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LinkedIn New Zealand: Sales Solutions


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LinkedIn Sales Solution presentation delivered by Dana Feldman, Head of SMB Sales Solutions, ANZ.

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LinkedIn New Zealand: Sales Solutions

  1. 1. How Top Sales Teams Leverage LinkedIn for Social Selling
  2. 2. The Social Selling Evolution
  3. 3. Social selling leverages your professional brand to fill your pipeline with the right people, insights, and relationships.
  4. 4. The world and buyers have changed 97%75% 57% Of the time cold calls do not work B2B purchases influenced by social Of the buying process is complete before sales rep involvement Sources: CEB, Connect & Sell, IBM Buyers Preference Study
  5. 5. Introducing the LinkedIn Social Selling Index How well does your team embrace social selling? 1000 LeadersLaggards
  6. 6. 7 Why Is Social Selling Index Important? SSI leaders create 45% more opportunities per quarter than SSI laggards. SSI leaders are 51% more likely to hit quota than SSI laggards. 45%more opportunities 51%more likely to hit quota Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
  7. 7. Social Selling Index in NZ is Increasing 24 15 Avg. Social Selling Index 53 2012 2013 +50% *Data comparing Jan 2013 to Jan 2014 12 18
  8. 8. Who is social selling? And we can compare them between countries 0 5 10 15 20 25 30 35 IT Management Consul ng Marke ng & Adver sing Telecommunica ons Financial Services Accoun ng Banking Insurance Pharmaceu cals NZ WORLD
  9. 9. Social Selling In Practice
  10. 10. How How do I get a warm intro? LSS 11©2013 LinkedIn Corporation. All Rights Reserved. +277M Members (including 4.8M in Australia) +2B member updates per week Billions connections How Sales Navigator helps frontline sales teams What What to talk about? Who Who are the Right People? • Lead Builder • Search Filters • Search Alerts • Profile Organizer • Who Viewed Me • 3rd Degree • TeamLink • InMails • Introductions
  11. 11. Search  Named accounts  Geography  Functional role  Keywords 1 2 Filter  Company Size  Fortune 1000  Seniority Level  Function 3 Save 1. Who is the right person? Leverage LinkedIn to be targeted on who to approach
  12. 12. 13 2. Gather Intelligence Be prepared for every interaction by researching contacts and companies
  13. 13. 2 Find a common connection This profile fits all my criteria, and has a connection to someone in our Canadian office Meeting with prospect set up ©2013 LinkedIn Corporation. All Rights Reserved. 1 Asks teammate for an introduction 3. Engage using your network Leverage both your network and your companies network
  14. 14. LinkedIn social selling case study 107% more likely to close a deal Base win rate Win rate with social selling + 44% + 63% Targeting the right person Using a connection + 107%
  15. 15. Thank you