Learn how financial services professionals can leverage LinkedIn to develop new business opportunities, build relationships, and drive revenue in a compliant manner with Proofpoint.
Lawyers know that clients are using online social media but they feel overwhelmed by the options offered by LinkedIn, Facebook, Twitter and Youtube. Business Development Trainer Larry Bodine, Esq., spells out a simple approach to social media that generates new business by using them as listening channels.
APAC Webinar: Serendipity to Science - Leveraging Data and Relationships - 3 ...LinkedIn Sales Solutions
Today's buyer is harder to reach, harder to engage, and harder to build a relationship with.
Each buyer has unique organisational needs and priorities and they are better informed than ever, routinely making purchasing decisions without input from sales reps.
Fortunately, establishing the right approach with buyers doesn't have to be a proposition of chance. You can anticipate and meet the needs of the buying committee by leveraging your network and feeding them the right insights at the right time.
In this webinar, we will show you how to:
- Track and find new pathways into a prospect account
- Fuel your referral engine by leveraging your professional network on a large scale
- Use proven tactics that will turn serendipitous opportunities into science
Thriving in an Era of Digital Disruption - ASAPS 2018RealSelf
Originally presented by RealSelf CEO and Founder Tom Seery at ASAPS in New York City on April 27, 2018 as part of a panel titled Re-Designing Your Aesthetic Practice.
For Commercial Insurance producers who embrace social media it can unlock a competitive advantage. As we enter a new era where social media is changing the way business is done, platforms like LinkedIn can help effectively identify and engage new clients.
Joel Stanley and Brian Nichols from AssuredPartners Inc. and Kevin Beaudette from LinkedIn Sales Solutions discuss:
• Strategies in using social media to prospect and engage clients in the Commercial Insurance sector
• How AssuredPartners Inc. has embraced social and use LinkedIn Sales Navigator to drive revenue
• An overview of LinkedIn Sales Navigator
How Financial Services Can Leverage LinkedIn to ProspectJennifer Benincasa
Social media has fundamentally changed the way financial services professionals engage with prospects. Did you know that 90% of decision makers never respond to cold outreach? Cold calling is dead, it's all about leveraging the power of LinkedIn to help build relationships and prospect more effectively.
Amy McIlwain renowned thought leader, and Diane Guganig from LinkedIn Sales Solutions discuss:
-Tips and tricks using LinkedIn to organically prospect and build relationships
-Advanced strategies to help deepen relationships with existing clients, uncover new prospect accounts and drive new revenue
-An overview of LinkedIn Sales Navigator
Lawyers know that clients are using online social media but they feel overwhelmed by the options offered by LinkedIn, Facebook, Twitter and Youtube. Business Development Trainer Larry Bodine, Esq., spells out a simple approach to social media that generates new business by using them as listening channels.
APAC Webinar: Serendipity to Science - Leveraging Data and Relationships - 3 ...LinkedIn Sales Solutions
Today's buyer is harder to reach, harder to engage, and harder to build a relationship with.
Each buyer has unique organisational needs and priorities and they are better informed than ever, routinely making purchasing decisions without input from sales reps.
Fortunately, establishing the right approach with buyers doesn't have to be a proposition of chance. You can anticipate and meet the needs of the buying committee by leveraging your network and feeding them the right insights at the right time.
In this webinar, we will show you how to:
- Track and find new pathways into a prospect account
- Fuel your referral engine by leveraging your professional network on a large scale
- Use proven tactics that will turn serendipitous opportunities into science
Thriving in an Era of Digital Disruption - ASAPS 2018RealSelf
Originally presented by RealSelf CEO and Founder Tom Seery at ASAPS in New York City on April 27, 2018 as part of a panel titled Re-Designing Your Aesthetic Practice.
For Commercial Insurance producers who embrace social media it can unlock a competitive advantage. As we enter a new era where social media is changing the way business is done, platforms like LinkedIn can help effectively identify and engage new clients.
Joel Stanley and Brian Nichols from AssuredPartners Inc. and Kevin Beaudette from LinkedIn Sales Solutions discuss:
• Strategies in using social media to prospect and engage clients in the Commercial Insurance sector
• How AssuredPartners Inc. has embraced social and use LinkedIn Sales Navigator to drive revenue
• An overview of LinkedIn Sales Navigator
How Financial Services Can Leverage LinkedIn to ProspectJennifer Benincasa
Social media has fundamentally changed the way financial services professionals engage with prospects. Did you know that 90% of decision makers never respond to cold outreach? Cold calling is dead, it's all about leveraging the power of LinkedIn to help build relationships and prospect more effectively.
Amy McIlwain renowned thought leader, and Diane Guganig from LinkedIn Sales Solutions discuss:
-Tips and tricks using LinkedIn to organically prospect and build relationships
-Advanced strategies to help deepen relationships with existing clients, uncover new prospect accounts and drive new revenue
-An overview of LinkedIn Sales Navigator
Inbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie MirmanOnline Marketing Summit
Inbound Marketing: Lead Generation at 60% Lower Cost
You can generate leads and drive sales at a 60% lower cost using inbound marketing. Learn specific tips on using social media, SEO, blogging, lead nurturing, landing pages and analytics together as online marketing strategies for radically better results.
* Ellie Mirman, Inbound Marketing Manager, HubSpot (@ellieeille)
This presentation covers what followers look for before they start following companies, how to generate awareness across key industries and how to effectively attract the right followers for your business.
The What, Why and How to properly implement social selling across your company.
Learn to develop strong relationships with customers and prospects across social media. See how social selling can further align sales and marketing towards a common goal. And stop customer deflection.
Social media is a vital element in the B2B marketing toolbox—especially considering the need to nurture prospects over long, complex sales cycles. Learn how you can develop meaningful relationships through social media—and ultimately convert followers to loyal customers.
A simple daily 4 step process, the 825s system, delivers lead generation at scale for sales professionals and businesses on LinkedIn.
www.elinkclub.com
Double Your Content Engagement via Employee AdvocacyLinkedIn
Our product experts walk you through the benefits of employee advocacy and how LinkedIn’s platform, Elevate, works. You’ll see LinkedIn Elevate in action and learn how you can use it to increase reach and engagement with your content.
Explore:
-- The benefits of employee advocacy
-- The LinkedIn Elevate platform and how it works
-- Company success stories
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SAVO Group, Mattersight and Entertainment Cruises.
3 Ways to Accelerate Social Selling for Regulated OrganizationsSmarsh
According to new IDC research, 84% of C-level / VP executives use social media to make purchasing decisions, but regulated organizations are challenged with governance and compliance complexity when selling and marketing via social networks.
Dan Swift of LinkedIn and David Ambrose of Smarsh discuss how regulated companies can leverage social networking to drive revenue and connect with customers more efficiently.
Learn more about social media compliance for regulated companies on our website: http://www.smarsh.com/social-media-compliance.
Government of Canada Digital Advertising Day 2015 - LinkedIn Keynote AddressJennifer Urbanski
It's an exciting time in Canadian Government. With the new Liberal party in power aiming to deliver economic opportunity to Canadians and a stronger middle class, Prime Minister Trudeau's expectations are high. Now, having publicly released his mandate letters to his newly appointed Cabinet, Canadians can hold our new government accountable on their promise to bring "Real Change". But the missing piece is LinkedIn. Today, only 13/30 Cabinet Ministers have a profile page on LinkedIn and only 3 ministries are posting content on their company page. This presentation will help you discover how the Government of Canada can leverage LinkedIn's platform - by establishing a professional identity, collaborating through a network of colleagues and Canadians, and creating constructive dialogue around the issues that matter most to Canadians.
Mike Derezin's Forecast 2015 Keynote: Serendipity to ScienceBase CRM
Last week, the sales category was taken by storm when some of the top thought-leaders in the industry came to Forecast 2015. For those of you who couldn't attend, or want a second look at the amazing content presented, we're posting all of our speaker's keynotes for you. Here's Mike Derezin's presentation, "Serendipity to Science."
Inbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie MirmanOnline Marketing Summit
Inbound Marketing: Lead Generation at 60% Lower Cost
You can generate leads and drive sales at a 60% lower cost using inbound marketing. Learn specific tips on using social media, SEO, blogging, lead nurturing, landing pages and analytics together as online marketing strategies for radically better results.
* Ellie Mirman, Inbound Marketing Manager, HubSpot (@ellieeille)
This presentation covers what followers look for before they start following companies, how to generate awareness across key industries and how to effectively attract the right followers for your business.
The What, Why and How to properly implement social selling across your company.
Learn to develop strong relationships with customers and prospects across social media. See how social selling can further align sales and marketing towards a common goal. And stop customer deflection.
Social media is a vital element in the B2B marketing toolbox—especially considering the need to nurture prospects over long, complex sales cycles. Learn how you can develop meaningful relationships through social media—and ultimately convert followers to loyal customers.
A simple daily 4 step process, the 825s system, delivers lead generation at scale for sales professionals and businesses on LinkedIn.
www.elinkclub.com
Double Your Content Engagement via Employee AdvocacyLinkedIn
Our product experts walk you through the benefits of employee advocacy and how LinkedIn’s platform, Elevate, works. You’ll see LinkedIn Elevate in action and learn how you can use it to increase reach and engagement with your content.
Explore:
-- The benefits of employee advocacy
-- The LinkedIn Elevate platform and how it works
-- Company success stories
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SAVO Group, Mattersight and Entertainment Cruises.
3 Ways to Accelerate Social Selling for Regulated OrganizationsSmarsh
According to new IDC research, 84% of C-level / VP executives use social media to make purchasing decisions, but regulated organizations are challenged with governance and compliance complexity when selling and marketing via social networks.
Dan Swift of LinkedIn and David Ambrose of Smarsh discuss how regulated companies can leverage social networking to drive revenue and connect with customers more efficiently.
Learn more about social media compliance for regulated companies on our website: http://www.smarsh.com/social-media-compliance.
Government of Canada Digital Advertising Day 2015 - LinkedIn Keynote AddressJennifer Urbanski
It's an exciting time in Canadian Government. With the new Liberal party in power aiming to deliver economic opportunity to Canadians and a stronger middle class, Prime Minister Trudeau's expectations are high. Now, having publicly released his mandate letters to his newly appointed Cabinet, Canadians can hold our new government accountable on their promise to bring "Real Change". But the missing piece is LinkedIn. Today, only 13/30 Cabinet Ministers have a profile page on LinkedIn and only 3 ministries are posting content on their company page. This presentation will help you discover how the Government of Canada can leverage LinkedIn's platform - by establishing a professional identity, collaborating through a network of colleagues and Canadians, and creating constructive dialogue around the issues that matter most to Canadians.
Mike Derezin's Forecast 2015 Keynote: Serendipity to ScienceBase CRM
Last week, the sales category was taken by storm when some of the top thought-leaders in the industry came to Forecast 2015. For those of you who couldn't attend, or want a second look at the amazing content presented, we're posting all of our speaker's keynotes for you. Here's Mike Derezin's presentation, "Serendipity to Science."
How top teams win in todays dynamic social selling environment Black Marketing
Learn how to increase your Social Selling Index by excelling at The 4 Pillars of Social Selling:
--Creating a professional brand
--Finding the right people
--Engaging with insights
--Building strong relationships
Sales reps who master these four areas are 51% more likely to exceed their quota. We'll explore what each of these pillars means for you, and we'll equip you with the statistics and hard hitting facts you need to show your executive teams how social selling done right drives your performance to the next level.
77 Insider Tips for Rocking Your Content Strategy Using LinkedInBlack Marketing
LinkedIn’s Senior Content Marketing Manager and author of Welcome to the Funnel lifts the curtain at Social Media Marketing World 2015 to reveal how his team is using content and social to drive engagement, thought leadership, and ultimately revenue using the world’s largest professional network. This session will explore the latest tactics for driving demand with your target audience including behind the scenes insights into how LinkedIn uses LinkedIn.
Chris Spurvey, Vice President - KPMG shares his LinkedIn success story Black Marketing
Yesterday’s big announcement that LinkedIn is being acquired by Microsoft caused me to reflect on my embrace of LinkedIn and how integrated LinkedIn is with my achievements during the past decade.
In response, financial brands have ramped up their investment in content marketing. However, many are still struggling to define how much content they should produce, in what formats and through which channels to activate it.
In attempting to ‘tame the content beast’, the solution is perhaps to anchor content back in the context of the customer journey. This process starts by mapping these journeys from awareness, through consideration and nurture to purchase – and beyond. These journey maps should then inform the choice of content format and activation channel, depending on the customer’s needs at each stage. This holistic view should also provide a more meaningful benchmark to assess Return on Investment.
Being Different in the Social Content EconomyBlack Marketing
Billy Sountornsorn, Insights Lead, Asia-Pacific & Japan Marketing Solutions, LinkedIn discusses -
B2B social opportunity: The ROI of B2B content marketing
- How can brands better segment and understand audience content preferences on social in Asia?
- How do I ensure my organisation is creating content to drive the business and my brand’s reputation forward?
- How do we accelerate and automate content creation and amplification?
Every 60 seconds 1,820 terabytes of data are created, including 98,000 tweets, 600 YouTube videos, and nearly 700,000 status updates. Navigating this world of social data can be overwhelming if you don't have the right approach--but the smart business knows that understanding data is the social center of excellence. This field is no longer just for the elite or uber-techs; it's time to democratize social data. It can and should be taken out of its silo and used to drive your decision-making across the company, because insightful businesses know how to turn data into action.
In this webinar, learn from our panel of experts how to:
-Use social analytics to create a 360-view of your customer
-Cultivate a culture of social intelligence in all departments of your business
-Understand social data as more than just numbers and text, but as pathways to actionable decisions.
-Turn data insights into a deeper understanding about how your business does and should work best
Coverings2011: Practical Marketing - Digital Visibility for Small BusinessesSimple Marketing Now LLC
Marketing and promoting your business matter now more than ever in a world where customers educate themselves online first. You must be digitally visible. The challenge for many small businesses is finding the resources [including people] to market effectively while also running day-to-day operations. How then to prioritize what you do so you don’t neglect activities that connect with customers online and offline, while also delivering business results? The solution has to do with thinking about how you deliver value to customers, while creating content that addresses customers’ needs.
TheSocialPeople - Social Media Advisory CollateralTheSocialPeople
This collateral will give you an insight on why your business needs to adopt Social Media Marketing and how TheSocialPeople can partner your growth and success towards this maneuver. www.thesocialpeople.net
Hilarie Koplow-McAdams, President Commercial SMB Unit for Salesforce, and Michael Lazerow, CMO of Marketing Cloud for Salesforce, made this presentation at the McKinsey Chief Marketing & Sales Officer Forum event in 2012.
Social Selling University is not like social media courses which are typically designed for marketing departments. Social selling is a series of content that is being developed around how social media can be used to identify new opportunities and engage customers/prospects in social networks they spend the most time in. LinkedIn, Twitter, blogs and other social networks are filled with people asking for advice on products and looking to engage with friends, peers and experts to make intelligent buying decisions. This is where the opportunities are being created and sales people need to be part of those conversations.
As the call for for skilled experts continues to develop, investing in quality education and education from a reputable https://www.safalta.com/online-digital-marketing/best-digital-marketing-institute-in-noida Digital advertising institute in Noida can lead to a a success career on this eve
For too many years marketing and sales have operated in silos...while in some forward thinking companies, the two organizations work together to drive new opportunity development and revenue. This session will explore the lessons learned in that beautiful dance that can occur when marketing and sales work together...to drive new opportunity development, account expansion and customer satisfaction.
No, this is not a conversation about MQLs and SQLs. Instead we will focus on a framework that allows the two organizations to drive company success together.
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
In the digital age, businesses are inundated with tools promising to streamline operations, enhance creativity, and boost productivity. Yet, the true key to digital transformation lies not in the accumulation of tools but in strategically integrating the right AI solutions to revolutionize workflows. Join Jordache, an experienced entrepreneur, tech strategist and AI consultant, as he explores essential AI tools across three critical categories—Ideation, Creation, and Operations—that can reshape the way your business creates, operates, and scales.This talk will guide you through the practicalities of selecting and effectively using AI tools that go beyond the basics of today’s popular tools like ChatGPT, Claude, Gemini, Midjourney, or Dall-E. For each category of tools, Jordache will address three crucial questions: What is each tool? Why is each one valuable to you as a business leader? How can you start using it in your workflow? This approach will not only clarify the role of these tools but also highlight their strategic value, making it perfect for business leaders ready to make informed decisions about integrating AI into their workflows.
Key Takeaways:
>> Strategic Selection and Integration: Understand how to select AI tools that align with your business goals and how to conceptually integrate them into your workflows to enhance efficiency and innovation.
>> Understanding AI Tool Categories: Gain a deeper understanding of how AI tools can be leveraged in the areas of ideation, creation, and operation—transforming each aspect of your business.
>> Practical Starting Points: Learn how you can start using these tools in your business with practical tips on initial steps and integration ideas.
>> Future-Proofing Your Business: Discover how staying informed about and utilizing the latest AI tools and strategies can keep your business competitive in a rapidly evolving digital landscape.
The session includes a brief history of the evolution of search before diving into the roles technology, content, and links play in developing a powerful SEO strategy in a world of Generative AI and social search. Discover how to optimize for TikTok searches, Google's Gemini, and Search Generative Experience while developing a powerful arsenal of tools and templates to help maximize the effectiveness of your SEO initiatives.
Key Takeaways:
Understand how search engines work
Be able to find out where your users search
Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
[Google March 2024 Update] How To Thrive: Content, Link Building & SEOSearch Engine Journal
March 2024 disrupted the SEO industry. Websites were deindexed, and manual penalties were delivered—all to produce more helpful, more trustworthy search results.
How did your website fare?
Watch us as we delve into the seismic shifts brought about by Google's March 2024 updates and explore strategies to not just survive, but thrive in this dynamic digital landscape.
You’ll learn:
- How to create content that is valuable to users (not just search engines) using E-E-A-T.
- How to build links that can boost rankings and withstand algorithm updates.
- Best practices for content creation and link building so you can thrive during algorithm updates.
With Vince Ramos, we'll examine the implications of the latest algorithm changes on content creation, link building, and SEO practices, and offer actionable insights from businesses like yours that have remained steadfast amidst the volatility.
Using real-life case studies, we’ll also show you the effectiveness of manual link building techniques and person-first content strategies.
Whether you're a seasoned SEO professional, a budding content creator, or anyone in between, this webinar will help you weather the changes in Google's algorithms and capitalize on them for sustained success.
Check out this webinar and unlock the secrets to thriving in the new Google era.
SEO as the Backbone of Digital MarketingFelipe Bazon
In this talk Felipe Bazon will share how him and his team at Hedgehog Digital share our journey of making C-Levels alike, specially CMOS realize that SEO is the backbone of digital marketing by showing how SEO can contribute to brand awareness, reputation and authority and above all how to use SEO to create more robust global marketing strategies.
SMM Cheap - No. 1 SMM panel in the worldsmmpanel567
Boost your social media marketing with our SMM Panel services offering SMM Cheap services! Get cost-effective services for your business and increase followers, likes, and engagement across all social media platforms. Get affordable services perfect for businesses and influencers looking to increase their social proof. See how cheap SMM strategies can help improve your social media presence and be a pro at the social media game.
Videos are more engaging, more memorable, and more popular than any other type of content out there. That’s why it’s estimated that 82% of consumer traffic will come from videos by 2025.
And with videos evolving from landscape to portrait and experts promoting shorter clips, one thing remains constant – our brains LOVE videos.
So is there science behind what makes people absolutely irresistible on camera?
The answer: definitely yes.
In this jam-packed session with Stephanie Garcia, you’ll get your hands on a steal-worthy guide that uncovers the art and science to being irresistible on camera. From body language to words that convert, she’ll show you how to captivate on command so that viewers are excited and ready to take action.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
Everyone knows the power of stories, but when asked to come up with them, we struggle. Either we second guess ourselves as to the story's relevance, or we just come up blank and can't think of any. Unlocking Everyday Narratives: The Power of Storytelling in Marketing will teach you how to recognize stories in the moment and to recall forgotten moments that your audience needs to hear.
Key Takeaways:
Understand Why Personal Stories Connect Better
How To Remember Forgotten Stories
How To Use Customer Experiences As Stories For Your Brand
A.I. (artificial intelligence) platforms are popping up all the time, and many of them can and should be used to help grow your brand, increase your sales and decrease your marketing costs.In this presentation:We will review some of the best AI platforms that are available for you to use.We will interact with some of the platforms in real-time, so attendees can see how they work.We will also look at some current brands that are using AI to help them create marketing messages, saving them time and money in the process. Lastly, we will discuss the pros and cons of using AI in marketing & branding and have a lively conversation that includes comments from the audience.
Key Takeaways:
Attendees will learn about LLM platforms, like ChatGPT, and how they work, with preset examples and real time interactions with the platform. Attendees will learn about other AI platforms that are creating graphic design elements at the push of a button...pre-set examples and real-time interactions.Attendees will discuss the pros & cons of AI in marketing + branding and share their perspectives with one another. Attendees will learn about the cost savings and the time savings associated with using AI, should they choose to.
Monthly Social Media News Update May 2024Andy Lambert
TL;DR. These are the three themes that stood out to us over the course of last month.
1️⃣ Social media is becoming increasingly significant for brand discovery. Marketers are now understanding the impact of social and budgets are shifting accordingly.
2️⃣ Instagram’s new algorithm and latest guidance will help us maintain organic growth. Instagram continues to evolve, but Reels remains the most crucial tool for growth.
3️⃣ Collaboration will help us unlock growth. Who we work with will define how fast we grow. Meta continues to evolve their Creator Marketplace and now TikTok are beginning to push ‘collabs’ more too.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
4. Source: Sales Executive Council, featured in CEB’s “Getting in Early: Shaping Demand Through Pre-Funnel Engagement, 2012
Use of social media is #1 factor driving out
performance
5. 5.4 75of B2B buyers now use
social media to find
information before making a
purchase
% 90of decision makers say
they never respond to
cold outreach
%
people are now involved
in the average B2B buying
decision
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
The buying process for major transactions has changed:
7. Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales
To tap into the power of LinkedIn for sales, you need
to expand your access and tailor your experience
8. Build trust with
referral partners
and customers
Stay informed
on key updates
at your target
accounts
Find the right
people quickly and easily
Receive
recommendations on
leads to contact
Access more people at
your accounts
Focus on the
right people
and companies
Stay up-to-date on the
people you’re interested in
Be informed of what’s
happening at your
accounts
Research prospects
wherever you work
Engage with prospects
and customers through
your company
Build your
professional reputation
Reach prospects outside
of your network
Sales Navigator is your partner throughout every
stage of relationship development
13. Regulatory and Reputational Risks Faced by Financial
Brands
Account Takeover
Detect and stop account
hacks when they occur
Acceptable Use
Automatically delete
inappropriate content
Fraudulent Accounts
Find and tag all accounts
associated with your brand
Compliance Violations
Monitor and remediate with
click-to-comply policies
including FINRA, FFIEC,
SEC
Malicious Content
Immediately remove malware
and phishing threats
14. New Threat: AnglerPhishing
In this more advanced phish, bad actors impersonate social media
customer care accounts or leading brand advocates to steal
customer’s social account credentials. For example …
A customer (Charlee)
tweets a question to a
major bank’s customer
care account or to an
advisor account (e.g
@AskBank,
@AskDaveSmith)
Actual tweet from a customer to a major bank
15. Imposter Support Accounts, cont’d
A bad actor sees Charlee’s
tweet, and quickly intervenes
from a imposter account (e.g.
Ask_Bank , or the
realDave_Smith) with a link to
a bogus website.
Imposter bank customer care Twitter account that is branded
fraudulently using the actual bank’s logo, colors, naming, etc.
16. Bad Actor Steals Information
Charlee, expecting such
a response from her
bank, follows the link and
logs in…credentials are
stolen (game over).
The link sent by Imposter Twitter account goes to a fake web page that is also
branded fraudulently using the actual bank’s logo, colors, naming, etc.
17. Addressing These Risks
Directly Integrated into Social Networks
Company Accounts
&
Employee Accounts
Proofpoint Admin(s)
Proofpoint
Stops the
Bad
Security & Compliance is Transparent
for Users
Proofpoint Nexgate
Suite
• Automatically find and
inventory brand accounts
• Assess risks from
fraudulent accounts and
bad comments, posts, @s,
messages, and more
• Detect and stop account
hacks and profile non-
compliance
• Automatically remove or
hide spam, abuse, and
other content risks
• Automatically detect,
remediate, and archive
compliance issues
18. Centralized governance and digital oversight allows
us to quickly respond to unexpected events.
Casey Hall,Thomson Reuters
19. Benefits of Social Media Governance
Positive sentiment
Faster response times
User engagement
Account security
Higher productivity
Spam
Fraudulent accounts
Unauthorized accounts
Phishing links
Social risk
21. About Guardian
u 156 year mutual life insurance company
u Based in New York City
u 5,300 Home Office Employees
u 3,500 Financial Professionals
u 80+ General Agency locations in the US
u 2,700 Financial Professionals using social media for business
u 325+ Financial Professionals using LinkedIn Sales Navigator
22. Evolution of First Contact
Anticipating a wholesale shift in the way consumers
were choosing to engage with insurance firms and
individual advisors, the firm recognized the
opportunity to help its advisors evolve their
approach to the market.
25. Evolution of Guardian’s Program
https://www.exchangewire.com/blog/2015/02/17/evolution-atd-means-holding-groups/
Compliance Enablement Engagement Culture
2011 2012 2013 2014 2015 2016
26. Creating a Social Selling Culture
u Began using LinkedIn Sales Navigator in 2013
u 300+ Financial Professionals using Sales Navigator
u Average SSI Score for Guardian Sales Navigator Users = 59
u Shifting from Individual FPs purchasing to Agency Model
u Creating local experts through LinkedIn Instructs
27. Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Index 42.3
Before
adoption
Today
As of 12/2015
14.0
11.0
7.1
22.1
54.2
Only Sales Navigator users
13.8
9.6
5.0
13.9
+28.3%SSI change since
adoption
Training Increased SSI Scores
27
28. Social Selling Success
u John increased revenue 80% YoY, 2014 = $222,938 vs. 2015 = $396,000
u Chuck generated $109k of premium from Sept – Dec 2015 via InMails
u Sean started 2016 off with a $52k premium case thanks to an InMail
u Adrian reached 103 members during 1st 30 days on Sales Navigator