(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Real World Social Selling
Success
A Discussi...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
25% Annual Quota
Individual Sales Profession...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Start-Up
80% revenue and
95% of pipeline fro...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Billion $ Tech Company
9x higher conversion ...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Billion $ Financial Company
40% of financial...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Billion $ Tech Company
0 to over 1,000 targe...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Billion $ Tech Company
Pipeline value >600x ...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Today’s Workshop Hosts from Reality Works Gr...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Share Your Results…
in one sentence, using %...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Our Purpose
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Sales 2.0
A measurably more
efficient and ef...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Lifelong Learning
Charissa Franklin
Reality ...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Housekeeping
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Welcome to #socialselling #socialshakeup!
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
What is Social Selling – and What It Isn’t
C...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Objectives & Burning Questions
Case Study Ex...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Discussion
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Objectives & Burning Questions
What is Socia...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
ADP
Prudential Insurance
Large Telecommunica...
© Copyright 2012 ADP, Inc.
Social Selling: Leverage the Power
Liz Gelb-O’Connor
VP, Inside Sales Strategy & Growth at ADP
...
© Copyright 2012 ADP, Inc.
Get Exec Support & Funding: Show Market Trends
…of buyers are
using the internet
to research
bu...
© Copyright 2012 ADP, Inc.
Get Exec Support & Funding: Why Social Selling At ADP?
 The buyer’s journey has changed
 Toda...
© Copyright 2012 ADP, Inc.
Get Rep Buy-In : What’s In It For The Reps?
What Reps have been able to do as a result of Socia...
© Copyright 2012 ADP, Inc.
Shift Mindset: Social Selling: How To Ingrain In Your Culture
 Give access to social platforms...
© Copyright 2012 ADP, Inc.
 Inside Sales Manager Leverages LinkedIn to Secure Deal
 Inside Sales Manager Uses LinkedIn t...
© Copyright 2012 ADP, Inc.
Tell Success Stories: Find, Engage (Client Growth)
Jennifer Doe, Inside Sales Manager, closed d...
© Copyright 2012 ADP, Inc.
Tell Success Stories: Find, Engage (New Large Buyer)
Jessica Doe, Inside Sales Manager, gained ...
© Copyright 2012 ADP, Inc.
Tell Success Stories: Find, Engage, Close (New Buyer)
Jake Doe, Inside Sales Manager, closed de...
© Copyright 2012 ADP, Inc.
July August September October November December
Social Selling:
Kickoff Training
Social Contact...
© Copyright 2012 ADP, Inc.
Enablement: Popular Training Programs
Social Selling Series 101:
Twitter
© Copyright 2012 ADP, Inc.
Scoring: Social Selling Evaluation Toolkit
 Developed an evaluation for
leaders to score their...
© Copyright 2012 ADP, Inc.
Content: Centralized Repository For All Things
“Social”
© Copyright 2012 ADP, Inc.
Content: Content Calendars Make Sharing Easy
DATE SOURCE TWEET THIS! ASSET TYPE
11-Mar ADP
Will...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Prudential Case Study
PeopleLinx Inc. Confidential & Proprietary Information 36
Scalable and customizable
optimization programs for LinkedIn
37PeopleLinx Inc. Confidential & Proprietary Information
Are they driving traffic to
your website?
Are they engaging your
...
PeopleLinx Inc. Confidential & Proprietary Information 38
Case Study:
Prudential Retirement empowers its
channel through L...
39PeopleLinx Inc. Confidential & Proprietary Information
Prudential Retirement wins Best use of LinkedIn -
2013 LIMRA conf...
40PeopleLinx Inc. Confidential & Proprietary Information
Background on Prudential Retirement
Why the focus on LinkedIn
Imp...
41PeopleLinx Inc. Confidential & Proprietary Information
150 year old financial services business
Sells products through i...
42PeopleLinx LLC. Confidential & Proprietary Information
Why the focus on LinkedIn
LinkedIn
240M+ members
3M+ join each mo...
43PeopleLinx Inc. Confidential & Proprietary Information
Program goals
» Profiles with impact
» Connectivity to intermedia...
44PeopleLinx Inc. Confidential & Proprietary Information
Implementing a social business program
Social Business Adoption S...
45PeopleLinx Inc. Confidential & Proprietary Information
Optimize
Profiles
Expand
Networks
Engage
Communities
Implementing...
46PeopleLinx Inc. Confidential & Proprietary Information
Tracking and measuring success
Increased connectivity to
intermed...
47PeopleLinx Inc. Confidential & Proprietary Information
267.773.7320
info@peoplelinx.com
linkedin.com/company/peoplelinx
...
48PeopleLinx Inc. Confidential & Proprietary Information
PeopleLinx has a strong track record
Founded 2009
by early
Linked...
49PeopleLinx Inc. Confidential & Proprietary Information
We make you look good on LinkedIn
• Better web presence
• Improve...
50PeopleLinx Inc. Confidential & Proprietary Information
It’s an employee benefit…
51PeopleLinx Inc. Confidential & Proprietary Information
…and it’s good for business
Engage more with clients
Strengthen o...
52PeopleLinx Inc. Confidential & Proprietary Information
You shape the experience for your company
Configure business rule...
53PeopleLinx Inc. Confidential & Proprietary Information
A comprehensive offering
Strategic guidance
PeopleLinx online app...
54PeopleLinx Inc. Confidential & Proprietary Information
267.773.7320
info@peoplelinx.com
linkedin.com/company/peoplelinx
...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Confidential Client Case Study
Social Selling Case Study
Barbara Giamanco, President
@barbaragiamanco www.scs-connect.com
Objective: Develop a More Effective
Approach to Prospecting
Challenge
 Highly competitive industry.
 Reps often got invo...
Process: February 2012 – August 2012
 Planning with management.
 Assessment sales force skills and capabilities.
 Custo...
Outcome: First 6 Months
 60% increase in first-degree connections in target industries.
 50% increase in net/new sales m...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Discussion Questions
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Objectives & Burning Questions
What is Socia...
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Additional Resources:
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Additional Resources:
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Additional Resources:
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Additional Resources:
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Additional Resources:
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Connect and Continue the Conversation
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What are YOUR Next Steps?
(cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com
Thank you for participating!
Anneke Seley
@a...
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Social Selling Workshop, Social Shakeup 2013

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The most successful social business projects are those that show measurable results. In sales, that means more qualified leads, bigger forecasts, faster sales cycles, larger deals and ultimately increased revenue. We – along with some guest speakers - will lead an interactive discussion on social selling initiatives showing the most promise. We will present real world examples from our sales strategy and implementation consulting work with (mostly B2B) F500 clients as well as midmarket companies and emerging startups – and invite you to share your experiences, plans and results as well.

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  • Dan Harding. This sales rep who sells tech products and services closed 25% of his annual quota by using LinkedIn and Twitter.  Within four months of using these tools as part of his sales process, he has filled his pipeline with at least ten highly qualified opportunities representing several hundred thousand dollars in revenue.  He uses LinkedIn to stay in touch and top of mind with his network of hundreds of contacts by regularly updating the status box to report on events, promotions, and customer successes. Read status boxE-mail is automatically sent to his connections through LinkedIn network updates, which drives people to check out his newly refreshed profile.  This includes a five-slide SlideShare presentation that succinctly describes how his offering helps clients increase their sales results.  Dan says, “LinkedIn helps me leverage referral-selling. I can easily update my network and stay in touch, which is resulting in e-mail and phone inquiries from people I used to work with or those they recommend.”He recently closed sales worth 50% of his monthly quota by using social networking to stay connected to customers who have changed jobs.  He learned of these customers’ job changes through LinkedIn Messages and then requested an introduction (via LinkedIn, of course) to the new company.  The new sales closed within 30 daysReads customer blogs, industry blogs80% of [Dan’s] qualified leads now come from referrals, social networking and social media, which he considers technologies that enable communication with his personal referral network.
  • 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.80% of the revenue and alas now 65% form Linkedin but 95% from all social
  • 8 socially trained inside sales repsIT decision makersLate stages of the sales process
  • Connections on LinkedIn, Followers on TwitterTotal reach counting the networks of connections: over 50,000Target audience of decision makers, technical influencers, WOM/industry/territory.Web page visits were to rep pagesPilot program of 6 Cloud Web sellers for a targeted services set of offerings. 100 website visits after 4 weeksIBM.com's marketing organization is socially enabling their sales      organization by delivering a playbook of customizable, pre-scripted      Tweets (and LinkedIn updates) allowing them to engage with those      customers using social media in a new medium.  These tweets not only      include promotion of IBM events, webinars and content (with trackable      links) but also links to buyer or industry-specific content provided      by thought leaders of interest to buyers.  They are also developing      relationships with bloggers and influencers in their markets.      Important to the mix is a combination of IBM thought leadership + non      IBM industry valued messaging.
  • 8 socially trained inside sales repsIT decision makersLate stages of the sales process
  • ANNEKE
  • 1:30 Intro/Objectives2:00 What is Social Selling Discussion2:15 – Case Study 12:30– Case Study 22:45– Case Study 33:00 – Discussion3:25 – Wrap3:30 – End3:30 – Optional Exercise
  • No formal breaks. Take when you need themFrieNDA – competitors in the room. Assume nothing should be shared without permission. Do not share sensitive info that your legal or PR department would be unhappy about.
  • 1:30 Intro/Objectives2:00 What is Social Selling Discussion2:15 – Case Study 12:30– Case Study 22:45– Case Study 33:00 – Discussion3:25 – Wrap3:30 – End3:30 – Optional Exercise
  • WhiteboardWhat are your objectives? questions do you want answered? Discussion topics?
  • WhiteboardWhat are your objectives? questions do you want answered? Discussion topics?
  • Whiteboard. Discussion/Audience ParticipationQuestions: Activities: Find, Listen, Connetct, Nurture, Close What types of companies? B2C, B2B?Markets? North America, EMEA, Asia Pacific, Latin/South AmericaTarget audience: Is it for al buyers or just some? New buyers as well as existing customers? Sales cycle: Alll parts of the sales cycle? Sales staff: Does everybody participate? What activities are doing by /Lead Development? SMB Sales? Major account sales?Content : Where does it fit in? What does marketing do vs sales?Where do influencers fit in? Examples of influencers: staff, peers, managers, analysts, thought leaders, What about advocates? Customers, employees, influencersSome example definitions: A measurably more efficient and effective way of engagement – at all stages of the buying/selling cycle - for both the buyerand the sellerthat’senabled through social business technology.Social selling is a more trusted, relevant and personal way of selling that increases revenue while building loyal relationships with customers. It is enabled by social media and networks, business intelligence, analytics and personalized content. Barb & Jim: The process of using social media to prospect, research, engage, collaborate, network, teach and close all with the purpose of attaining quota and increasing revenue.Jill: Technology-enabled research, networking, relationship-building and collaboration.FOUR PILLARS: Connect using social networks (LinkedIn, Twitter, Facebook) to find, listen/relate to , connect/engage your buyers and your buyers shpere of infleunce (who they trust, connect to, read/share content with, etc.)Leverage content – your own and OPC to build relationships, establish subject matter expertse, educate and inform. 4:1:1Four 3rd party non branded, 1 company branded (visually appealing, snackable bites)Social Listneing. From a sales point of view, not sentiment/marketing. List to social channels for early stage buying signals and opportunities.Measure what matters. Not possible to measure revenue day 1. it’s a journey. Measure size of network, social activity, connetions, follows, content shared/amplification (not just dials, connetcs, meetings)Social selling is a highly customer-focused approach to selling, enabled by business intelligence, social media and social networks that helps reps better understand their prospects and customers and communicate with them in a more trusted, personal, relevant and valuable way.
  • WhiteboardWhat are your objectives? questions do you want answered? Discussion topics?
  • Discussion/Audience Participation
  • OMIT?
  • WhiteboardWhat are your objectives? questions do you want answered? Discussion topics?
  • Have audience create this or just add to it? Post on LI Group
  • What are you going to do next? Who in this room can help?
  • DELETE?And how can we – or someone in this room – help you succeed?
  • ANNEKE
  • Social Selling Workshop, Social Shakeup 2013

    1. 1. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Real World Social Selling Success A Discussion with Reality Works Group And Friends
    2. 2. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com 25% Annual Quota Individual Sales Professional 80% of qualified leads come from referrals, social networking and social media
    3. 3. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Start-Up 80% revenue and 95% of pipeline from all social sources; 65% from LinkedIn
    4. 4. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Billion $ Tech Company 9x higher conversion rate for leads passed to sales from social listening in late buying stage vs. traditional outbound marketing
    5. 5. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Billion $ Financial Company 40% of financial advisors using social on a regular basis have gotten a new client.
    6. 6. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Billion $ Tech Company 0 to over 1,000 target audience connections in first 4 weeks
    7. 7. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Billion $ Tech Company Pipeline value >600x investment cost in 60-day pilot program.
    8. 8. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Today’s Workshop Hosts from Reality Works Group Anneke Seley @annekeseley Charissa Franklin @Charissa_in_sf Anne Scalapino @ascalapino
    9. 9. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Share Your Results… in one sentence, using %, # or $
    10. 10. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Our Purpose
    11. 11. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Sales 2.0 A measurably more efficient and effective way of engaging for both the buyerand the sellerenabled through technology
    12. 12. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Lifelong Learning Charissa Franklin Reality Works Group Managing Partners
    13. 13. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Housekeeping
    14. 14. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Welcome to #socialselling #socialshakeup!
    15. 15. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com What is Social Selling – and What It Isn’t Case Study Examples & Discussion Wrap Up, Additional Resources,Your Next Steps Welcome to #socialselling #socialshakeup!
    16. 16. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Objectives & Burning Questions Case Study Examples & Discussion Wrap Up, Additional Resources,Your Next Steps Welcome to #socialselling #socialshakeup!
    17. 17. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Discussion
    18. 18. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Objectives & Burning Questions What is Social Selling – and What It Isn’t Wrap Up, Additional Resources,Your Next Steps Welcome to #socialselling #socialshakeup!
    19. 19. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com ADP Prudential Insurance Large Telecommunications Company The ADP logo and ADP are registered trademarks of ADP, Inc. All other trademarks are the property of their respective owners. Copyright © 2013, ADP. Case Study Presentations and Discussion
    20. 20. © Copyright 2012 ADP, Inc. Social Selling: Leverage the Power Liz Gelb-O’Connor VP, Inside Sales Strategy & Growth at ADP Social Selling Case Study : ADP
    21. 21. © Copyright 2012 ADP, Inc. Get Exec Support & Funding: Show Market Trends …of buyers are using the internet to research business purchases* …of buyers are following online industry conversations on topic** On-line peer Influence 88% 48% 37% 57% 81% …posted questions on social networking sites looking for suggestion or feedback** Internet first point of contact …of B2B purchase decisions are 57% complete by the time a supplier is engaged*** Brand Presence is essential …of professional services B2B buyers said that after seeing an online website ad, they were more aware of the brand advertised* Purchase Decision Source: *Google & Compete B2B Study June 2011/2012, **Genius.com, ***Conference Board 2012 Buyers Study Digital is driving the buyer’s journey and Social media will become one of the top 2 ways to engage customers after the sales force.
    22. 22. © Copyright 2012 ADP, Inc. Get Exec Support & Funding: Why Social Selling At ADP?  The buyer’s journey has changed  Today, buyers are turning to their networks, the internet, and social media to learn about products and services  At ADP, we’ve given Inside Sales Reps the tools to master this ever- evolving space  As a result, we have a vital advantage in shaping customer demand and positioning ourselves as innovative industry leaders
    23. 23. © Copyright 2012 ADP, Inc. Get Rep Buy-In : What’s In It For The Reps? What Reps have been able to do as a result of Social Selling:  Contact a prospect before any of their competition  Establish themselves as an industry expert so prospects and clients proactively seek their guidance  Find out information that will give them an edge, every time they interact with a prospect or client  Statistics show that Reps who use Social Selling are 50% more likely to meet or exceed their sales quota* *Source: SEC
    24. 24. © Copyright 2012 ADP, Inc. Shift Mindset: Social Selling: How To Ingrain In Your Culture  Give access to social platforms  Offer training regularly  Advanced for leaders  Beginner for laggards  Provide repository to store everything “social”  Deliver content calendars to make sharing easy  Celebrate successes  Share best practices  Offer incentives  Get leaders behind social  Track results
    25. 25. © Copyright 2012 ADP, Inc.  Inside Sales Manager Leverages LinkedIn to Secure Deal  Inside Sales Manager Uses LinkedIn to Close Deal  Inside Sales Manager Connects on LinkedIn to Close Deal  Inside Sales Manager Credits LinkedIn with Helping to Close Deal  Inside Sales Manager Uses LinkedIn to Get Paperwork Back + Close Deal  Inside Sales Manager’s Google Alert Plays Role in Closing Deal  Inside Sales Manager’s Facebook Message Results in Another Deal  Inside Sales Manager Uses LinkedIn to Find Key Contact, Gain Access, and Set Appointment Tell Stories: $2500 - >$1M Success with Social
    26. 26. © Copyright 2012 ADP, Inc. Tell Success Stories: Find, Engage (Client Growth) Jennifer Doe, Inside Sales Manager, closed deal thanks to Google Alerts; here’s how: Recently, she received an email from Google Alerts that this search term was featured in an Atlanta business journal. Jennifer acted fast and immediately called the client to see how ADP could help with the acquisition. The client told Jennifer they were surprised ADP found out about this so quickly – the news had literally just hit the wire! How do they know this already? Jennifer read the article and learned that ABC just acquired a 2,000-employee company! Wow! ABC buying DEF Company for $2 billion Because of her swift action, Jennifer convinced ABC to keep current traffic with + migrate the new business to ADP for a deal! A few months ago, Jennifer created a Google Alert for a current ADP client, “ABC Company.”
    27. 27. © Copyright 2012 ADP, Inc. Tell Success Stories: Find, Engage (New Large Buyer) Jessica Doe, Inside Sales Manager, gained access to prospect thanks to LinkedIn; here’s how: In checking through Salesforce, Jessica figured there had to be some key contacts missing considering the size of the account. So, she used “Advanced People Search” on LinkedIn, and input keywords for the areas and titles she hoped to reach at ABC. Search results included the Director of Recruiting and the Director of Tax. Jessica contacted them both. ABC ABC DEF ABC John G. DEF ABC ABC is looking to make its decision to utilize ADP for Talent and WOTC this month! Jessica finally gained access, and got 2 appointments scheduled to discuss ADP’s services. Jessica knew there had been a lot of attempts and not much luck in the past with gaining access to the 100,000+ employee account, ABC.
    28. 28. © Copyright 2012 ADP, Inc. Tell Success Stories: Find, Engage, Close (New Buyer) Jake Doe, Inside Sales Manager, closed deal by answering question posted in LinkedIn Group; here’s how: Within the week – after two calls with ABC Customer – Jake closed a deal for Screening and Selection Services. He answered the specific question directly and didn’t push product or come off too “sales-y.” Someone had started a discussion on pre-employment drug testing. Is drug testing necessary in pre- employment screening? A few days later, Jake received an InMail from the person who posted the question. She wanted to meet to discuss ADP’s offering. Jake was patrolling discussions posted in a Background Screening Group he belonged to on LinkedIn. Jake jumped at the chance to share his expertise with the LinkedIn group!
    29. 29. © Copyright 2012 ADP, Inc. July August September October November December Social Selling: Kickoff Training Social Contacts launches in SFDC Social Selling 101: Bit.ly Social Selling 101: LinkedIn Social Contacts Lunch & Learn Social Media Corner Social Selling 101: Twitter Google Alerts Lunch & Learn Social Selling 101: New Hire and Refresher Training on Social Selling Best Gaining Access Email Contest Social Selling 101: Content is King Training Enablement: FY’13 Social Training & Activities Calendar January February March April May June Social Selling 101: Hootsuite Training Email Signature Standardization Lunch & Learn Social Selling 2.0 Social Evaluations 14 Self-Paced Training Modules on LinkedIn and Twitter Launch Sales Leader Evaluations Contest Social Selling 101: Are You an Expert Email Marketer? One-on-One Social Media Tune Up’s Offered Social Selling 101: New Hire and Refresher Training on Social Selling Guest Lecture: ABC’s of Social Selling with Jill Rowley from Eloqua Search Google Like a Pro Lunch & Learn The Google Search Challenge Social Selling 2.0 Social Re-Evaluations Got Klout? Lunch & Learn
    30. 30. © Copyright 2012 ADP, Inc. Enablement: Popular Training Programs Social Selling Series 101: Twitter
    31. 31. © Copyright 2012 ADP, Inc. Scoring: Social Selling Evaluation Toolkit  Developed an evaluation for leaders to score their teams’ social presence based on ADP’s Social Selling strategy  Leaders review Reps’ LinkedIn and Twitter accounts and coach them through 14 self- service training modules
    32. 32. © Copyright 2012 ADP, Inc. Content: Centralized Repository For All Things “Social”
    33. 33. © Copyright 2012 ADP, Inc. Content: Content Calendars Make Sharing Easy DATE SOURCE TWEET THIS! ASSET TYPE 11-Mar ADP Will #HealthCareReform affect how employers administer #employeebenefits? http://bit.ly/YNGKkS Google+ 11-Mar CFO.com Trending on @CFOPub: "Will New Benefits- Eligible Workers Wreck Your Finances?" http://bit.ly/X2sA5S #HealthCareReform Article 12-Mar ADP [VIDEO] Planning For #HealthCareReform: How Income Impacts #EmployeeBenefits. http://bit.ly/ZgpyWa Video 12-Mar WSJ Even with challenges, #smallbusiness owners were more optimistic this month about the U.S. economy's future. http://on.wsj.com/X0vHHN Article 13-Mar ADP [BOTTOM LINE] The progression of #HealthCareReform: what's happening now & what's ahead: http://slidesha.re/Ws3jft Slideshare 13-Mar CNN U.S. private-sector payrolls grow by 198,000 in February, according to payroll processor ADP, topping forecasts. http://cnnmon.ie/bkgnews Article 14-Mar FORBES 7 Habits of Great Small Business Owners http://onforb.es/XtEp1g Article
    34. 34. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Prudential Case Study
    35. 35. PeopleLinx Inc. Confidential & Proprietary Information 36 Scalable and customizable optimization programs for LinkedIn
    36. 36. 37PeopleLinx Inc. Confidential & Proprietary Information Are they driving traffic to your website? Are they engaging your customers and prospects? Are they helping or hurting your brand? Do you have the social business jitters? Your Company You have 44,630 employees on LinkedIn.
    37. 37. PeopleLinx Inc. Confidential & Proprietary Information 38 Case Study: Prudential Retirement empowers its channel through LinkedIn
    38. 38. 39PeopleLinx Inc. Confidential & Proprietary Information Prudential Retirement wins Best use of LinkedIn - 2013 LIMRA conference Award winning use of LinkedIn Shannon Late Director of Process & Efficiency Steven Webster Director of Digital Marketing
    39. 39. 40PeopleLinx Inc. Confidential & Proprietary Information Background on Prudential Retirement Why the focus on LinkedIn Implementing a social business program Measuring success and ROI Questions and discussion Agenda
    40. 40. 41PeopleLinx Inc. Confidential & Proprietary Information 150 year old financial services business Sells products through intermediary partners Highly regulated environment (SEC, FINRA, etc.) Background on Prudential Retirement
    41. 41. 42PeopleLinx LLC. Confidential & Proprietary Information Why the focus on LinkedIn LinkedIn 240M+ members 3M+ join each month Financial Advisors 500,000+ use LinkedIn Source: FTI Consulting, marketing.linkedin.com
    42. 42. 43PeopleLinx Inc. Confidential & Proprietary Information Program goals » Profiles with impact » Connectivity to intermediary partners » Activity resulting in new business
    43. 43. 44PeopleLinx Inc. Confidential & Proprietary Information Implementing a social business program Social Business Adoption Spectrum Discovery Compliance Engagement
    44. 44. 45PeopleLinx Inc. Confidential & Proprietary Information Optimize Profiles Expand Networks Engage Communities Implementing a social business program
    45. 45. 46PeopleLinx Inc. Confidential & Proprietary Information Tracking and measuring success Increased connectivity to intermediary partners (Prudential Retirement’s key customers) 190% Increased request for proposals (RFPs) from corporate partners 10% » Compliant environment » Implementing access is a win » Brand consistency » Profile quality » Marketplace connectivity » Capture and engage the marketplace » Sales process improvement » Anecdotal success stories » Sourced contacts and business » Employee Engagement » Personal, professional benefit » Adopting latest technologies
    46. 46. 47PeopleLinx Inc. Confidential & Proprietary Information 267.773.7320 info@peoplelinx.com linkedin.com/company/peoplelinx twitter.com/peoplelinx 1835 Market St. Suite 1105 Philadelphia, PA 19103 Contact
    47. 47. 48PeopleLinx Inc. Confidential & Proprietary Information PeopleLinx has a strong track record Founded 2009 by early LinkedIn employees Over 80 enterprise customers
    48. 48. 49PeopleLinx Inc. Confidential & Proprietary Information We make you look good on LinkedIn • Better web presence • Improved search results • Increased web traffic (SEO)
    49. 49. 50PeopleLinx Inc. Confidential & Proprietary Information It’s an employee benefit…
    50. 50. 51PeopleLinx Inc. Confidential & Proprietary Information …and it’s good for business Engage more with clients Strengthen online branding Coordinate content distribution Drive warmer leads faster
    51. 51. 52PeopleLinx Inc. Confidential & Proprietary Information You shape the experience for your company Configure business rules Make it fun and competitive Chart your company’s progress
    52. 52. 53PeopleLinx Inc. Confidential & Proprietary Information A comprehensive offering Strategic guidance PeopleLinx online application Live training Robust analytics
    53. 53. 54PeopleLinx Inc. Confidential & Proprietary Information 267.773.7320 info@peoplelinx.com linkedin.com/company/peoplelinx twitter.com/peoplelinx 1835 Market St. Suite 1105 Philadelphia, PA 19103 Contact
    54. 54. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Confidential Client Case Study
    55. 55. Social Selling Case Study Barbara Giamanco, President @barbaragiamanco www.scs-connect.com
    56. 56. Objective: Develop a More Effective Approach to Prospecting Challenge  Highly competitive industry.  Reps often got involved in deals late and that led to price wars.  Reps were not able to effectively engage over phone or email.  Talking to the wrong people – need to reach executives.  Needed to source new sales opportunities. Goals  Enhance professional brand of the sales reps.  Fuel the sales pipeline with new opportunities.  Revisit sales opportunities that appeared to have gone cold.  Increase the number of net new sales meetings.  Go deeper into existing accounts.
    57. 57. Process: February 2012 – August 2012  Planning with management.  Assessment sales force skills and capabilities.  Customized content.  Trained roughly 1,500 Field Sales, Inside Sales, Lead Generation.  Leadership kick-offs.  Five 1-hour virtual sessions (recorded for playbook).  One 1-hour refresher session.  Workbooks and LinkedIn Training Guide as supporting materials.  Management debrief.
    58. 58. Outcome: First 6 Months  60% increase in first-degree connections in target industries.  50% increase in net/new sales meetings.  25% increase in reps using introductions to get to buyers.  Roughly 50% increase in user adoption.  Increase in content sharing and the use of media on profiles (not able to quantify as the company did not put a process in place to track). Caution for Leaders  Strategic planning, accountability and proper execution.  The company did not want to invest in continued follow up training, coaching or support. They felt they could own it on their own.  Through conversations with sales leaders, we learned that no solid accountability process was put in place.
    59. 59. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Discussion Questions
    60. 60. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Objectives & Burning Questions What is Social Selling – and What It Isn’t Case Study Examples & Discussion Welcome to #socialselling #socialshakeup!
    61. 61. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Additional Resources:
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    63. 63. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Additional Resources:
    64. 64. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Additional Resources:
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    66. 66. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Connect and Continue the Conversation
    67. 67. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com What are YOUR Next Steps?
    68. 68. (cc) 2013. Some rights reserved. +1 510.749.9073 | info@realityworksgroup.com Thank you for participating! Anneke Seley @annekeseley Charissa Franklin @Charissa_in_sf Anne Scalapino @ascalapino

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