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
In this new selling environment, you’ve got a few seconds to connect with the buyer and demonstrate that you can address their needs. If you fail, you’re out. Join industry experts Michael Brito, Craig Rosenberg, and Jack Kosakowski as they share best practices for how to better understand your buyer and sell more efficiently.
Learn how SAP rolled out a robust enterprise-class social selling program with LinkedIn's Sales Navigator to boost sales productivity. Director of Digital Innovations Kirsten Boileau gives tips and tricks on SAP's approach to training and enablement for social selling success at scale.
Social Selling Roadshow, Dublin Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
Dominic Archibald from LinkedIn goes over tactics that LinkedIn’s own sales team employs to train people on social selling - goes over fundamentals like building a profile, how to have a warm introduction.
On this Live Webcast, Frank Hattann, Head of Enterprise Sales, EMEA will show you how Sales has been evolving and developing - and what the next stage is.
You'll also learn how to:
Find leads without cold calling
Develop relationships using social
Build a professional brand as a sales pro
Social Selling Roadshow, London Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales...LinkedIn Sales Solutions
Featured at Sales Connect London - Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn. The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
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.
In this new selling environment, you’ve got a few seconds to connect with the buyer and demonstrate that you can address their needs. If you fail, you’re out. Join industry experts Michael Brito, Craig Rosenberg, and Jack Kosakowski as they share best practices for how to better understand your buyer and sell more efficiently.
Learn how SAP rolled out a robust enterprise-class social selling program with LinkedIn's Sales Navigator to boost sales productivity. Director of Digital Innovations Kirsten Boileau gives tips and tricks on SAP's approach to training and enablement for social selling success at scale.
Social Selling Roadshow, Dublin Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
Dominic Archibald from LinkedIn goes over tactics that LinkedIn’s own sales team employs to train people on social selling - goes over fundamentals like building a profile, how to have a warm introduction.
On this Live Webcast, Frank Hattann, Head of Enterprise Sales, EMEA will show you how Sales has been evolving and developing - and what the next stage is.
You'll also learn how to:
Find leads without cold calling
Develop relationships using social
Build a professional brand as a sales pro
Social Selling Roadshow, London Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales...LinkedIn Sales Solutions
Featured at Sales Connect London - Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn. The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
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.
On the 23rd of March, LinkedIn held a High Tea event that discussed sales strategies in the digital age. During this time, our LinkedIn experts showed attendees how to adopt Social Selling and enhance sales effectiveness through targeted social media engagement. This specifically looked at how to best leverage the LinkedIn platform to find the right buyers, make profitable connections and gain a competitive edge.
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...LinkedIn Sales Solutions
The Sales profession is evolving.
In a world where personalization is rapidly becoming the standard, we’re quick to reject anything that feels generic or impersonal. Buyers no longer have patience for the tried and true sales tactics you’ve been using for years. For sales and marketing professionals, this presents a new set of challenges.
Discover how your peers are conquering these challenges in the new sales era and how social selling can become a competitive advantage for you and your company.
The Science of Social Selling:Measuring adoption and results with LinkedIn. Lauren Mullenholz Insights Leader, LinkedIn
Alexander Low, Head of Client Development Office Agency, JLL
What are you going to do this summer? Don't fret, we have asked some of the greatest minds in sales for recommendations on books, television and movies to passs the time.
#LISummerGuide
Get Smart on B2B Marketing with our 7 Emerging Trends for 2017LinkedIn
Looking for the fresh ideas driving B2B marketing forward in 2017 and beyond? We've got you covered.
Join LinkedIn brand strategist, Peter Weinberg, as he shares the below seven trends to practice in 2017:
1. The True Value of Thought Leadership
2. The Sustainable Profitability of “Content Franchises”
3. The Growing Need for Touchpoint Consistency
4. The Promising Arrival of Everyone-As-A-Marketer
5. The Sudden Death of Hyper-targeting
6. The New Principles of Brand Investing
7. The Economic Case for Cost-Per-Connection
We'll also reveal how you can act on each of these seven trends in your work today.
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.
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.
The Science of Social Selling: Measuring Adoption and Results with LinkedInLinkedIn Sales Solutions
Featuring: Lauren Mullenholz, Insights Team Manager, LinkedIn
& Alexander Low, Head of Sales , JLL. The social selling movement finally has its defining metric, the Social Selling Index (SSI). See real world examples of how sales teams are embracing SSI to promote strong social selling behaviours, and learn how companies are quantifying and proving the resulting impact to their results.
At the LinkedIn Financial Services Breakfast, our presenters aimed to showcase how sales professionals can leverage the LinkedIn database to foster profitable relationships in a more intelligent way.
Kayla Wills reviews how LinkedIn Sales Navigator can help financial services professionals tackle social media and best utilize the platform for driving business development and uncovering revenue-generating opportunities.
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.
Social selling in regulated environments; Discover how social selling is gene...LinkedIn Sales Solutions
Social Selling is one of this year’s hottest topics for sales and marketing professionals serious about engaging decision makers in meaningful conversations. From Forbes to Business Insider, people want to know how sales professionals can take advantage of the rise of social to be more productive and successful.
On the 23rd of March, LinkedIn held a High Tea event that discussed sales strategies in the digital age. During this time, our LinkedIn experts showed attendees how to adopt Social Selling and enhance sales effectiveness through targeted social media engagement. This specifically looked at how to best leverage the LinkedIn platform to find the right buyers, make profitable connections and gain a competitive edge.
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...LinkedIn Sales Solutions
The Sales profession is evolving.
In a world where personalization is rapidly becoming the standard, we’re quick to reject anything that feels generic or impersonal. Buyers no longer have patience for the tried and true sales tactics you’ve been using for years. For sales and marketing professionals, this presents a new set of challenges.
Discover how your peers are conquering these challenges in the new sales era and how social selling can become a competitive advantage for you and your company.
The Science of Social Selling:Measuring adoption and results with LinkedIn. Lauren Mullenholz Insights Leader, LinkedIn
Alexander Low, Head of Client Development Office Agency, JLL
What are you going to do this summer? Don't fret, we have asked some of the greatest minds in sales for recommendations on books, television and movies to passs the time.
#LISummerGuide
Get Smart on B2B Marketing with our 7 Emerging Trends for 2017LinkedIn
Looking for the fresh ideas driving B2B marketing forward in 2017 and beyond? We've got you covered.
Join LinkedIn brand strategist, Peter Weinberg, as he shares the below seven trends to practice in 2017:
1. The True Value of Thought Leadership
2. The Sustainable Profitability of “Content Franchises”
3. The Growing Need for Touchpoint Consistency
4. The Promising Arrival of Everyone-As-A-Marketer
5. The Sudden Death of Hyper-targeting
6. The New Principles of Brand Investing
7. The Economic Case for Cost-Per-Connection
We'll also reveal how you can act on each of these seven trends in your work today.
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.
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.
The Science of Social Selling: Measuring Adoption and Results with LinkedInLinkedIn Sales Solutions
Featuring: Lauren Mullenholz, Insights Team Manager, LinkedIn
& Alexander Low, Head of Sales , JLL. The social selling movement finally has its defining metric, the Social Selling Index (SSI). See real world examples of how sales teams are embracing SSI to promote strong social selling behaviours, and learn how companies are quantifying and proving the resulting impact to their results.
At the LinkedIn Financial Services Breakfast, our presenters aimed to showcase how sales professionals can leverage the LinkedIn database to foster profitable relationships in a more intelligent way.
Kayla Wills reviews how LinkedIn Sales Navigator can help financial services professionals tackle social media and best utilize the platform for driving business development and uncovering revenue-generating opportunities.
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.
Social selling in regulated environments; Discover how social selling is gene...LinkedIn Sales Solutions
Social Selling is one of this year’s hottest topics for sales and marketing professionals serious about engaging decision makers in meaningful conversations. From Forbes to Business Insider, people want to know how sales professionals can take advantage of the rise of social to be more productive and successful.
15 Tips for Compelling Company Updates on LinkedInLinkedIn
LinkedIn has evolved into a platform for content marketing. With more than 225 million members worldwide, professionals are using LinkedIn to become great at what they do by seeking and sharing insights. On LinkedIn, marketers are able to build relationships with professionals by using accurate targeting to share relevant content. LinkedIn Company Updates, shared from your Company Page, are a powerful way to reach professionals with relevant content across devices. We’ve created these 15 tips for compelling company updates to help you drive better results.
For more about content marketing on LinkedIn, visit http://lnkd.in/LIContentMarketing
Learn how a LeadLife customer, designed a successful lead scoring and nurturing system within their organization that increased their qualified leads by 78% and decreased their buy cycle time from months to weeks.
See the blueprint they used and gain valuable insight on how your organization can increase "sales ready" leads and drive marketing ROI.
IDC provides an overview of the key issues in sales enablement and sales productivity. While sales enablement is a key cornerstone of sales productivity in this challenging economy, IDC finds that most organizations still do not understand the basics of sales enablement or the operational issues that deliver good sales enablement.
Crafting a Marketing Career on Your Terms in a Rapidly Changing Business Worl...LaneTerralever
Presented by Scott McAndrew, Chief Strategy Officer, LaneTerrelever
Marketing and technology are in lockstep, for better or for worse. As technology drives a relentless pace for marketers, how can they get beyond playing catch-up and start moving their marketing career forward – even if they’re focusing on emergent channels and tactics? Join LaneTerralever’s Chief Strategy Officer, Scott McAndrew, as he shares his experience and perspective on how to start making the most of your marketing career today.
7 Marketing Automation Strategies That Actually Drive Business ResultsThree Deep Marketing
IBM Marketing Cloud and Three Deep Marketing have teamed up for a back-to-school marketing session! Join us as we chat about building bridges between Marketing and IT departments. Here's the slides from our panel discussion on September 22, 2016
How to Gain Leadership Buy-In for Your Training Program BizLibrary
Leadership support is critical to the success of a training program, but many HR departments are challenged in building that bridge and actually gaining the support that is necessary. In this session, Shannon Kluczny and Katie Miller from BizLibrary will look at why leadership buy-in is critical and introduce a 10-step program to make it happen. You’ll walk away with ideas, guides and action plans to implement.
See how a LeadLife customer successfully implemented a lead scoring and nurturing system within their organization that increased their qualified leads by 78% and decreased their buy cycle time from months to weeks.
By viewing this online presentation, you will also see how they :improved their overall conversation rates by 1.5-3x; increased the quality of leads going to Sales; expanded their transaction size and increased marketing ROI
If you would like to automate lead scoring and nurturing, improve quality of leads passed to sales, or gain visibility into your leads, this presentation is for you!
We were delighted to be joined by the CEB and sales leaders in Stockholm for a 'social selling' breakfast packed full of insight on leading with warm introductions and team selling.
Adapting Your Pipeline to Marketing’s New DynamicsScott Salkin
Scott Salkin, President of BMA Phoenix and Founder/CEO of a B2B marketing firm, as he shares data and insight behind dramatic shifts taking place in the IT sales cycle as customers are literally becoming the ‘hunter’ and sales organizations the ‘hunted.' Learn how to react to this revolution in the sales cycle, as opportunities are still abundant, and how Avnet can continue to help you drive demand in this ever changing marketplace.
Dynamics Day 2014: Microsoft Dynamics CRM - Productivity Sales AcceleratorsIntergen
A look at how Intergen’s Sales Accelerators quickly and cost effectively address key business issues, such as sub-optimised business processes, disconnected data and disparate systems.
Dynamics Day is Australasia's leading event for users of Microsoft Dynamics. For those of you who couldn't make it along to the event, we have made all session content available online.
Scaling Account-Based Marketing in the Digital AgeDun & Bradstreet
Despite spending billions of dollars in pursuit of growth, only a select few companies actually achieve it. Rishi Dave, CMO of Dun & Bradstreet, explores the marriage of data, technology and account-based marketing via a “relationship platform” that can be your company’s springboard to growth.
Introducing Deals from LinkedIn Sales Navigator.
Check out this infographic to see how Deals eliminates blindspots by equipping sales teams with an effective way to manage pipeline and customer relationships.
Relationship managers are facing new challenges: The number of stakeholders is higher than ever, among other concerns. Learn how you can scale your operation by leveraging social media.
Bryan Romeike will discuss how professional service providers can leverage LinkedIn for relationship building as well as how to identify the warmest path to reach and engage with potential decision-makers.
Conventional account management strategies are limiting growth. Join our own Director of Product Marketing, Dominic Archibald, for a deep dive into how you can stand out and add value with LinkedIn.
The buying landscape is changing and conventional sales tactics are losing deals. Learn how you can get ahead of the curve and sell more effectively with these account based selling tactics.
Conventional sales tactics are limiting pipeline and losing deals. We'll show you how to overcome these challenges by harnessing the power of LinkedIn.
Learn about current sales trends, challenges in the changing selling landscape as well as strategies and tactics that high-growth companies are using to scale their business.
Our Senior Insights Analyst, Jonathan Weindel, will walk through his analysis and findings on multithreading and relationship strength. Learn how multithreading can impact your deals and increase your win rates.
Join LinkedIn Sales Solutions' VP of Sales Mike Derezin as he shares his thoughts on the biggest risks to your sales process and reviews some of the strategies that he's seen work for sales leaders who want to set their teams up for success in the face of changing economic times.
2. The Buying Process Has Changed
The State of Sales
Corporate Executive Board 2013 – Winning The Consensus Purchase
Corporate Executive Board 2012 – New Decision Timeline
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
people are involved in the
average B2B buying decision
5.4
of typical purchase
decisions are made before a
customer talks to sales
57%
of decision makers
ignore cold outreach
90%
3. The Sales Technology Landscape
TOPO Sales Development Technology Report 2015
Spoke Intelligence & VentureBeat Profiles Inside Sales Landscape 2015
Explosion of Sales Tech Solutions and Adoption
21. Thank you!
Patrick Chen Marcus Murphy
linkedin.com/in/patkchen
sales.linkedin.com
linkedin.com/in/marcusamurphy
www.infusionsoft.com
Editor's Notes
Hello everyone! My name is Patrick Chen, and I’m with the LinkedIn Sales Solutions marketing team, and I’d like to welcome you all to our webinar on Building the Modern Sales Stack.
Today we’ll be discussing just exactly what the modern sales stack looks like and how social selling plays a crucial role in that stack.
Our featured speaker today is Marcus Murphy, who will share his experiences with social selling and give us insight into Infusionsoft’s sales stack.
To give you a bit more info on Marcus – he is an entrepreneur and small business expert who cares about the flourishing and success of small businesses. Marcus previously worked for Yelp in San Francisco, going from start-up to multi-billion dollar giant. Currently the Global Partner Development Manager at Infusionsoft, Marcus has developed and broadened new international markets through strategic partnerships. He believes partnerships are the next generation of small business growth.
Now, before we begin, let’s go over a few housekeeping rules.
Let’s start by looking at the state of sales today. Truth is, the way sales professionals interact with their buyers has fundamentally shifted thanks to the Internet. It used to be that buyers were willing to engage reps much earlier in the evaluation process because reps were the sources of knowledge on products and services. That’s not the case today, with the internet providing unlimited access to information about your company, products and competitors, buyers are going online educating themselves, diagnosing the news and consequently engaging the a rep much later in the evaluation process to the point where they are coming into the sales conversation with a premeditated decision.
This new behavior has led to 3 major buying changes. Did you know that there are an average of 5.4 stakeholders involved in an average buying process? After decision makers do their research online, rather than engage a rep, decision makers are bringing their research internally and discussing it with peers. The days of single-threading with one champion are long gone. Sales professionals now are challenged to influence and persuade a whole panel of stakeholders, each with their own agendas.
The second major change is that savvy buyers are crowdsourcing from their networks and using the internet to research products and services before they engage with your team—in fact, 57% of typical purchase decisions are already made before people have an actual conversation with a sales rep. For a sales professional, the challenge will be how you can intercept these prospects earlier in their buying cycles and at the right time.
Lastly, according to the Harvard Business Review, 90% of decision-makers say they never respond to cold outreach. Think about it, how often do you respond to a cold call?
All of these changes are demonstrating a clear evolution in the buying process, which necessitates changes in the traditional sales process. While changing buyer behavior has made the sales process more challenging, technology has stepped up to help sales professionals adapt to these changes. Thus the creation of the “sales stack” – a set of distinct technologies and software aimed at helping sales reps find more buyers and increase the ability to touch those buyers and the quality of those touches.
Sales technologies have proliferated in the wake of changing buyer behavior. According to a Spoke Intelligence analysis, there are over 300 technology companies creating tools to address every aspect of the selling process. And high growth sales teams are adopting these technologies en masse – with an average of 5 applications in the sales stack, and the majority of companies planning to make at least one purchase into their sales stack in the coming year.
But with such a big emphasis on leveraging tools, and with so many options to choose from, how do you figure out what’s really important? Which parts of the sales stack are truly mission critical?
I’ll hand it over to Marcus to talk more about how Infusionsoft thought about these issues and how they’ve come to build a world-class stack.
Stack starts with engagement, marketing, social, calling, email marketing, demos slide share, webinars, contracts sent electronically.
connected with CRM, automation, ideal combo.
Maturation takes place in the nurture, news letters, etc.
Partnership. Referral + certified.
No tractors before 1892
Benjamin Holt invented machine like the tractor.
Same quality of crops, but the demand was higher and for more.
Paying attention to where we’re headed is important.
Work from right to left.
Vision, Positive behavioral change, goals, skills and knowledge, (attitude)
Attitude is the multiplier.
Gary vee relationship
Process of adding value using linkedin.
Being consistent across all social platforms. Consistent messaging and authenticity.
Add value by creating god content.
Nurture using automation.
Send out monthly news letters, adding value and keeping people engaged. Share example of news letter results using IS.
Share story about Proposify.
Re think your stack. See social selling at the catalyst. See it as a tools that holds everything together.
Our company philosophy. IS was an early adopter of the concept and adding SS only reaffirms this method and mission.
Attract is the first phase in the Lifecycle Marketing model, which is comprised of three key stages:
Knowing Your Target
Attract Interest
Collect Leads
Sell, the second phase in Lifecycle Marketing, involves three unique stages:
Educate
Offer
Close
Wow, the third phase of Lifecycle Marketing, involves three key stages:
Deliver and Wow
Offer More
Get Referrals