The document discusses how using Salesforce and LinkedIn Sales Navigator can help accelerate social selling adoption by providing metrics to track adoption and measure impact. It describes how the Social Selling Index (SSI) measures social selling effectiveness and compares high-scoring sellers to low scorers. Interviews with representatives from the Sacramento Kings and Procore Technologies illustrate how integrating Salesforce and LinkedIn has improved prospect research, saved time, increased measurable results like attendance and opportunities. The conclusion emphasizes that measurement is key to understanding progress in changing sales behavior through social selling.
Getting a Competitive Advantage through Social Selling | #scon11 @sugarconInsideView
“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers.”
This document is an issue of the Revenue Performance magazine published by mThink. It discusses various topics related to monetization and high-performance marketing. The issue includes articles on converting social media traffic, affiliate opportunities in social commerce, and the differences between affiliate networks and CPA networks. The letter from the publisher discusses the importance of treating social media traffic seriously and optimizing the user experience to generate ROI, rather than dismissing social media as not being profitable.
Social media success in the real world Robert Knop
Using social media for business can prove challenging in a highly regulated
industry. But the financial services firms that grasp the opportunity have seen the power
of social selling firsthand. This publication provide case studies from myself and other social selling experts regarding how to drive results in the financial services industry.
Social Selling Done Right: Strategies for Creating a Social Selling CultureLinkedIn Sales Solutions
Today’s salesforce is ditching the phones and leveraging social media to find prospects and close deals. While Social Selling continues to drive higher revenue and increase pipeline, most organizations still do not have a social media strategy for their sales organization. Although companies understand why Social Selling is important, they don’t know how to make the change. It’s time for these organizations to implement a Social Selling culture before they get left behind.
Social Selling Roadshow, London Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
This document summarizes a presentation on social selling. It discusses key metrics around social selling like the Social Selling Index. It shows that social sellers create more opportunities and are more likely to hit their quotas. The UK average SSI has increased 16% in the last year. It profiles top performing companies and individuals in social selling. It also discusses best practices like executive alignment, measurement, education and identifies social selling heroes who have driven adoption.
The document discusses predictions for the future of B2B marketing from 31 top marketers presenting at the B2B Marketing Forum. Some key predictions include: marketing becoming organized around data, content, and technology with silos disappearing; prospects closing their own deals using mobile devices; and the CMO becoming the "Chief Journey Officer" responsible for optimizing the customer journey. The future is also predicted to include technologies like precognitive marketing, neural interfaces, and all marketing becoming marketed to individuals rather than businesses versus consumers.
Although delivering highly valued social media content for their clients, many advertising and communication agencies are struggling to develop their own effective social media strategies. This presentation, delivered at AGA Chicago 2013, walks you through tips and a process to employ to drive traffic and leads to the top of your sales funnel, using social media.
The demand generations marketing guide Spark Media
The document provides guidance for demand generation marketers on using LinkedIn Marketing Solutions to drive leads and sales. It discusses how today's buyers conduct extensive online research before purchasing, so marketers need top-of-funnel strategies to reach prospects earlier in their journey. LinkedIn offers various advertising and content solutions to help marketers engage prospects across the entire buying cycle and nurture them through display ads, social posts, and personalized messages until they are ready to buy. The guide emphasizes that LinkedIn is the best platform for reaching business professionals and that its targeting capabilities and large membership make it an effective tool for demand generation.
Getting a Competitive Advantage through Social Selling | #scon11 @sugarconInsideView
“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers.”
This document is an issue of the Revenue Performance magazine published by mThink. It discusses various topics related to monetization and high-performance marketing. The issue includes articles on converting social media traffic, affiliate opportunities in social commerce, and the differences between affiliate networks and CPA networks. The letter from the publisher discusses the importance of treating social media traffic seriously and optimizing the user experience to generate ROI, rather than dismissing social media as not being profitable.
Social media success in the real world Robert Knop
Using social media for business can prove challenging in a highly regulated
industry. But the financial services firms that grasp the opportunity have seen the power
of social selling firsthand. This publication provide case studies from myself and other social selling experts regarding how to drive results in the financial services industry.
Social Selling Done Right: Strategies for Creating a Social Selling CultureLinkedIn Sales Solutions
Today’s salesforce is ditching the phones and leveraging social media to find prospects and close deals. While Social Selling continues to drive higher revenue and increase pipeline, most organizations still do not have a social media strategy for their sales organization. Although companies understand why Social Selling is important, they don’t know how to make the change. It’s time for these organizations to implement a Social Selling culture before they get left behind.
Social Selling Roadshow, London Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
This document summarizes a presentation on social selling. It discusses key metrics around social selling like the Social Selling Index. It shows that social sellers create more opportunities and are more likely to hit their quotas. The UK average SSI has increased 16% in the last year. It profiles top performing companies and individuals in social selling. It also discusses best practices like executive alignment, measurement, education and identifies social selling heroes who have driven adoption.
The document discusses predictions for the future of B2B marketing from 31 top marketers presenting at the B2B Marketing Forum. Some key predictions include: marketing becoming organized around data, content, and technology with silos disappearing; prospects closing their own deals using mobile devices; and the CMO becoming the "Chief Journey Officer" responsible for optimizing the customer journey. The future is also predicted to include technologies like precognitive marketing, neural interfaces, and all marketing becoming marketed to individuals rather than businesses versus consumers.
Although delivering highly valued social media content for their clients, many advertising and communication agencies are struggling to develop their own effective social media strategies. This presentation, delivered at AGA Chicago 2013, walks you through tips and a process to employ to drive traffic and leads to the top of your sales funnel, using social media.
The demand generations marketing guide Spark Media
The document provides guidance for demand generation marketers on using LinkedIn Marketing Solutions to drive leads and sales. It discusses how today's buyers conduct extensive online research before purchasing, so marketers need top-of-funnel strategies to reach prospects earlier in their journey. LinkedIn offers various advertising and content solutions to help marketers engage prospects across the entire buying cycle and nurture them through display ads, social posts, and personalized messages until they are ready to buy. The guide emphasizes that LinkedIn is the best platform for reaching business professionals and that its targeting capabilities and large membership make it an effective tool for demand generation.
The document discusses how B2B marketers can use LinkedIn Marketing Solutions to drive demand across the sales funnel. It notes that traditional bottom-funnel tactics like email and search have limited reach, so marketers need top-funnel activities on LinkedIn to reach more prospects. Specifically, it recommends using LinkedIn Display Advertising to increase brand awareness, Sponsored Updates to engage prospects with relevant content, and Sponsored InMail and Lead Accelerator to nurture prospects based on online behavior and deliver personalized messages. The goal is to stimulate engagement at all stages of the funnel in order to generate more qualified leads and opportunities.
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SumoLogic and Juniper Networks.
Social Selling Roadshow, Dublin Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The document provides an overview of social selling and how to unlock competitive advantage through it. It discusses key concepts like:
- The importance of social selling has grown as the buying process has changed, with more people involved in decisions and buyers using social media for research
- The Social Selling Index (SSI) measures effectiveness and leaders with high SSI see better opportunities and quota attainment
- Regions and sectors have seen growth in average SSI, indicating the potential of social selling
- To seize the opportunity, companies need executive alignment, education programs for salespeople, and to measure social selling impact through the SSI and tangible metrics like pipeline and revenue.
- Social selling heroes share examples of success through early
How Top Teams Win in Today's Social Buying EnvironmentJohn Mayhall
The document discusses how top sales teams are adapting to changes in the buying process by embracing social selling on LinkedIn. It provides an example of how one company, New Horizons, implemented social selling practices which led to increased pipeline and revenue. The document also introduces the Social Selling Index, which measures how well sales teams have adopted social selling behaviors on LinkedIn that are predictive of sales success.
From Social Media Benchmarks to ROI: How to Begin with the End on MindLightspan Digital
Everybody wants to know - what's the social media ROI? Some claim there isn't a way to measure social media ROI. And others have redefined social media ROI to mean anything but return on investment. This presentation shows you how set up tracking, how to choose measurements based on the objectives you set and how to do the hardest thing of all - talk to your bosses about the fact that social media marketing just like any marketing is always a cost.
Presented at Content Jam, Chicago, 2014.
Millennials are the largest, most diverse generation around the globe. By 2020, they will make up 50% of the workforce. Marketers are desperately trying to understand this group because they know how much purchasing power millennials already have (around $1 trillion annually – nothing to sneeze at), and that they’ll only get more powerful in the next decade.
There are 114 million millennials on LinkedIn alone. Reaching them effectively begins with understanding their unique mindset.
That’s why we’ve gathered a group of top millennial marketers to discuss:
• How millennials make purchasing decisions
• Advice for marketers looking to reach millennials
• What millennials predict for the future of marketing
• What millennials want in a job
• Personal branding tips for fellow millennials
Whether you’re a millennial, or a marketer looking to better understand millennials, this deck from our live video webinar is for you.
Sales professionals at companies that practice social selling are viewed more positively by their non-sales peers compared to those at companies that don't practice social selling. Specifically, professionals believe sales teams have a greater positive impact on revenue growth and use more effective sales tactics. Additionally, peers are more likely to respect and value social selling reps, as well as introduce them to their own professional networks. The document recommends salespeople improve their reputation by becoming industry thought leaders, leveraging customer data insights, and obtaining warm introductions.
2011 12-08 scalable predictable sales and marketingHubSpot
The document discusses three best practices used by HubSpot for predictable, scalable revenue growth:
1. Embrace a metrics-based management style to understand which marketing activities most influence leads to become sales.
2. Create a culture of coaching and development where salespeople are trained as consultants and managers coach individuals to address skill deficiencies.
3. Maximize inbound leads by repurposing content like webinars and surveys into blog posts and tweets, and using tools like Marketing Grader to improve the marketing funnel.
Why Enterprise Companies Need a New Marketing PlaybookHubSpot
Chief marketers are more accountable for revenue generation than ever before. Increasing sales-ready leads and ROI - all while aligning sales and marketing functions - is crucial for today's enterprise CMO. One of the most promising new approaches is Enterprise Inbound Marketing – digital marketing techniques and strategies to attract more qualified prospects and convert them into sales-ready opportunities.
Content marketing careers are constantly evolving, but one thing is certain: The power of LinkedIn for personal branding and career advancement is here to stay. Of course, because so many people rely on LinkedIn for professional networking these days, it’s essential to create a profile that will help you stand out and get noticed by the people who make hiring decisions in your industry. It’s not an easy task, but it can be
done – with the help of some pro-level tips for strengthening your LinkedIn presence and gaining an edge over the competition. If your “Who’s Viewed Your Profile” chart is flatlining week after week, the advice below will help breathe new life into your profile, improve your visibility in search results, generate more views, and impress your audience.
Selling in today’s competitive environment has never been fiercer. With the explosion of easily accessible data on competition, pricing, and reviews, buyers are incredibly informed. And while the tools to arm sales professionals have improved and grown in number, it’s becoming increasingly difficult to make sense of the crowded sales technology market.
In this webinar, Marcus Murphy, Global Partner Development Manager at Infusionsoft, discusses the key components in building a sales stack that is tuned for today’s social selling environment.
You'll learn:
-The key components of a modern sales stack
-Why social selling is mission critical to your stack
-How an efficient sales stack can increase sales and revenue
LinkedIn Sales Navigator makes it simple to establish and grow relationships with prospects and customers by helping you tap into the power of LinkedIn, the world’s largest professional network of 300M + members. Designed for sales professionals, LinkedIn Sales Navigator combines LinkedIn’s network data, relevant news sources, and your accounts, leads, and preferences to produce customized recommendations and insights. With LinkedIn Sales Navigator, you can focus on the right people and companies, stay up-to-date on what’s happening with your accounts, and build trust with your prospects and customers.
5 Tips for a Social Media Report Your C-Suite Will LoveMohamed Mahdy
1) The document provides 5 tips for creating social media reports that will be well-received by executive leadership or the C-suite.
2) It advises focusing reports on key business goals, using metrics that directly relate to those goals, keeping reports concise and visual, and tailoring the format and delivery to each executive's preferences and schedule.
3) The tips are based on the author's experience helping numerous large companies develop effective executive reporting programs for social media.
Marketo: The definitive-guide-to-lead-generation Jan 2014Brian Crotty
Here are the key points about defining a lead from the document:
- A lead is a qualified prospect that is starting to exhibit buying behavior.
- When defining a lead, companies should consider both demographic factors (e.g. title, company) and psychographic factors (e.g. needs, pain points).
- Sales and marketing must agree on a universal lead definition through open discussion. They should define what makes a "good" lead versus a "bad" lead.
- In addition to demographics, B2B companies also consider firmographics like company size, industry, and existing products when defining leads.
- Qualifying leads based on their BANT (budget, authority, need, timeline
How to Create an Effective Inbound Marketing CampaignVIEO Design
The document outlines six steps to creating an effective inbound marketing campaign: 1) Develop an offer, 2) Create a killer landing page, 3) Nurture leads with marketing automation, 4) Tell your tribe, 5) Promote your offer, and 6) Measure everything and troubleshoot. It provides tips for each step, such as focusing offers on the awareness, consideration or decision stage; keeping landing page forms short; segmenting leads in marketing automation; and benchmarking metrics like a 20% landing page submission rate. The document aims to teach how to attract and engage customers through quality content and conversion optimization.
The document provides definitions and analyses for key Twitter metrics including engagement, retweets, mentions, favorites, hashtags, potential reach, potential impressions, and response rate and time. It explains how to measure account engagement, audience, share of voice, and visual content effectiveness. The document also outlines tools for optimizing site traffic, customer service, campaigns, and influence on Twitter.
The world's leading social selling teams share the blueprints that led to success within their organizations. These blueprints provide a template that other Sales teams can follow to generate awareness and sponsorship, educate and train on the frontline, and ultimately create long term accountability.
This document summarizes a social selling conference held in Utrecht on April 19th. It provides an overview of LinkedIn's global user base and the Netherlands user base. It discusses how the buying process has changed and now involves more people. The rest of the agenda is outlined which includes discussions on how social selling can provide competitive advantage, the hallmarks of a social seller, and a customer panel on making social selling part of everyday work. The document emphasizes measurement, education, and executive alignment as keys to unlocking the opportunity of social selling.
Industry research has shown that candidates need 3-10 touches before applying. You can't win talent overnight, but you can influence people along their journey and help them make the right decision about their next career move. By creating and sharing unique, informative content across social platforms, you can engage your target audience and showcase your culture. On top of that, our research found that when people see company content first, it can boost application rates on LinkedIn by up to 65%! This presentation, originally presented as a webcast, will teach you about the importance of content marketing as it relates to lead generation. You will learn tips and best practices for creating, distributing, and optimizing your content – ultimately helping you build a targeted pipeline of qualified talent.
Learn more about our solutions at business.linkedin.com/talent-solutions
The Long Game, Building a Global Social Selling Programme - SAP - A customer ...LinkedIn Sales Solutions
Featuring Malin Liden, VP, Global Sales Enablement, SAP. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies.
Este documento fornece orientações em 4 etapas para gerar leads de qualidade no LinkedIn usando Atualizações patrocinadas. A primeira etapa é criar conteúdo valioso que responda às perguntas do público-alvo. Na segunda etapa, esse conteúdo é transformado em Atualizações patrocinadas atraentes. A terceira etapa é otimizar as páginas de destino para conversão. E a quarta etapa é adaptar as campanhas para obter eficiência máxima.
The document discusses how B2B marketers can use LinkedIn Marketing Solutions to drive demand across the sales funnel. It notes that traditional bottom-funnel tactics like email and search have limited reach, so marketers need top-funnel activities on LinkedIn to reach more prospects. Specifically, it recommends using LinkedIn Display Advertising to increase brand awareness, Sponsored Updates to engage prospects with relevant content, and Sponsored InMail and Lead Accelerator to nurture prospects based on online behavior and deliver personalized messages. The goal is to stimulate engagement at all stages of the funnel in order to generate more qualified leads and opportunities.
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SumoLogic and Juniper Networks.
Social Selling Roadshow, Dublin Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The document provides an overview of social selling and how to unlock competitive advantage through it. It discusses key concepts like:
- The importance of social selling has grown as the buying process has changed, with more people involved in decisions and buyers using social media for research
- The Social Selling Index (SSI) measures effectiveness and leaders with high SSI see better opportunities and quota attainment
- Regions and sectors have seen growth in average SSI, indicating the potential of social selling
- To seize the opportunity, companies need executive alignment, education programs for salespeople, and to measure social selling impact through the SSI and tangible metrics like pipeline and revenue.
- Social selling heroes share examples of success through early
How Top Teams Win in Today's Social Buying EnvironmentJohn Mayhall
The document discusses how top sales teams are adapting to changes in the buying process by embracing social selling on LinkedIn. It provides an example of how one company, New Horizons, implemented social selling practices which led to increased pipeline and revenue. The document also introduces the Social Selling Index, which measures how well sales teams have adopted social selling behaviors on LinkedIn that are predictive of sales success.
From Social Media Benchmarks to ROI: How to Begin with the End on MindLightspan Digital
Everybody wants to know - what's the social media ROI? Some claim there isn't a way to measure social media ROI. And others have redefined social media ROI to mean anything but return on investment. This presentation shows you how set up tracking, how to choose measurements based on the objectives you set and how to do the hardest thing of all - talk to your bosses about the fact that social media marketing just like any marketing is always a cost.
Presented at Content Jam, Chicago, 2014.
Millennials are the largest, most diverse generation around the globe. By 2020, they will make up 50% of the workforce. Marketers are desperately trying to understand this group because they know how much purchasing power millennials already have (around $1 trillion annually – nothing to sneeze at), and that they’ll only get more powerful in the next decade.
There are 114 million millennials on LinkedIn alone. Reaching them effectively begins with understanding their unique mindset.
That’s why we’ve gathered a group of top millennial marketers to discuss:
• How millennials make purchasing decisions
• Advice for marketers looking to reach millennials
• What millennials predict for the future of marketing
• What millennials want in a job
• Personal branding tips for fellow millennials
Whether you’re a millennial, or a marketer looking to better understand millennials, this deck from our live video webinar is for you.
Sales professionals at companies that practice social selling are viewed more positively by their non-sales peers compared to those at companies that don't practice social selling. Specifically, professionals believe sales teams have a greater positive impact on revenue growth and use more effective sales tactics. Additionally, peers are more likely to respect and value social selling reps, as well as introduce them to their own professional networks. The document recommends salespeople improve their reputation by becoming industry thought leaders, leveraging customer data insights, and obtaining warm introductions.
2011 12-08 scalable predictable sales and marketingHubSpot
The document discusses three best practices used by HubSpot for predictable, scalable revenue growth:
1. Embrace a metrics-based management style to understand which marketing activities most influence leads to become sales.
2. Create a culture of coaching and development where salespeople are trained as consultants and managers coach individuals to address skill deficiencies.
3. Maximize inbound leads by repurposing content like webinars and surveys into blog posts and tweets, and using tools like Marketing Grader to improve the marketing funnel.
Why Enterprise Companies Need a New Marketing PlaybookHubSpot
Chief marketers are more accountable for revenue generation than ever before. Increasing sales-ready leads and ROI - all while aligning sales and marketing functions - is crucial for today's enterprise CMO. One of the most promising new approaches is Enterprise Inbound Marketing – digital marketing techniques and strategies to attract more qualified prospects and convert them into sales-ready opportunities.
Content marketing careers are constantly evolving, but one thing is certain: The power of LinkedIn for personal branding and career advancement is here to stay. Of course, because so many people rely on LinkedIn for professional networking these days, it’s essential to create a profile that will help you stand out and get noticed by the people who make hiring decisions in your industry. It’s not an easy task, but it can be
done – with the help of some pro-level tips for strengthening your LinkedIn presence and gaining an edge over the competition. If your “Who’s Viewed Your Profile” chart is flatlining week after week, the advice below will help breathe new life into your profile, improve your visibility in search results, generate more views, and impress your audience.
Selling in today’s competitive environment has never been fiercer. With the explosion of easily accessible data on competition, pricing, and reviews, buyers are incredibly informed. And while the tools to arm sales professionals have improved and grown in number, it’s becoming increasingly difficult to make sense of the crowded sales technology market.
In this webinar, Marcus Murphy, Global Partner Development Manager at Infusionsoft, discusses the key components in building a sales stack that is tuned for today’s social selling environment.
You'll learn:
-The key components of a modern sales stack
-Why social selling is mission critical to your stack
-How an efficient sales stack can increase sales and revenue
LinkedIn Sales Navigator makes it simple to establish and grow relationships with prospects and customers by helping you tap into the power of LinkedIn, the world’s largest professional network of 300M + members. Designed for sales professionals, LinkedIn Sales Navigator combines LinkedIn’s network data, relevant news sources, and your accounts, leads, and preferences to produce customized recommendations and insights. With LinkedIn Sales Navigator, you can focus on the right people and companies, stay up-to-date on what’s happening with your accounts, and build trust with your prospects and customers.
5 Tips for a Social Media Report Your C-Suite Will LoveMohamed Mahdy
1) The document provides 5 tips for creating social media reports that will be well-received by executive leadership or the C-suite.
2) It advises focusing reports on key business goals, using metrics that directly relate to those goals, keeping reports concise and visual, and tailoring the format and delivery to each executive's preferences and schedule.
3) The tips are based on the author's experience helping numerous large companies develop effective executive reporting programs for social media.
Marketo: The definitive-guide-to-lead-generation Jan 2014Brian Crotty
Here are the key points about defining a lead from the document:
- A lead is a qualified prospect that is starting to exhibit buying behavior.
- When defining a lead, companies should consider both demographic factors (e.g. title, company) and psychographic factors (e.g. needs, pain points).
- Sales and marketing must agree on a universal lead definition through open discussion. They should define what makes a "good" lead versus a "bad" lead.
- In addition to demographics, B2B companies also consider firmographics like company size, industry, and existing products when defining leads.
- Qualifying leads based on their BANT (budget, authority, need, timeline
How to Create an Effective Inbound Marketing CampaignVIEO Design
The document outlines six steps to creating an effective inbound marketing campaign: 1) Develop an offer, 2) Create a killer landing page, 3) Nurture leads with marketing automation, 4) Tell your tribe, 5) Promote your offer, and 6) Measure everything and troubleshoot. It provides tips for each step, such as focusing offers on the awareness, consideration or decision stage; keeping landing page forms short; segmenting leads in marketing automation; and benchmarking metrics like a 20% landing page submission rate. The document aims to teach how to attract and engage customers through quality content and conversion optimization.
The document provides definitions and analyses for key Twitter metrics including engagement, retweets, mentions, favorites, hashtags, potential reach, potential impressions, and response rate and time. It explains how to measure account engagement, audience, share of voice, and visual content effectiveness. The document also outlines tools for optimizing site traffic, customer service, campaigns, and influence on Twitter.
The world's leading social selling teams share the blueprints that led to success within their organizations. These blueprints provide a template that other Sales teams can follow to generate awareness and sponsorship, educate and train on the frontline, and ultimately create long term accountability.
This document summarizes a social selling conference held in Utrecht on April 19th. It provides an overview of LinkedIn's global user base and the Netherlands user base. It discusses how the buying process has changed and now involves more people. The rest of the agenda is outlined which includes discussions on how social selling can provide competitive advantage, the hallmarks of a social seller, and a customer panel on making social selling part of everyday work. The document emphasizes measurement, education, and executive alignment as keys to unlocking the opportunity of social selling.
Industry research has shown that candidates need 3-10 touches before applying. You can't win talent overnight, but you can influence people along their journey and help them make the right decision about their next career move. By creating and sharing unique, informative content across social platforms, you can engage your target audience and showcase your culture. On top of that, our research found that when people see company content first, it can boost application rates on LinkedIn by up to 65%! This presentation, originally presented as a webcast, will teach you about the importance of content marketing as it relates to lead generation. You will learn tips and best practices for creating, distributing, and optimizing your content – ultimately helping you build a targeted pipeline of qualified talent.
Learn more about our solutions at business.linkedin.com/talent-solutions
The Long Game, Building a Global Social Selling Programme - SAP - A customer ...LinkedIn Sales Solutions
Featuring Malin Liden, VP, Global Sales Enablement, SAP. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies.
Este documento fornece orientações em 4 etapas para gerar leads de qualidade no LinkedIn usando Atualizações patrocinadas. A primeira etapa é criar conteúdo valioso que responda às perguntas do público-alvo. Na segunda etapa, esse conteúdo é transformado em Atualizações patrocinadas atraentes. A terceira etapa é otimizar as páginas de destino para conversão. E a quarta etapa é adaptar as campanhas para obter eficiência máxima.
This slide deck was covered in a tactical webinar gives an introduction to the features available to users of LinkedIn Sales Navigator, a standalone version of LinkedIn that was build specifically for the way that sales people use LinkedIn. Learn more about features that help SMB sales teams take on pipeline generation and sales effectiveness, including Lead Builder, Lead Recommendations and Advanced Search.
This unofficial transcript summarizes Tyler G. Jones's academic record over 7 years of coursework. It shows that he has earned 124 credit hours within the institution with a cumulative GPA of 2.99. He began in 2010 and his last recorded term was Fall 2014. His highest GPAs were achieved in Spring 2012 with a 3.75 term GPA and he was named to the Dean's List that term. The transcript provides lists of courses taken each term along with grades and credit hours earned.
Open source software refers to programs where the source code is publicly available and can be modified. In 1991, Linux kernel was created by Linus Torvalds, providing a free UNIX-like kernel. When combined with the GNU operating system utilities, it formed a complete open source operating system called Linux. Major Linux distributions include SUSE, Debian, Mandrake, Caldera, and Red Hat. Red Hat Linux comes in both a free home edition called Fedora and a commercial edition called Red Hat Enterprise Linux. Linux is free, portable, secure, scalable, and has short debug times compared to proprietary operating systems like Windows.
El documento resume los resultados de encuestas nacionales de nutrición y salud en Argentina que muestran altos niveles de desnutrición, obesidad y anemia entre niños y mujeres. Explica que los problemas de alimentación comienzan en la etapa preescolar y escolar debido a malos hábitos como rechazar leche, carne y verduras, y consumir muchos dulces, jugos y gaseosas. Recomienda establecer una alimentación variada y saludable siguiendo la pirámide alimentaria, evaluar perió
Los juegos tradicionales son actividades lúdicas que han sido transmitidas de generación en generación a través del tiempo. Estos juegos contribuyen a la interacción social, el cumplimiento de reglas y la recreación, y son realizados por niños y niñas de diferentes edades en diversos espacios como patios, escuelas y parques. Algunos ejemplos de juegos tradicionales descritos incluyen adivinanzas, carreras con aros hechos de llantas, y carritos improvisados con materiales como lat
Kenfack Djiofack Carlos Aime is a fitness trainer from Cameroon seeking a new position. He has over 5 years of experience as a gym instructor in Dubai and Abu Dhabi, where he developed fitness programs, led group classes, and trained clients. Carlos aims to use his strong communication skills, teamwork abilities, and passion for health and fitness to benefit a new employer. He holds a General Certificate of Education and is proficient in English and French.
Flipmyfunnel ABM Presentation - Jason JueErin Pearson
1. The document discusses account-based marketing (ABM) tactics for web campaigns to enhance lead generation and account-based marketing, including dynamically customizing calls-to-action (CTAs) by account type and funnel stage.
2. It provides an example of a company, Savi Technology, that implemented an ABM campaign called "Estimated Time of Arrival as a Service" (ETAaaS) targeting accounts in manufacturing and logistics.
3. Tactics discussed include account selection methods, dynamic messaging and content to increase engagement by 250%, outbound lead campaigns, and sales support through account intelligence and content hubs.
The document provides a historical analysis of the military in Nigeria, outlining several key points:
1. The Nigerian military originated as a small colonial constabulary force and was influenced by its colonial origins, weakening its professionalism.
2. The military ruled Nigeria for 29 of its first 43 years of independence and contributed significantly to damage of the state through corruption and centralization of power.
3. The military's intervention in politics in 1966 was initially welcomed but it exacerbated ethnic divisions and undermined its legitimacy.
4. The civil war strengthened the military's legitimacy and influence but the post-war government failed to maximize this opportunity, politicizing the armed forces and weakening accountability
Alphorm.com Formation OS X 10.11 Server El Capitan, Les fondamentauxAlphorm
Formation complète ici :
http://www.alphorm.com/tutoriel/formation-en-ligne-mac-os-x-server-10-11-el-capitan-les-fondamentaux
OS X El Capitan est la nouvelle version du système d’exploitation d’Apple sorti en 2015.
Server est l’application qui va transformer votre Mac en véritable serveur.
Cette formation vous permettra d’acquérir les connaissances théoriques et pratiques nécessaires pour gérer un parc de Mac de type OS X 10.11 (et version antérieur) dans un système d’information.
Durant formation OS X Server, Bastien BLEYZAT va vous apprendre comment obtenir et installer OS X Server, le mettre à jour, le configurer, gérer les comptes utilisateurs, gérer le partage des ressources, le sauvegarder, le restaurer et le sécuriser.
A la fin de cette formation OS X Server, vous serez capable de gérer une PME avec un seul logiciel !
Here's a slide deck on the Social Selling that I presented to the Mattermark team. In this deck, I cover the what and why of social selling, simple tools to use, the basics of getting started, how to identify a team’s top LinkedIn Social Selling Index Scores, how your team can support each other in Social Selling (content, tips, mentorship), advice from Social Selling experts, and more.
1. The document describes the design, development, and testing of a new hydraulic engine mount for vibration isolation in agricultural applications.
2. A new configuration of hydraulic engine mount is designed that uses a piston and cylinder, reservoir, spring, and hydraulic oil for passive damping. It can also be made active using a solenoid actuator.
3. Testing of the hydraulic engine mount was done using an FFT analyzer to measure vibration parameters. Results showed the designed mount provided better vibration isolation than conventional rubber mounts.
How to Drive 10X More Leads with Social SellingMohamed Mahdy
This document provides guidance on how sales organizations can implement social selling to drive more leads. It recommends training the sales team on social media use, providing approved content for them to share, and tracking engagement and results. Implementing these seven steps can help sales teams build authority as thought leaders, nurture leads, and ultimately close more deals through social interactions.
This document provides tips and strategies for using social media and social selling. It defines social selling as leveraging your professional brand to fill your pipeline with the right people, insights, and relationships. It discusses establishing a professional personal brand on social networks like LinkedIn. It also explains how social media has transformed cold calls into warm introductions by providing insights into prospects. The document recommends using LinkedIn to search for prospect information and engage with prospects to build relationships and a robust sales pipeline.
The document provides guidance on social selling. It defines social selling as leveraging one's professional brand to fill the sales pipeline with the right people, insights, and relationships. It discusses how social selling has evolved from a concept that many sales executives were skeptical of, to one that is seen as fundamental to success. Examples are given of companies that have increased revenue and hit quotas by implementing social selling strategies that utilize platforms like LinkedIn. Tips are provided on building one's personal brand on social networks and engaging with prospects in a thoughtful, non-salesy manner.
The document provides advice from sales leaders on using social selling strategies effectively. It discusses how sales executives can lead with a focus on relationships by using LinkedIn to build credibility, identify where buyers are in the sales cycle, and encourage collaboration and alignment between sales and marketing teams through consistent messaging. The sales leaders emphasize focusing relationships over quantity, using metrics like the Social Selling Index to measure performance, and sharing quality content to position themselves as thought leaders in their industry.
Social Selling - Proven Strategies from the Worlds Best SellersMark Walton
The document provides strategies from top sales professionals on using social media, specifically LinkedIn, for sales. It discusses how social selling can help salespeople lead with a focus on relationships by building credibility through consistent messaging, identifying high and low performers using the Social Selling Index, and encouraging collaboration. Adopting these practices can help sales executives address challenges in managing complexity while driving growth. The document shares tips from industry leaders on effectively using conversations on LinkedIn to discuss value propositions, align sales and marketing messaging, and motivate sales teams to optimize social selling.
This document provides guidance on social selling. It defines social selling as leveraging a professional brand to fill the sales pipeline with the right people, insights, and relationships. The document outlines how social media has changed B2B sales by allowing salespeople to learn more about prospects and build rapport even without face-to-face interactions. It also shares statistics on how social sellers tend to outperform peers who do not use social media for sales. The document provides tips for social sellers, such as focusing on industry trends and using tools like LinkedIn Sales Navigator to improve workflow and sales performance.
Proven Strategies From the World's Top Sales ProfessionalsJohn Crowley
The document discusses proven social selling strategies from top sales professionals. It highlights the importance of focusing on relationships, demonstrating thought leadership, and using data-driven efficiency. Interviews with sales executives provide insights on how to lead with relationships on LinkedIn, identify prospects, and measure social selling performance.
Ever wondered why your social media isn't making you enough money? You're probably doing it wrong.
No worries, Bob Marsh explains 6 ways that you can utilize to guarantee a boost in sales through your social media channels!
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline FasterRobert Koehler
The document discusses how LinkedIn Sales Navigator helps sales teams build their sales pipeline faster. It provides targeted searches to find decision makers within accounts, insights into prospects from their LinkedIn profiles, and opportunities to leverage existing connections to secure warm introductions. Users report that Sales Navigator has shortened sales cycles, increased conversion rates, and helped more reps exceed their quotas. The conclusion states that a healthy pipeline is key to business growth and rep satisfaction, and social intelligence tools like Sales Navigator are transforming prospecting into a more effective process.
LinkedIn For Good Education Workshop July2014jmcerlean
The document outlines an agenda for a LinkedIn workshop for charities. It includes sessions on using LinkedIn for networking, fundraising, recruiting, and marketing. Some key tips are provided for optimizing LinkedIn profiles, engaging audiences, and recruiting talent. The document demonstrates how LinkedIn can help non-profits connect with donors, supporters, recruits and raise awareness of their causes.
Social Selling tips by Top Social Selling Thought LeadersJill Sida
This document provides tips and strategies for using social media effectively for sales and relationship building. It discusses how social selling has evolved with changes in technology and buyer behavior. Prospecting through social media and nurturing relationships online is presented as an important strategy for sales professionals. Building influence, expertise, and trust in one's industry community on social networks like LinkedIn is emphasized as a key foundation for social selling success over time.
LinkedIN Guide to Social Selling Success - Tips from 33 Social Selling ExpertsChris Heffer
Social selling involves using social media to build relationships and fill your sales pipeline. It is important for salespeople to become social sellers and adapt to changing buyer behaviors. Successful social sellers listen to prospects, provide valuable education, and make warm introductions through their social connections. Relationship building on social media takes time but leads to loyal customers through influence and trust.
At Relationship One, the thing we are most proud of is the success of our clients and partners. Nothing makes us happier than sharing stories of transformation and growth on our Inspired Marketing Podcast. We wanted to find a way to continue sharing these stories of inspiration.
The Inspired Marketing Magazine is an easy way to read these stories of success. We were proud to release our sixth edition during the week of Oracle’s Open World conference. This edition features stories of modern marketing success from Cisco (our featured story), Merrill, Cognex, BlackRock and Vertiv. Learn their stories of marketing inspiration and how Oracle Marketing Cloud products have changed the way these organizations “do marketing”.
Alongside these stories, review some of our most hard-hitting content from our blog. Everything from simplifying buyer personas and how important clean data is, to tips on lead nurturing – our experts have you covered.
Social selling is creating change. A recent survey showed 73% of sales people using social media as part of their sales process outperformed their sales peers (Barbara Giamanco & Jim Keenan Survey). Global thought leader in customer-centric business management, CustomerThink, has stated that a warm referral increases the odds of a sales success 2x-4x.
How to Maximize LinkedIn's Value with Sales NavigatorAlex Hisaka
Sales Navigator is a tool within LinkedIn designed specifically for sales professionals to help them engage in social selling. It provides features to help salespeople target the right buyers and companies, understand what buyers value through insights on their LinkedIn profiles and activities, and keep track of key changes to leads and accounts. Sales Navigator integrates with CRM systems and provides tools like advanced searching, lead recommendations, notes and tags, and alerts to help salespeople find prospects faster and stay updated on important changes.
Similar to Accelerating social-selling-adoption (20)
Hanging by a thread: an opportunity for growthAndy Solty
Are you surrounded by uncertainty - an environment that is constantly changing? Over 450 Sales leaders met at LinkedIn Sales Connect to share how social selling has enabled their teams to navigate these times of uncertainty and execute upon their strategies for growth in their markets
Here are 3 sample goals for a talent brand program:
1. Increase employer brand awareness by 15% among target passive candidates over the next 12 months.
2. Reduce time-to-hire by 10% on average for mission-critical roles within the next 6 months.
3. Achieve a 90% employee engagement score or higher on talent brand questions in the next annual employee survey.
The document provides career advice for developing an entrepreneurial mindset. It discusses developing a competitive advantage by differentiating yourself, planning for adaptation by making assumptions explicit and prioritizing learning over salary. It also emphasizes the importance of networks for finding opportunities and taking intelligent risks to seize breakout opportunities. The overall message is that an entrepreneurial approach involving constant learning, differentiation, networking and risk-taking is needed to succeed in today's changing job market.
- LinkedIn reported strong Q4 2012 results with revenue of $304 million, up 53% year-over-year, and adjusted EBITDA of $79 million, up 30% year-over-year.
- Membership and engagement continued growing with 202 million members, 116 million unique visitors, and 9.8 billion page views.
- Revenue was driven by increases in Talent Solutions, Marketing Solutions, and Premium Subscriptions. The US remained the largest market at 62% of revenue.
- Guidance for Q1 2013 is for $305-310 million in revenue and $67-69 million in adjusted EBITDA. Guidance for full year 2013 is for $1.41-1
Aurecon is an engineering firm that underwent a merger and rebranding in 2009. They struggled to build awareness of their new brand among candidates. Using LinkedIn's recruiting tools, Aurecon was able to fill roles that had been vacant for over a year, build their employer brand globally, and save over $750,000 in recruitment fees. LinkedIn allowed them to conduct international recruiting locally and efficiently fill specialized positions.
Talent Pipeline Customer Success Story Red HatAndy Solty
Talent Pipeline helps Red Hat build long-term relationships with candidates and maintain a centralized pool of qualified talent. It allows recruiters to have warm contacts with candidates instead of cold calls. Recruiters can also leverage previous work to quickly find suitable candidates for new roles. New recruiters can immediately access a ready pipeline of talent. Talent Pipeline helps Red Hat recruit more efficiently and be a better partner to its business.
The document discusses how two companies, Pfizer and Red Hat, used LinkedIn Recruiting Solutions to improve their global recruiting efforts. It describes how social networking tools allow companies to more effectively communicate their employment brand and attract top talent worldwide. Specifically, it outlines how Red Hat capitalized on LinkedIn Recruiter to scale its recruiting operations as the company rapidly grew, enabling it to source candidates from a pool of over 120 million professionals on LinkedIn.
Softchoice brought its recruitment process in-house and began using LinkedIn in 2009 to source passive candidates more proactively and cost-effectively. LinkedIn tools like Recruiter, Career Pages, Recruitment Insights and Ads help Softchoice target candidates for technical roles. LinkedIn provides data to optimize outreach and measure recruiter performance. Using LinkedIn has significantly lowered recruitment costs while shortening hiring cycles compared to traditional methods.
LinkedIn provides the world's largest professional network, connecting over 161 million professionals. Its mission is to connect professionals worldwide to help them be more productive and successful. LinkedIn generates revenue through hiring solutions, marketing solutions, and premium subscriptions that provide valuable tools to professionals and opportunities for companies.
LinkedIn Talent Pipeline allows recruiters to centralize all talent leads from various sources in one place. It imports resumes from LinkedIn and other sources and connects them to candidates' LinkedIn profiles to provide updated information. Recruiters can collaborate more effectively by viewing notes, statuses, tags and reviews. Talent Pipeline also includes tools to manage leads, set reminders, track sources and statuses, and provide reports on pipeline health. It is included with a standard LinkedIn Recruiter subscription at no extra cost.
2. 2
The science of
social selling
(the “why”)
We know that social selling is a vital component of success for many sales
organizations; salespeople who excel at social selling create more opportunities
and are 51% more likely to hit quota. It’s because of this massive potential that
measurement of social-selling efforts is critical.
How do you drive adoption when behavior
change is hard? And how do you measure
results and the bottom-line impact of your
efforts?
Though you may believe social selling is
imperative for your organization, it can
be challenging to drive adoption and
measure the results of a new way of selling.
That’s where Salesforce and LinkedIn
Sales Navigator come into play. With Sales
Navigator, organizations can track adoption
and gauge the impact on pipeline and
revenue.
It’s a given that you can’t change what you
don’t measure. And when it comes to social
selling, you’re changing sales reps’ behavior.
You need a way to measure how well you’re
doing that.
With the right skills, training, and technology,
you’ll realize the tremendous impact that
social selling has on your pipeline and
revenue.
FAST
FACTS
Sales professionals spend the most
time using social-selling tools and
CRM — and believe both deliver the
highest value.
More than 70% of sales
professionals use social-selling tools
such as LinkedIn, making them the
most widely used sales technology.
Specifically, sales professionals see
relationship-building tools as having
the highest impact on revenue.
— LinkedIn Sales Solutions, “The State of Sales” 2016.
Accelerating Social Selling Adoption Using Salesforce and LinkedIn Sales Navigator
3. 3
Measuring and
improving performance
with LinkedIn
How It Works
The Social Selling Index (SSI) is an important
tool for sales professionals who want to go
beyond social-selling activities and measure
how those individual efforts add up.
SSI measures progress against the four
elements of social selling: establishing
your professional brand, finding the right
people, engaging with insights, and
building relationships. It then assigns an
individual score from one to 100 based on
effectiveness across all four elements.
Seeing how your SSI performance on
LinkedIn changes over time can help you
create a benchmark for your social-selling
activities, set goals for where you want to be,
and track your progress. It will also let you
see how your ranking changes compared to
your peers, keeping you motivated in your
social-selling efforts.
The Impact of a High SSI
So what is the significance of a high SSI
score? LinkedIn conducted research
comparing social-selling leaders with an
SSI of 70+ to social-selling laggards with a
score of 30 or below. Compared to laggards,
the leaders see twice the number of new
clients, meetings secured, and opportunities
generated via the LinkedIn platform.
Because only 1.4% of all sales professionals
score an SSI of 70+, the top social sellers
are creating an edge for themselves and by
extension for their companies. The good
news is that in the past year, we’ve seen sales
reps as a whole move from SSIs of 21 to 28
on the scale. In other words, on the adoption
curve, social selling is moving into early
mainstream.
Accelerating Social Selling Adoption Using Salesforce and LinkedIn Sales Navigator
4. 4
How to improve
your score
Creating a Professional Brand
-- Establish a professional presence on
LinkedIn with a complete profile.
-- Is your profile complete?
-- Do you include rich media in your profile?
-- Are you receiving endorsements?
-- Are you publishing long-form posts?
-- Are you gaining followers from posts?
Finding the Right People
-- Prospect efficiently with powerful search
capabilities.
-- Are you logging into LinkedIn daily?
-- Are you using LinkedIn Search?
-- Are you viewing other LinkedIn profiles?
-- Are you viewing third-degree
connection profiles?
-- Are people viewing your profile?
Engaging with Insights
-- Discover and share valuable information to
initiate or maintain a relationship.
-- Are you engaging with people’s posts
(via likes, comments, and shares)?
-- Are people engaging with your posts?
-- Are you joining LinkedIn groups?
-- Is your InMail response rate at least 10%?
Building Strong Relationships
-- Expand your network to reach prospects
and those who can introduce you to
prospects.
-- Are you connecting with second- and
third-degree connections in your network?
-- Are you connecting with VP+?
-- Are you connecting with co-workers?
-- Is your acceptance rate when sending
connection requests at least 20%?
Accelerating Social Selling Adoption Using Salesforce and LinkedIn Sales Navigator
5. Accelerate your
social selling with
CRM
Along with deep insights, CRM gives you a
comprehensive, real-time view of everything
your sales reps are doing, which is critical
for coaching. With visibility into individual-
specific revenue performance, training can
be tailored for certain areas of improvement.
Ultimately, your entire team benefits from this
level of detail, leading to performance at the
highest level.
Once the new practice has some momentum,
share these CRM insights with your key C-suite
decision-makers for executive buy-in, giving
your social-selling initiatives even greater
momentum. As Koka Sexton, Head of Social
Media at LinkedIn, puts it, “Once you’re able
to show the revenue impact and the pipeline
that you’re able to drive by using social media,
you go to the top; that’s all the CEO really
cares about.”
Combining social selling with your CRM immediately multiplies pipeline impact.
With these two tools, you can merge data from any social media source with
prospect information. This is then translated into opportunities, threats, trends,
and news, which leads to improving your organization’s sales performance.
5Accelerating Social Selling Adoption Using Salesforce and LinkedIn Sales Navigator
6. 6
ASK THE EXPERT:
Q&A with Sacramento Kings
Phil Horn, VP of Ticket Sales and Service for the Sacramento Kings. He leads a team of 70 people focused on selling out 41 home
games every season — a challenge that will only get bigger when the team opens its new arena for the 2016 season.
Q: What were the challenges you were facing?
Well, the team was really close to the point where we almost were moved to
Seattle. Technology pioneer Vivek Ranadive purchased the team and secured
our future in Sacramento. But what happened was a lot of people disengaged
from the team, and we lost a lot of people that were really focused on us
every day. So we had to find a way to re-engage the fan base quickly, these
thousands of people who once were die-hard, passionate Kings fans.
Q: So you turned to social selling?
We wanted our fans to be part of reigniting this conversation about the Kings.
We wanted them to be out there on all the different social media platforms,
amplifying this great story where the team had been saved and things were
different now and you’ve got a person in the front office that you can talk
to on these platforms. But the traditional sales techniques where you make
100 calls a day and you kind of hope for the best, it’s just really frustrating in
today’s environment.
Q: And Salesforce and Sales Navigator have been your tools of choice?
Salesforce was really the center of our universe, and then Sales Navigator was
the first real accelerated prospecting tool we found incredible value in. It’s a
big part of accessibility with customers, prospects, and buyers, and it’s kind
of cool to know that you have somebody on the inside that you can shoot
an InMail to or hit up on LinkedIn and get a response within seconds. That’s
really powerful for both the seller and the buyer.
The integration has helped save time when it comes to ‘screen hopping.’
To be able to seamlessly pull up information from a Salesforce screen link
to Sales Navigator was certainly a win for us. It provides one more level of
insight that you wouldn’t have thought to find otherwise. And any little detail,
any connection to create a warm conversation with somebody is one step
further than how sales was done two or three years ago.
Now we’re able to create dashboards of a particular activity that a rep
conducts, whether that’s tweets or using one of our email acceleration
tools. How often they clicked or looked at a slide is all integrated into one
dashboard that tells us how broad each salesperson’s reach is, versus a
traditional ‘I made 40 calls today’.
Q: What’s the biggest advantage of these tools, in terms of how you
approach selling?
Well, we can champion all the other great things people can be doing
besides calls. Calls will come naturally if you’re doing all the other activities,
using the other tools correctly and creating warm connections — helping tell
our story and amplifying our story through social networks.
Q: How have the results been?
Generally, I’d say sales attributed to what I call ‘Sales 3.0’ activities are
around a 3x jump. And on the whole, attendance is up over the last couple
of years. We’ve increased over 17% in our team attendance, which ranks
tied for number two in the league behind the Cavs, who got LeBron James.
So without having LeBron James, one of our secrets has been LinkedIn Sales
Navigator and Salesforce.
Accelerating Social Selling Adoption Using Salesforce and LinkedIn Sales Navigator
7. ASK THE EXPERT:
Q&A with Procore Technologies
Bryan Gonzalez, Business Development Manager at Procore Technologies. Bryan’s focus is on sales development. He oversees a
team of 50 sales development reps, each with specializations, covering everything from pipeline to quote.
7
Q: What was life like before having the right selling tools?
My direct manager started the org when I was still new. There were lots of
stories about him working on card tables with a printed Excel list. He used
blogs, purchased lists — that was the only prospecting list. It was 100% on
paper, and there was no way to interact with prospects beforehand, so
the team went in very unprepared. Really time consuming to have to ask
very extensive questions just to get to know each other.
Q: How has using Salesforce and LinkedIn changed things?
It’s the complete opposite. LinkedIn helps with buyer research ahead of
time. We only sell into the construction industry, so reputation matters.
It’s a ‘handshake’ industry, so sales folk need to understand who they’re
going to talk to beforehand. Figure out what projects the buyer has
done, which ones they’re proud of. Salesforce and LinkedIn let us go one
level deeper and get through the initial cold-calling weirdness. And that
research isn’t wasted time, because it’s captured and immortalized, easy
to reference on the next call.
Q: What’s working really well in particular?
Well, with LinkedIn we can have more personal conversations. We
can cast a wide net with content, which translates into concentrated
conversations on the phone. And Salesforce lets us store and organize
all our information, so nobody is wasting time by retracing steps.
Q: Does it help with measuring performance?
Definitely. Our golden metric is SAOs (sales-accepted opportunities),
which is based on a raw record count and pipe-generated goal.
Salesforce lets us calculate these a lot faster and easier.
Q: So is social selling the magic ingredient?
We’ve found that we can use technology to become social-selling
experts, which lets us become subject experts. Nobody selling in our
field can succeed without being perceived as trusted experts. We want
to be the ‘go-to’ for construction industry news and thought leadership,
and Salesforce and LinkedIn are a big part of doing that.
Accelerating Social Selling Adoption Using Salesforce and LinkedIn Sales Navigator
8. Conclusion
Organizations around the world are seeing amazing results from adopting
a social-selling paradigm. When it comes to social selling, you’re changing
sales reps’ behavior and need a way to measure how well you’re doing that.
Measurement will help you understand whether or not reps are on the right
track and making progress.
If you believe that social selling is inevitable, we can help you on your journey
from belief to adoption and then to ROI.
LinkedIn’s Sales Navigator »
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8Accelerating Social Selling Adoption Using Salesforce and LinkedIn Sales Navigator