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Social Selling Implementation, Leadership event at LinkedIn UK HQ

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The presentation is designed for business leaders who already have an advanced knowledge of LinkedIn's solutions for sales teams.

Our Social Selling leadership morning showcases companies who are embracing social selling and transforming how their organisations approach to sales.

Our guests heard first hand from our customers AON, PTC and Vodafone, who shared their journey, insights and step by step advice on how they implemented successful social selling programmes.

Published in: Sales
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Social Selling Implementation, Leadership event at LinkedIn UK HQ

  1. 1. 11 June 2015 LinkedIn London Headquarters Social Selling Leadership Morning
  2. 2. Welcome to LinkedIn Simon Kelly Strategic Sales Leader LinkedIn Welcome toLinkedIn Simon Kelly Strategic Sales Leader LinkedIn Welcome toLinkedIn Simon Kelly Strategic Sales Leader LinkedIn Welcome toLinkedIn Simon Kelly Strategic Sales Leader LinkedIn
  3. 3. This Morning’s Agenda 10.00: Welcome & Introduction 10.15: The 5 Best Practices for Implementing a Social Selling Programme 10.40: A Story of Success: PTC's implementation of Social Selling 10.50: Customer Panel featuring Vodafone, AON and PTC 11.15: Q & A 11:30: Networking, hors d'oeuvres & live demo’s
  4. 4. Your Professional Brand on LinkedIn 19Countries 5Continents Thank you for being on LinkedIn 872 UnitedStates 140 Canada 80 UnitedKingdom 26 CzechRepublic 8 Netherlands 11264.2M 4892004 JoinedLinkedInon November16,2004 Amongthefirst 4.2M memberstojoinLI Connectionson LinkedIn ProfileViews DianeKramer LINKEDINMOMENTS QUICKSTATS: YOU&YOURNETWORKSONLINKEDIN YOURNETWORK companiesconnectedto NOVEMBER2005 CAMERONREID Last90Days your1st connectiononLinkedIn EDUCATIONNETWORKSHOWYOUCOMPARE PROFILEVIEWS Yourankinthe ENDORSEMENTS Yourankinthe 41 30 23 10 8 AdamGrant (168,722followers) Your Professional Brand on LinkedIn 19Countries 5Continents Thank you for being on LinkedIn 872 UnitedStates 140 Canada 80 UnitedKingdom 26 CzechRepublic 8 Netherlands 1126!4.2M" 489#2004$ JoinedLinkedInon November16,2004 Amongthefirst 4.2M memberstojoinLI Connectionson LinkedIn ProfileViews DianeKramer LINKEDINMOMENTS% QUICKSTATS: YOU&YOURNETWORKSONLINKEDIN& YOURNETWORK companiesconnectedto NOVEMBER2005 CAMERONREID Last 90Days your1st connectiononLinkedIn ( EDUCATIONNETWORKS% HOWYOUCOMPARE PROFILEVIEWS Yourankinthe ENDORSEMENTS Yourankinthe 41 30 23 10 8 AdamGrant (168,722followers)
  5. 5. 75% of B2B Buyers use social media to make purchasing decisions 75% of B2B Buyers use social media to make purchasing decisions
  6. 6. 95% Of B2B decision-makers expect new or different insights from sales professionals 95% Of B2B decision-makers expect new or different insights from sales professionals
  7. 7. 5X More likely to engage with sales professionals via warm introduction than cold outreach. 5X More likely to engage with sales professionals via warm introduction than cold outreach.
  8. 8. Social Selling Defined Create a professional brand Find the right people Engage with insights Build strong relationships Social Selling Defined Create a professional brand1 Find the right people2 Engage with insights3 Build strong relationships4
  9. 9. Social Selling Index Laggards 0 100 Leaders Social Selling Index Laggards 0 100 Leaders
  10. 10. Top Social Sellers in the room Source: LinkedIn Internal Data – June 2015 1 Alison Burrell Sales & Marketing Manager, G4S Risk Consulting Ltd 95 2 Paul Lewis Global Social Media Marketing Manager, Pitney Bowes 91 3 Alexander Low Head of Client Development, JLL 87 4 Jason Emanuel Business Development Manager, Duedil 87 5 Mark Edge RVP of Sales & Managing Director UK, Brainloop AG 85 Top Social Sellers in the room Source: LinkedIn Internal Data – June 2015 1 Alison Burrell Sales & Marketing Manager, G4S Risk Consulting Ltd 95 2 Paul Lewis Global Social Media Marketing Manager, Pitney Bowes 91 3 Alexander Low Head of Client Development, JLL 87 4 Jason Emanuel Business Development Manager, Duedil 87 5 Mark Edge RVP of Sales & Managing Director UK, Brainloop AG 85
  11. 11. The 5 Best Practices for Implementing a Social Selling Programme Anita Windisman Sales Product Consultant LinkedIn
  12. 12. 5 Best Practices for Implementing a Social Selling Programme 1. Be Clear on the Business Need 1. Select an Executive Sponsor 2. Ensure Sales and Marketing Are Aligned 3. Assign a Champion Committed to Project Execution 4. Focus on Engagement and Adoption
  13. 13. Session Goals  Appreciate strategic and tactical requirements for a successful social selling programme  Know which stakeholders to involve in implementation  Understand how to drive usage and engagement of LinkedIn Sales Navigator
  14. 14. Strategic What are your business goals?  Faster sales cycle?  More focused sales pipeline?  Better sales intelligence? 1. Be Clear on the Business Need and Agree Upon Criteria for Success
  15. 15. 1. Be Clear on the Business Need and Agree Upon Criteria for Success Strategic
  16. 16. 2. Select an Executive Sponsor Champion to Drive the Programme Strategic
  17. 17. Strategic 2. Select an Executive Sponsor Champion to Drive the Programme
  18. 18. 3. Ensure Sales and Marketing Are Aligned with a Common Goal Strategic
  19. 19. 3. Ensure Sales and Marketing Are Aligned with a Common Goal Every sales rep is a brand ambassador Strategic
  20. 20. 4. Assign a Champion Committed to Project Execution Tactical
  21. 21. 4. Assign a Champion Committed to Project Execution Tactical
  22. 22. 5. Focus on Engagement and Adoption Create a Leader Board Tactical 5. Focus on Engagement and Adoption Create a Leader Board Tactical
  23. 23. 5. Focus on Engagement and Adoption Adoption Competitions:  Territory Planning Contest - Get reps into the habit of saving Accounts and Leads  LinkedIn Success Story Contest - Uncover and share stories that highlight the value of Sales Navigator  Best LinkedIn Profile Contest - Recognise reps who best represent your brand Tactical
  24. 24. 5 Best Practices for Implementing a Social Selling Programme Strategic 1. Be clear on the business need and criteria for success 2. Select an Executive Sponsor champion 3. Ensure that Sales and Marketing are aligned Tactical 4. Assign a champion who is committed to project execution 5. Focus on engagement and adoption Tactical Strategic
  25. 25. Implementing Social Selling 6 Continents 500 licenses 20X ROI Julian Lee Sr. Director, Sales Enablement PTC, Inc. Implementing Social Selling 6 Continents 500 licenses 20X ROI Julian Lee Sr. Director, Sales Enablement PTC, Inc.
  26. 26. Set a Vision Get Senior Leadership on board Combine Scale with Regional Support Make it easy to share content Use SSI as your yardstick ACHIEVING SOCIAL SELLING MOMENTUM Reinforce your vision at every turn
  27. 27. Victoria Mason Sr. Marketing Manager AON Julian Lee Sr. Director, Sales Enablement PTC, Inc. Tony Finn Head of Solution Sales, Northern Europe Vodafone Featured Panelists Victoria Mason Sr. Marketing Manager AON Julian Lee Sr. Director, Sales Enablement PTC, Inc. Tony Finn Head of Solution Sales, Northern Europe Vodafone Featured Panelists
  28. 28. Q & AQ &A

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