Pioneering LinkedIn sales executives are changing how sales is done. Their social selling techniques are reshaping prospecting and account management best practice. Daily they are using LinkedIn Sales Navigator to find new leads, develop existing business and build valuable relationships. Two of our top performing sales execs - sales person to sales person - as they reveal how they do it, the tools they use and their top tips for success.These practical insights are not to be missed.

1. A day in the life of a
LinkedIn social seller
Wednesday, July 22nd 2015
11:00am BST, 12:00pm CEST
Duration: 45 minutes

2. • Introduction to Social Selling
• What we do…
• A day in the life of a social seller part 1: Prospecting
• A day in the life of a social seller part 2: Account/prospect management
• Q&A
John O’Toole
Sr. Account Executive
LinkedIn Sales Solutions
Andy Keane
Sr. Account Executive
LinkedIn Sales Solutions

3. • All attendees are muted by default.
• Please type your questions into the chat panel.
Questions will be addressed at the end of
webinar.
• The webinar recording and slides will be emailed
out after the webinar

4. Introduction to
social selling

5. 5.4 people are involved in the average
B2B buying decision
75% of B2B buyers use
social media to inform
themselves on vendors
90% of B2B decision
makers never respond
to cold outreach
75%
90%

6. • We live what we sell, no more cold calls
• Use Sales Navigator to prospect and manage our
accounts

7. A day in the life of a
social seller part 1:
prospecting

8. “When your
prospects and
customers go to
your profile, that is
their initial
impression of you.”
(Fortune 100 Sales Manager, November 4th, 2014)

9. Remember:
Top tip: Use professional profile
photo
Summaries - craft carefully, ask -
what are my professional
passions? Keep it customer-
centric!
Rich media - turn your profile into
a sales opportunity and reach the
74% of B2B buyers influenced by
what they read on social media
Stay up to date – keep your
profile up to date

10. Find prospects
using Sales
Navigator

11. Enter Sales Navigator platform
Start your search from the homescreen

12. Find prospects using Lead Builder
Use Sales specific searches in Lead Builder

13. Find prospects using Lead Builder
Enter your territory in ‘location’

14. Find prospects using Lead Builder
Narrow down your search based on buyer’s role

15. Find prospects using Lead Builder
Hone in on the most suitable decision makers

16. Find prospects using Lead Builder
Select the typical size of the company you would sell to

17. Find prospects using Lead Builder
Save your searches for future use

18. Find prospects using Lead Builder
Save your leads

19. Find prospects using Lead Builder
Gain actionable insights

20. Find prospects using Lead Builder
Add automatically suggested leads

21. Leverage your network
using TeamLink

22. Tap into the wider connections of your colleagues

23. Leverage the power of colleagues to boost sales

24. Relate to your prospects
- lead with insights

25. Relate to your prospects
Listen for social triggers to help you sell

26. Examples of
InMails

27. RE: LinkedIn Sales Solution and Company ABC
Joe Blogs CEO, Company ABC
July 24 2015 3:59PM
Hello Jaime
Thanks for the note – this might be useful for our internal team that manages our
LinkedIn presence – if you think that would be useful, I’m happy to make an intro for
you to chat.
Cheers
Joe
--------------------------------------------------------------------
Hi Joe,
I just read your Company’s update on your agency being 5th in the Company Week
Top 150, impressive stuff. This inspired me to reach out to you as CEO of Company
ABC.
Company ABC are a highly engaged Company on LinkedIn and I wanted to quickly
introduce LinkedIn Sales Solutions to you, which can allow you and your team to
identify any decision maker in our 365M+ member base.
Are you interested in having a brief chat?
Cheers,
Jaime

28. RE: LinkedIn Sales Solution and Company XYZ
John Smith VP Sales, Company XYZ
July 24 2015 3:59PM
Hi Andy,
I have some time on Friday PM.
Regards,
John Smith
VP Sales - Company XZY
--------------------------------------------------------------
Hi John,
First, great presence on LinkedIn and great engagement- your endorsements in SaaS
and Sales Process are impressive. I really liked the line in your summary, "Proven
Business Transformation skills for developing increased financial and people value
within organisation."
I am a contact here at LinkedIn and was inspired to reach out after reviewing your
profile and seeing that you are VP Sales.
Company XYZ has 610,111 unique connections to 119,592 different companies on
LinkedIn. I'd love to show you how to leverage this data to identify decision makers and
drive new business.
Do you have any time this week for a quick call?
Best,
Andy

29. RE: LinkedIn Sales Solution and Company ABC
Jess Smith Head of Field Marketing at Company ABC
July 29 2015 8:51PM
Jaime
I am holiday for the next couple of week, but yes would like to have a discussion.
Would week commencing 18th August work for you? If you could send any additional
information in advance that would be appreciated.
Cheers
Jess
--------------------------------------------------------
Hi Jess,
I just read a news article in how Company ABC won Best of Show Award. This inspired
me to reach out o you as Head of Field Marketing Europe at Company ABC.
Company ABC are a highly engaged Company on LinkedIn and I wanted to quickly
introduce LinkedIn Sales Solutions to you, which can allow you and your team to
identify any decision maker in our 300+ member base.
Are you interested in having a brief chat?
Cheers,
Jaime

30. • Use insights about the prospects
company to personalise the InMail
• Mention:
- Prospects experience
- Their company profile on LinkedIn
- Touch on an aspect of their
company, or a recent post, that
appeals
• Keep to a relatively informal tone offering
a “quick chat” not a hard sales message

31. • Focus on your prospects
• Stay informed
• Build trust

32. A day in the life of a
social seller part 2:
(account/prospect) management

33. • Relate to your prospects with fact based insights
• Engage your prospects where they are
Reps that exceed quota get 74% more
engagement on their posts than those that
don’t exceed quota

34. Nurture through personal insights

35. Reaching decision makers

36. Use proactive insights to reach out to prospects as they move upwards in their career

37. • On a call use social insights to build rapport
• Before meeting research attendees to find common
ground
• Engage your prospects through what matters to them
• Successful meetings stem from connecting with your
clients

38. Q&A
sales.linkedin.com