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.
Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Co...LinkedIn Sales Solutions
Featuring Julian Lee, Senior Director - Sales Enablement - EMEA, PTC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
On the 1st of June, LinkedIn hosted a group of top business leaders at the Social Sales Summit event in Singapore. This year’s theme was “The World’s Best Sellers” where we discussed proven social selling strategies and what sets sales people who adopt Social Selling apart from their peers.
It's becoming almost impossible to ignore the impact social networks are having on sales. It's imperative for sales to embrace social selling. With the help of our LinkedIn experts, the Social Sales Summit aimed to show you how to best leverage LinkedIn to be a leading social seller.
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
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 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.
Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Co...LinkedIn Sales Solutions
Featuring Julian Lee, Senior Director - Sales Enablement - EMEA, PTC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
On the 1st of June, LinkedIn hosted a group of top business leaders at the Social Sales Summit event in Singapore. This year’s theme was “The World’s Best Sellers” where we discussed proven social selling strategies and what sets sales people who adopt Social Selling apart from their peers.
It's becoming almost impossible to ignore the impact social networks are having on sales. It's imperative for sales to embrace social selling. With the help of our LinkedIn experts, the Social Sales Summit aimed to show you how to best leverage LinkedIn to be a leading social seller.
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
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.
A Marketer Looks at Sales - Marketing's Role in Social Selling - HSBC - A cus...LinkedIn Sales Solutions
Featuring Lauren Somers, Digital and Social Media Marketing Manager, HSBC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
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.
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.
LinkedIn Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
This is the presentaion by Koka Sexton on the use of LinkedIn for Social Selling. The topics covered were personal branding, resume to reputaton and ways to leverage LinkedIn to maintain your relationships.
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.
The presentation is designed for business leaders who already have an advanced knowledge of LinkedIn's solutions for sales teams.
Our Social Selling leadership morning showcases companies who are embracing social selling and transforming how their organisations approach to sales.
Our guests heard first hand from our customers AON, PTC and Vodafone, who shared their journey, insights and step by step advice on how they implemented successful social selling programmes.
LinkedIn Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
Customer Blueprints for Success: Transforming your Sales Organisation - Sales...LinkedIn Sales Solutions
Glenda Kirby, EMEA Senior Manager Sales Product Consulting, LinkedIn
Alix McCabe, Global Head of Marketing, CMO, Euler Hermes
Tony Finn, Head of Solution Sales - Northern Europe, Vodafone
Xavier Monty, Social Media Strategy Leader, Sage
The world’s leading social selling teams share the blueprints that led to success within their organisations. 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
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.
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.
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.
In today’s world of social connectivity, top salespeople are using social media on the job to listen to prospects, gather intelligence, build and grow relationships and more, and it’s giving them an edge over the competition.
To keep things in perspective, sales and social business quotes can be inspirational. Social media quotes are a great source of content, and collectively they provide invaluable insight. Here’s a collection of the 50 most inspiring business quotes from the top social power influencers.
A Marketer Looks at Sales - Marketing's Role in Social Selling - HSBC - A cus...LinkedIn Sales Solutions
Featuring Lauren Somers, Digital and Social Media Marketing Manager, HSBC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
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.
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.
LinkedIn Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
This is the presentaion by Koka Sexton on the use of LinkedIn for Social Selling. The topics covered were personal branding, resume to reputaton and ways to leverage LinkedIn to maintain your relationships.
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.
The presentation is designed for business leaders who already have an advanced knowledge of LinkedIn's solutions for sales teams.
Our Social Selling leadership morning showcases companies who are embracing social selling and transforming how their organisations approach to sales.
Our guests heard first hand from our customers AON, PTC and Vodafone, who shared their journey, insights and step by step advice on how they implemented successful social selling programmes.
LinkedIn Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
Customer Blueprints for Success: Transforming your Sales Organisation - Sales...LinkedIn Sales Solutions
Glenda Kirby, EMEA Senior Manager Sales Product Consulting, LinkedIn
Alix McCabe, Global Head of Marketing, CMO, Euler Hermes
Tony Finn, Head of Solution Sales - Northern Europe, Vodafone
Xavier Monty, Social Media Strategy Leader, Sage
The world’s leading social selling teams share the blueprints that led to success within their organisations. 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
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.
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.
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.
In today’s world of social connectivity, top salespeople are using social media on the job to listen to prospects, gather intelligence, build and grow relationships and more, and it’s giving them an edge over the competition.
To keep things in perspective, sales and social business quotes can be inspirational. Social media quotes are a great source of content, and collectively they provide invaluable insight. Here’s a collection of the 50 most inspiring business quotes from the top social power influencers.
What makes “the greats,” great? Is it natural talent, hard work and hustle, networking, building relationships, great customer service, or all of the above?
These are the top 10 reasons that our own sales team gave when asked the question: What are the reasons as to why you think you are a successful sales person?
Join us ringside as our host Jason Miller of LinkedIn, moderates over the fight of our ages.
Watch the punches fly as Craig Rosenberg of Funnelholic.com, and Justin Gray of LeadMD, go toe-to-toe proving once and for all which department is the heavyweight champion — Sales or Marketing.
Catch the video recording here:
http://www.leadmd.com/resource/royal-revenue-rumble-sales-vs-marketing/
Best Practices in Complex Equipment Manufacturing Sales, and ServiceFindWhitePapers
Learn how SAP solutions and best-practice offerings enable manufacturers of complex equipment to differentiate themselves from the competition and low-cost global providers through superior-value products and services and move their offerings to market more quickly and more profitably.
Learn more about social selling at http://linkd.in/1byEPQ2.
Digital disruption has revolutionized the sales and marketing landscape--72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely to engage with a strong professional brand. To reach buyers, sales and marketing teams must align themselves to create a compelling social media presence.
Join LinkedIn and Oracle Marketing Cloud as we draw back the curtain and explore how to bridge the divide between sales and marketing.
You'll learn:
--Why social selling is important and valuable to both sales and marketing
--Which team is responsible for owning social selling
--How to implement a social selling strategy across both teams
Business Pulse - Dual perspectives on the top 10 risks and opportunities 2013...EY
Business Pulse explores the top 10 risks and opportunities faced by global organizations over the next few years.
Ernst & Young’s Business Pulse report is based on a large sample survey of companies in 21 countries and across various industry sectors.
The report takes the pulse of:
• Current thinking on risks and opportunities and emerging challenges
• Dual perspective on the themes arising from the top 10 lists
• Expectations from industry executives and Ernst & Young specialists
Read this presentation to conduct a self-assessment for your business and download the report at: http://goo.gl/CSKGQ
A sales person is a tool to get your offering out to prospects and/or customers. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about usIT’S NOT WHAT YOU SAY IT IS. IT’S HOW THEY SAY IT
Rationalization of marketing processes and the implementation of specialized marketing technology can lead to huge gains.
Unfortunately, the figures to support this statement are often too isolated or specific to a single case. They can seldom be applied to your situation, leaving you with poor evidence in front of the corporate judges when asking for your project approval.
The aim of this publication is to give you concepts and tool to create the final argument to enter the board room, and secure the budget for your operational marketing improvement project and deliver significant and sustainable value to department, company and shareholders.
Anyone who's over 22 has advice for anyone who's not. 50 of the top minds in business share lessons from their youth and what a few more years of their life can teach every young working professional.
This ebook covers the following topics with regard to social selling across an enterprise.
1) Balancing Relationship-Based Culture and Performance
2) Social Selling Satisfies Revenue Demand and Buyers Needs
3) Driving Organizational Change in a Social World
4) Become a Trusted Advisor & Win More Deals
5) How LinkedIn and Other Leading Companies Drive a Relationship-Focused Sales Culture
Få et værdifuldt indblik i, hvordan købsprocessen har ændret sig - og hvordan Social Selling kan hjælpe med at adressere forandringen. Jessica Sandberg fra LinkedIn giver en update på Social Selling med masser af indsigt og tips til, hvordan du anvender LinkedIn i det daglige salgsarbejde. Indlægget er på engelsk.
v. Jessica Sandberg, Enterprise Account Executive, LinkedIn
How content bridges the divide between sales and marketing by creating a unif...Varun Mittal
At LinkedIn, sales and marketing alignment is an important topic for us and for our customers. We
believe achieving alignment is crucial for sales and marketing to reach their full potential. Previous
global research from LinkedIn shows that 60% of respondents believed that misalignment between
sales and marketing could damage financial performance. From both the sales side and the marketing
side, there’s broad agreement that sales and marketing alignment can boost pipeline, improve
customer experience, and increase customer retention.
The insight selling era - live webcast with LinkedIn & CEBKevin Ryan
‘The Insight Selling Era’ – how buyer sophistication is forcing organizations to transform how they sell
Speakers:
Kevin Ryan, Marketing Manager: http://www.linkedin.com/in/kevryan
Matthew Kiel, Senior Director, CEB: http://www.linkedin.com/in/mpkiel
The sales landscape is changing.
With more buyers seeking insights and information online, salespeople are turning to social media to get in front of their buyer.
You can get real results using social media for sales, and this webinar will show how you can:
- Get your sales team on board with social media
- Improve sales results using the LinkedIn platform
- Use the Social Selling Index score to measure progress and success
A New Era of B2B Sales: Three Strategies Growth Leaders Must Implement Today ...saastr
Back-to-back seismic catalysts have reshaped our society, accelerating the digitization of buying and selling. Today’s economic headwinds will hasten the arrival of a new era in B2B sales. As efficiency and effectiveness become the mots du jour, sales leaders will need to arm their teams with top-tier sales technology, retain the very best talent, and ensure their sellers engage with insights and
intelligence.
Join Mary Shea, Global Innovation Evangelist at Outreach, as she shares her vision for the future of sales and provides growth leaders with actionable advice to succeed in today’s dynamic marketplace.
Countless organisations have trained their sales functions in converting the classic cold calling approach into selling on social platforms. What was once a fresh, new approach to sales has now become the norm, and customers are becoming increasingly frustrated with the influx of digital cold calling in their inboxes.
While social networks are cost-effective and agile, the sales organisation needs to find a new way to leverage potential from these channels and implement a different approach to social selling.
LinkedIn and Hootsuite partner to demystify where social media and social selling can play an important role in the sales process. From strategy to implementation to measurement, Sara Cohen and Amy McIlwain deconstruct social selling and review key considerations when building a social organization.
Similar to How to Move Your Team to Social Selling (20)
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.
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.
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.
Steve Kaplan, our Sales Navigator Product Lead, will go through the recent CRM partnership announcement and what it means to clients. Ola Bailey, CSM, will also cover simple steps on how to turn on CRM sync.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
Experience unparalleled EXTENDED STAY and comfort at Skye Residences located just minutes from Toronto Airport. Discover sophisticated accommodations tailored for discerning travelers.
Website Link :
https://skyeresidences.com/
https://skyeresidences.com/about-us/
https://skyeresidences.com/gallery/
https://skyeresidences.com/rooms/
https://skyeresidences.com/near-by-attractions/
https://skyeresidences.com/commute/
https://skyeresidences.com/contact/
https://skyeresidences.com/queen-suite-with-sofa-bed/
https://skyeresidences.com/queen-suite-with-sofa-bed-and-balcony/
https://skyeresidences.com/queen-suite-with-sofa-bed-accessible/
https://skyeresidences.com/2-bedroom-deluxe-queen-suite-with-sofa-bed/
https://skyeresidences.com/2-bedroom-deluxe-king-queen-suite-with-sofa-bed/
https://skyeresidences.com/2-bedroom-deluxe-queen-suite-with-sofa-bed-accessible/
#Skye Residences Etobicoke, #Skye Residences Near Toronto Airport, #Skye Residences Toronto, #Skye Hotel Toronto, #Skye Hotel Near Toronto Airport, #Hotel Near Toronto Airport, #Near Toronto Airport Accommodation, #Suites Near Toronto Airport, #Etobicoke Suites Near Airport, #Hotel Near Toronto Pearson International Airport, #Toronto Airport Suite Rentals, #Pearson Airport Hotel Suites
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
Buy Verified PayPal Account
Looking to buy verified PayPal accounts? Discover 7 expert tips for safely purchasing a verified PayPal account in 2024. Ensure security and reliability for your transactions.
PayPal Services Features-
🟢 Email Access
🟢 Bank Added
🟢 Card Verified
🟢 Full SSN Provided
🟢 Phone Number Access
🟢 Driving License Copy
🟢 Fasted Delivery
Client Satisfaction is Our First priority. Our services is very appropriate to buy. We assume that the first-rate way to purchase our offerings is to order on the website. If you have any worry in our cooperation usually You can order us on Skype or Telegram.
24/7 Hours Reply/Please Contact
usawebmarketEmail: support@usawebmarket.com
Skype: usawebmarket
Telegram: @usawebmarket
WhatsApp: +1(218) 203-5951
USA WEB MARKET is the Best Verified PayPal, Payoneer, Cash App, Skrill, Neteller, Stripe Account and SEO, SMM Service provider.100%Satisfection granted.100% replacement Granted.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
2. 3
INTRODUCTION
Relationships still matter to B2B sales, but buyers and sellers are connecting more
often on social platforms and less often in person and over the phone.
3. 4
INTRODUCTION
In a survey of buyers conducted by IDC, respondents said they agreed with these
statements (percentage is those who agreed or strongly agreed):
5. INTRODUCTION
6
RELATIONSHIPS MATTER IN SOCIAL SELLING
Salespeople and their companies should
embrace the reality of social selling and
respond with an effective strategy. Social
selling has challenges, but it also has raised
the quality of the buyer-seller relationships
by enabling better targeting and more
meaningful conversations.
Source:
Demand Gen Report’s 2014 B2B Buyer
Behavior Study
7. INTRODUCTION
8
SOCIAL SELLING ADOPTION BEST PRACTICES
• Focus on Pipeline
Progression
• Focus on the Earliest
Possible Engagement
• Focus on Social Proof
• DON’T Focus on the
Status Quo
Focus on Pipeline
Progression
Focus on the Earliest
Possible Engagement
Focus on Social Proof
DON’T Focus on the
Status Quo
Source:
Koka Sexton, Global Sr. Social Marketing Manager,
LinkedIN
8. INTRODUCTION
9
SOCIAL SELLING ADOPTION BEST PRACTICES
Focus on Pipeline Progression
• Quality of leads
• Connections, Number of connections within target companies
• Current social activity
• Referrals/Recommendations
9. 10
SOCIAL SELLING ADOPTION BEST PRACTICES
Focus on the Earliest Possible Engagement
• Questions about industry-related topics
• Critiques of a competitor’s solution
• Job changes
10. 11
SOCIAL SELLING ADOPTION BEST PRACTICES
Focus on Social Proof
Testimonials, recommendations, case studies and referrals—these all provide insight
into your target prospect and company.
11. 12
SOCIAL SELLING ADOPTION BEST PRACTICES
Don’t Focus on the Status Quo
Be prepared for follow-ups and new
opportunities as the sales relationship
develops. You’ll need to stay informed
on your prospect’s updates, changes,
connections, and opportunities—social
selling is an ongoing process.
13. INTRODUCTION
14
SOCIAL SELLING SATISFIES
The average B2B buyer who uses social media in
the decision-making process is more senior, has a
bigger budget and makes more frequent buying
decisions, according to research from IDC. They
also have a greater sphere of influence than those
who do not access social media as part of their
buying process.
• Buyers with Larger Budgets Are
More Likely to Use Social Media
• Frequent Purchasers Are More Likely
to Use Social Media
Kelly Houston
National Account Executive
Capella University
14. 15
SOCIAL SELLING SATISFIES
Source:
IDC’S Social Buying Study, February 2014
16. INTRODUCTION
17
DRIVING ORGANIZATIONAL
CHANGE IN A SOCIAL WORLD
B2B companies’ inability to align sales and marketing teams around
the right processes and technologies has cost them
10% 10% or more of revenue per year.
Sources:
LinkedIn Global Study of 1,500 B2B Decision-Makers and Influencers,
May 2014
17. 18
DRIVING ORGANIZATIONAL
CHANGE IN A SOCIAL WORLD
“Relationship building is alive and happening,
but it’s no longer the job of just sales,” said Craig
Nelson, Founder and Principal at Sales Enablement
Group. “It’s also the job of marketing. The more
aligned they are, the better the success.”
Craig Nelson
Founder
Principal
Sales Enablement Group
In addition, B2B buyers turn to vendors with
whom they have relationships with or vendors
who are able to build relationships within the
buyer’s company.
18. 19
DRIVING ORGANIZATIONAL
CHANGE IN A SOCIAL WORLD
LinkedIn has done research and found that:
69% of B2B buyers are more likely to choose a
vendor who is recommended to them, and
46% more likely to choose a vendor who builds
relationships with the buyer’s other stakeholders.
Sources:
LinkedIn Global Study of 1,500 B2B Decision-Makers and Influencers,
May 2014
69%
46%
20. INTRODUCTION
21
BECOME A TRUSTED ADVISOR AND WIN MORE DEALS
Today’s buyers are looking for sales professionals to take on more of a
consulting role, rather than simply enumerating the features of their products,
said Nelson of Sales Enablement Group.
65% of buyers said the winning vendor’s content had a
significant impact on the purchase decision.
And, more than 80% of buyers reviewed five or more
pieces of content.
Sources:
Demand Gen Report’s 2014 B2B Buyer Behavior Survey
65%
80%
21. 22
BECOME A TRUSTED ADVISOR AND WIN MORE DEALS
Adapting and curating content to be shared allows sales people to project thought
leadership and enhance personal credibility, but not every sales person will be able
to do this. Sales-enablement teams must feed social-ready content for sales people
to leverage.
Source:
Joe Galvin, Chief
Research Officer and
Executive Vice President,
HMI Research Institute
22. HOW LINKEDIN AND OTHER
LEADING COMPANIES DRIVE A
RELATIONSHIPS‑FOCUSED SALES CULTURE
23. 24
LINKEDIN SALES NAVIGATOR AND SSI
LinkedIn’s Sales Solutions team has proven the value of Sales Navigator within their
own organization. LinkedIn analyzed their own sales people’s performance across all
global regions by mapping their SSI performance, and showed that sales reps with
an SSI above 90 were three times more likely to go to club than any other rep.
SSI leaders above 90 are 3X more likely to go to club 3x
Source:
Mike Derezin, VP of Sales, LinkedIn
24. 25
LINKEDIN SALES NAVIGATOR AND SSI
A large percentage of our sales team’s wins come from warm introductions through
using Sales Navigator’s TeamLink feature, which surfaces who in the company has a
relationship with a prospect, regardless of whether our sales rep is connected to
their colleague.
Source:
Mike Derezin, VP of Sales,
LinkedIn
26. CONCLUSION
With the most influential and senior buyers on social media, B2B organizations
cannot ignore the power of social selling, and the good news is that the relationship-building
27
foundation that has always been a part of sales remains.
27. 28
CONCLUSION
Getting started is a matter of:
• Making sure leaders are committed and demonstrating
their commitment through their actions;
• Setting expectations on the personal and organizational
level and adjusting performance metrics to align with
expectations;
• Providing training and tools, such as Sales Navigator, that
enable sales team members to make social selling part of
their daily work; and
• Bringing Marketing and Sales closer to collaborate on
content development and targeting to help build long-term
relationships through networking.