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Social Selling Roadshow - San Francisco

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An Inside Look at Social Selling with LinkedIn in San Francisco

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Social Selling Roadshow - San Francisco

  1. 1. Social Selling Roadshow An Inside Look at Social Selling with LinkedIn
  2. 2. Today’s agenda 3:00 Registration & Networking 3:30 State of Sales Keynote 4:00 Modern Sales in Practice 4:45 Future of Sales with LinkedIn 5:15 Networking Reception
  3. 3. The State of Sales 2017 Mike Derezin Global Vice President of Sales LinkedIn Sales Solutions
  4. 4. Global State of Sales Survey
  5. 5. Conventional Sales Tactics Are Losing Deals
  6. 6. Conventional Sales Wisdom Call High Lead with Great Questions Touch 7 Times
  7. 7. 6.8 Decision makers per deal 58% Decisions made outside of C suite Call High
  8. 8. 77% Buyers who believe sales doesn’t understand business Lead with a Great Question
  9. 9. Touch the Prospect 7 Times
  10. 10. Conventional Sales Wisdom Call High Lead with Great Questions Touch 7 Times
  11. 11. Call High Lead with Great Questions Touch 7 Times Conventional Sales Wisdom Complex Buying Committees Heightened Buyer Expectations Conventional Tactics Don’t Deliver+ =
  12. 12. Modern Selling Target the full buying committee Understand before you ask Engage from 1st contact to final contract
  13. 13. Modern Selling Target the full buying committee Understand before you ask Engage from 1st contact to final contract
  14. 14. Billions of Members, Trillions of Data Points World’s Largest Social Network World’s Largest Professional Network World’s Largest Presidential Megaphone Share Ideas Provide Updates Follow Influencers Get Advice Learn Skills
  15. 15. Target the Full Buying Committee Buying CommitteesPotential Customers
  16. 16. The 10 New Sales Essentials The three account mapping tools Sales Filters Lead Bot Integrated Data
  17. 17. Account Mapping Tools Filters
  18. 18. Account Mapping Tools Lead Bots Suggested Leads Twitter Recommendations
  19. 19. Account Mapping Tools Integrated Data CRM Sync
  20. 20. Kaiser Yang SVP, Managing Director, Chief Strategist “Staying focused is important. That’s where having Sales Navigator is so critical: to make sure that you’re focusing on the right priorities, accounts, and contacts. It’s a great tool to zero you in.”
  21. 21. Modern Selling Target the full buying committee Understand before you ask Engage from 1st contact to final contract
  22. 22. Tap Into Social Signals to Understand Your Buyer Buying Committee Social Signals Account Sweet Spot
  23. 23. The 10 New Sales Essentials The three account mapping tools The five social signals Sales Filters Lead Bot Integrated Data The job change The hiring burst The new connections The content shares The social comments
  24. 24. Social Signals The content shares The social commentsThe job change How do we show a hiring burst?
  25. 25. “[Using social signals] allows me to have a much more targeted plan for approaching prospective clients. I can ask about the new office they’ve opened or a new product that’s coming out.” Gary James Regional Sales Leader
  26. 26. “I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.” Rick Vangrin Sales Director
  27. 27. Modern Selling Target the full buying committee Understand before you ask Engage from 1st contact to final contract
  28. 28. Engage from 1st contact to final contract Sales Pro Mutual Acquaintance Customer
  29. 29. The 10 New Sales Essentials The three account mapping tools The five social signals Sales Filters Lead Bot Integrated Data The job change The hiring burst The new connections The content shares The social comments Feedback loopsConnection paths The two engagement tools
  30. 30. Engagement Tools Connection Paths Feedback Loops
  31. 31. “I was intrigued by a post my prospect wrote and reached out with my perspectives. She agreed to a meeting and introduced me to the right decision maker.” Jeff Andrews Account Executive
  32. 32. 90% Top Sales Pros Using These Techniques 80% Stealth Competitors In Accounts Good News. Bad News. Source: State of Sales Survey 2016. Frederiksen, L.W. and Taylor, A.E. (2010) Spiraling Up: How to Create a High Growth, High Value Professional Services Firm. Reston, Virginia: Hinge Research Institute.
  33. 33. What are you doing to dispel sales myths in your organization?
  34. 34. 3 Things You Can Do Today sales.linkedin.com Train to Listen for Social Signals Arm Your Team with the Right Tools Measure for Success and ROI
  35. 35. SALES NAVIGATOR LinkedIn sales.linkedin.com
  36. 36. Modern Sales in Practice John Meere Head of Customer Success, LinkedIn Sales Solutions Steven Broudy Director of Inside Sales, Mulesoft Matt Amundson Vice President of Sales Development & Field Marketing, Everstring Holly Proctor Key Accounts Sales Leader, LinkedIn Sales Solutions
  37. 37. Future of Sales with LinkedIn Doug Camplejohn Head of Product LinkedIn Sales Solutions
  38. 38. EMAIL LINKEDIN CRM
  39. 39. System of Record CRM System of Communication EMAIL System of Engagement LINKEDIN EMAIL LINKEDIN CRM
  40. 40. A system salespeople want to engage with Integrates deeply with the tools you use everyday Automatically stays up-to-date Minimizes data entry Answers the question “What is the next best action I should take?” System of Engagement
  41. 41. System of Communication EMAIL System of Record CRM System of Engagement LINKEDIN
  42. 42. Sales Navigator The best version of LinkedIn for salespeople
  43. 43. The most powerful people and company search Sales Navigator Today Automatic lead and account recommendations Integrations into CRM and Email systems TeamLink: find warm introduction paths InMail: reach prospects directly Prospect news and alerts Desktop and mobile apps
  44. 44. Working Together Sales Navigator 2017:
  45. 45. Working Together Within Sales Team Across Company With Partners Product Platform
  46. 46. Recent Releases
  47. 47. PointDrive Recent Releases: Across Company TeamLink Extend
  48. 48. Single Sign-On Recent Releases: Product Platform ROI Reports
  49. 49. Recent Releases: With Partners Write activity data to CRMAdmin Sync
  50. 50. Coming Soon
  51. 51. Collaboration Coming Soon: Within Sales Team
  52. 52. Coming Soon: Within Sales Team Multi-Level Reporting
  53. 53. Coming Soon: Across Company LinkedIn Ad Integration
  54. 54. Coming Soon: With Partners Support for additional platforms
  55. 55. Coming Soon: Product Platform Unified Admin and Billing
  56. 56. Thank you Happy Hour & Networking Submit surveys to the registration desk for a Starbucks gift card!
  57. 57. Social Selling Roadshow An Inside Look at Social Selling with LinkedIn

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