. All Rights Reserved. 4
  5. 5. Our Mission. Connect the world’s professionals to make them more productive and successful
  6. 6. Hire Market Sell Engage the world’s best passive talent Engage most effectively with professionals Engage the world’s decision makers
  7. 7. Advanced Profile Tips & Adjusting your settings
  8. 8. Where do people look on your profile? 8
  9. 9. How do you connect?   Always personalise your introductions Reach out in a friendly and professional manner – even if you know someone well.
  10. 10. Who should you connect to?        Current customers Former boss/supervisor & colleagues Present colleagues Current suppliers, contractors People you meet at events & conferences Family/friends, if they are also business professionals Prospects (once you’ve had a conversation!) Add quality connections – you are a reflection of your network
  11. 11. Adjusting your settings ©2013 LinkedIn Corporation. All Rights Reserved. 11
  12. 12. Social Selling Introduction
  13. 13. The world and buyers have changed What once worked, will not work anymore % 75 B2B purchaser influenced by social Corporate Executive Board 2012 Connect & Sell 2012 IBM Buyers Preference Study 2011 ©2013 LinkedIn Corporation. All Rights Reserved. % 57 Buying decisions are made before sales rep involvement % 97 Of the time cold calls do not work * 7% worse every year since 2010
  14. 14. LinkedIn defines social selling Who What How Who are the Right People? What to talk about? How do I get a warm intro? +259M +2B Billions members member updates per week connections ©2013 LinkedIn Corporation. All Rights Reserved.
  15. 15. Social Selling Index • Visibility into company’s social selling activities • Identify opportunities for improvement • Benchmark against peers and competitors Ranks and tracks company utilisation of LinkedIn as a social selling tool.
  16. 16. LinkedIn Social Selling Index Correlates to sales success 15% More customer renewals 31% Greater team quota attainment Source: Aberdeen Group 16 21% More reps achieving quota
  17. 17. 4 Actions to Becoming a Social Selling Pro 1. Build Your PROFILE Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility 2. Develop Your NETWORK Building your Network: Developing relationships with people who can share information and provide referrals 3. Gather INSIGHTS Gathering Intelligence: Researching social information to prepare for sales conversations 4. Engage with INSIGHTS Engage with Insights: Use the information you have learned and the relationships that exist to reach prospects in a warm way 17
  18. 18. 1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU 18
  19. 19. 2. Proactively Develop Your Network Build trusted relationships who can support your professional objectives
  20. 20. 3. Gather Intelligence Be prepared for every interaction by researching contacts and companies 20
  21. 21. 4. Engage with insights Leverage the information and relationships available LinkedIn Confidential ©2013 All Rights Reserved 21
  22. 22. Summary: Social selling best practices Leverage social data Buyers have changed Lead with insights Buyers are well educated Go in warm Cold calling is ineffective ©2013 LinkedIn Corporation. All Rights Reserved. 22
  23. 23. Q&A ©2013 LinkedIn Corporation. All Rights Reserved.