The Social Selling Era - Dublin chamber presentation
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The Social Selling Era - Dublin Chamber of Commerce Business Owners Network Presentation
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The Social Selling Era - Dublin chamber presentation
- 3. The world’s largest professional network 364M+ Members Worldwide Growing at more than two members per second >3.5M 94% Company Pages Fortune 100 companies use our recruitment Solutions to hire
- 4. Dublin Chamber Event Most Popular Donal Milton Most Endorsed Earliest Adopter Most Connected Caroline Bourke PJ Timmins Colm Hanratty
- 5. 5
- 6. Solutions for business Hire Power half of all hires Market The most effective way for marketers to engage professionals Sell The start of every sales opportunity
- 7. LinkedIn Sales Solutions Mission Connect the world’s buyers and sellers to build relationships.
- 8. LinkedIn Sales Solutions Mission Social selling is simply the process of helping social buyers become customers. Sales people need to learn new ways to reach prospects through their own social networks, to create and share valuable content and ultimately, to grow their personal brand. And it is about growing your social connections.
- 9. LinkedIn Sales Solutions Mission Social selling is simply the process of helping social buyers become customers. Sales people need to learn new ways to reach prospects through their own social networks, to create and share valuable content and ultimately, to grow their personal brand. And it is about growing your social connections.
- 10. Changing B2B buyer behaviour
- 11. are now involved in the average B2B buying decision people Boss Peer Direct report Business leader Cross-functional partner Corporate Executive Board 2013 – Winning The Consensus Purchase Your target buyer 5.4 Decisions involve more people than ever before
- 12. 75% of B2B buyers now use social media to be more informed on vendors IDC 2014 – Social Buying Meets Social Selling Decision makers rely on social media to choose between potential vendors Network referrals White papers Company websites Blog posts Company pages Your target buyers Social relationships
- 13. Your competitor Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level 90% of decision makers say they never respond to cold outreach Decision makers now ignore cold outreach You Your competitor X X X Your target buyers
- 14. 5.4 75of B2B buyers now use social media to be more informed on vendors % 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 buyer’s process has changed
- 15. %75of B2B buyers now use social media to be more informed on vendors Relying on the buyer to inform you on key updates 5.4people are now involved in the average B2B buying decision Looking for one all-powerful decision maker %90of decision makers say they never respond to cold outreach Cold-calling prospects like they’re just a name in a database I found out a month later the Director of Marketing left my account and joined another top prospect of mine The VP of Marketing went dark and now I’m back at square one I keep pounding – email, phone, voicemail – but can’t get a response How well has your team adapted to this new normal? Are you still: “ ” “ ” “ ”
- 16. Social Selling is growing
- 17. Create a professional brand Find the right people Engage with insights Build strong relationships Social Selling Defined… SSI
- 18. Laggards 0 100 Leaders Social Selling Index
- 19. Apr. 2012 July 2014 87% As measured by growth in SSI Social Selling is Growing 12.2 22.8
- 20. 20 23.9NAMER 12.5LATAM 16.8APAC 20.5EMEA Source: LinkedIn Internal Data – March 2015 SSI by region
- 21. 21 23.9NAMER 12.5LATAM 16.8APAC 20.5EMEA 24.4 IRELAND Source: LinkedIn Internal Data – March 2015 SSI by region
- 22. April 2012 Today 18.7 14.7 12.9 12.4 10.9 11.8 12.0 10.6 10.9 8.9 8.7 8.8 7.5 32.6 26.1 24.1 23.7 23.0 22.4 22.1 21.5 21.3 19.6 19.0 18.8 16.6 Technology – Software Professional Services Media & Entertainment Telecommunications Oil & Energy Technology – Hardware Financial Services & Insurance Healthcare & Pharmaceutical Government/Education/Non- Profit Architecture & Engineering Aero/Auto/Transport Manufacturing/Industrial Retail & Consumer Products Social Selling by industry
- 23. April 2012 Today 18.7 14.7 12.9 12.4 10.9 11.8 12.0 10.6 10.9 8.9 8.7 8.8 7.5 32.6 26.1 24.1 23.7 23.0 22.4 22.1 21.5 21.3 19.6 19.0 18.8 16.6 Technology – Software Professional Services Media & Entertainment Telecommunications Oil & Energy Technology – Hardware Financial Services & Insurance Healthcare & Pharmaceutical Government/Education/Non- Profit Architecture & Engineering Aero/Auto/Transport Manufacturing/Industrial Retail & Consumer Products Over 100% Growth
- 24. 24 How are we doing in the room? EMEA Social Selling Index 20.5 Create a professional brand 9.0 Find the right people 4.4 Engage with insights 1.2 Build strong relationships 5.8 Source: LinkedIn Internal Data – March 2015 Attendees 46.9 16.25 9.8 5.7 15.1
- 25. 25 Top Social Sellers in the room Source: LinkedIn Internal Data – June 2015 1 PJ Timmins Managing Director & Owner, The Alternative Board - Ireland 82 2 Jason McChesney Business Coach, Boost Business Coaching 77 3 Ronan Kilroy Executive Coach, Insthinktive Sales Leadership 76 4 Colm Hanratty Managing Director, Sixtwo digital 75 5 Robbie Fitzpatrick Head of Sales, Pageboy Contact Centre 73
- 27. 5 tips to become a social selling expert
- 28. 1 Choose your social mix & build your professional profile.
- 31. 2 Develop your social networks & strong relationships.
- 32. 5XMore likely to engage with sales professionals who were introduced to them via someone in their professional network.
- 34. 4 Get talking & contribute with insights.
- 35. 5 Get targeted to gain competitive advantage.
- 36. Billions of professional relationships 364M+ members 2B+ member updates per week LinkedIn has a wealth of information on the people & companies with whom you want to build relationships
- 37. Relevant news LinkedIn’s network data Your accounts, leads & preferences Sales Navigator makes it simple to establish and grow relationships with your prospects and customers Sales Navigator
- 38. LinkedIn Sales Solutions Mission Connect the world’s buyers and sellers to build relationships.