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5 ways to close more business with social selling

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5 ways to close more business with social selling

  1. 1. Live Webcast: 5 ways to close more business with Social Selling Bob Moody Enterprise Account Executive LinkedIn Sales Solutions EMEA Amy Miller Senior Marketing Manager LinkedIn Sales Solutions EMEA ©2013 LinkedIn Corporation. All Rights Reserved.
  2. 2. Today’s Agenda  Your profession: What’s changed?  What IS Social Selling  Becoming a Social Selling Expert  Live Demo  How social is your sales organisation right now? 2
  3. 3. “ Buying process has fundamentally changed ”
  4. 4. Buyers are tech-savvy, and socially empowered. Sales Solutions 4
  5. 5. 240M+ +2 new 74M+ Members Worldwide Members Per Second Members EMEA 13M+ Members in the UK & Ire
  6. 6. LinkedIn Global Membership Continued Growth UK 37% Registered members as YOY of August 2013 NL 13M+ + 4M+ DACH 3M+ France 5M+ Spain Member Growth Italy 5M+ 5M+ Canada 65% 7M+ Europe 65M+ USA 84M+ EMEA Of LinkedIn members are outside of the US 74M+ Brazil APAC 42M+ UAE 1M+ India 21M+ SE Asia 8M+ Singapore 1M+ 13M+ S. Africa LinkedIn Supported Languages (19): 2M+ Australia Czech, Danish, Dutch, English, French, German, Indonesian, Italian, Japanese , Korean, Malay, Norwegian, Polish, Portuguese, Romanian, Russian, Spanish , Swedish, Turkish. 4M+
  7. 7. What is Social Selling?
  8. 8. What is Social Selling?  Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility  Gathering Intelligence: Researching social information to prepare for sales conversations  Building your Network: Developing relationships with people who can share information and provide referrals  Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts  Using Social Selling Solutions: Taking advantage of innovative selling solutions such as LinkedIn Sales Navigator 8
  9. 9. Social Selling Defined: Leveraging your social brand to fill your pipeline with the right people, insights and relationships.
  10. 10. Social Selling Defined: Leveraging your social brand to fill your pipeline with the right people, insights and relationships.
  11. 11. Becoming a Social Selling Expert
  12. 12. 5 Steps to Becoming a Social Selling Expert 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. Contribute INSIGHTS Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts 5. Use Social SOLUTIONS Gain competitive advantage: Use targeted social media engagement and turn cold leads into warm prospects 12
  13. 13. 1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU 13
  14. 14. Leading with Insights Resume to Reputation
  15. 15. 2. Proactively Develop Your Network Build trusted relationships who can support your professional objectives
  16. 16. Leverage Relationships TeamLink
  17. 17. 3. Gather Intelligence Be prepared for every interaction by researching contacts and companies 18
  18. 18. 4. Contribute Insights Share ideas through status updates, and participate in groups 19
  19. 19. Social Selling Evolution Doesn’t happen overnight ©2013 LinkedIn Corporation. All Rights Reserved.
  20. 20. Social Selling Evolution Doesn’t happen overnight ©2013 LinkedIn Corporation. All Rights Reserved. LSS
  21. 21. 5. LinkedIn Enables Social Selling Who What How Who are the Right People? What to talk about? How do I get in? 240M 2B Billions members ©2013 LinkedIn Corporation. All Rights Reserved. member updates per week Of Connections LSS 22
  22. 22. Macro to Micro: Best-in-class reps do these three things Find Lead Leverage Right People With Insights Relationships
  23. 23. Who are the right people? 1 Find Key Prospects Brian My search yielded 124,789 search results! I don’t have time to sort through all these searches By using the premium search filters, it gets much narrower… With TeamLink, I can narrow down to profiles that have connection paths to my team ©2013 LinkedIn Corporation. All Rights Reserved. LSS 24
  24. 24. What to talk about? ©2013 LinkedIn Corporation. All Rights Reserved. LSS 25
  25. 25. How do I get in? 2 Identifies a great prospect Brian This profile fits all my criteria, and has a connection to someone in our Canadian office 3 Asks teammate for an introduction I have a meeting set up for Tuesday! ©2013 LinkedIn Corporation. All Rights Reserved. LSS 26
  26. 26. Let’s take a look
  27. 27. Success Story: NetSuite NetSuite Inc. is the industry’s leading vendor of cloud-based financials/ ERP software suites. NetSuite enables companies to manage core key business operations in a single system. “Sales Navigator is embedded in almost every stage of the sales process. It has become mission-critical for our team.” Since using TeamLink, sales team has seen a seven-fold increase in second-degree connections • • • Network grew from 15,730 to 115,891 InMail connects sales team directly to key decision-makers. Sales reps are more excited about their jobs because they are seeing fast results, which motivates them and creates a positive cycle Increased number of relationships with clients Jake Hofwegen, VP Global Sales Operations, Netsuite Time for prospecting LinkedIn Confidential ©2013 All Rights Reserved 28
  28. 28. In Summary 1 Build Your PROFILE 2 Gather INTELLIGENCE 3 Develop Your NETWORK 4 Contribute INSIGHTS 5 Use Social Selling SOLUTIONS Just how Social is YOUR sales organisation……? 29
  29. 29. LinkedIn’s Social Selling Index First-of-its kind measure that ranks company utilisation of LinkedIn as a social selling tool. http://promo.linkedinsocialsellingindex.com/register/ • Gain visibility into your company’s activities • Uncover new opportunities • Benchmark yourself against peers and competitors 30
  30. 30. Any Questions? 31

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