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
In the past, selling has involved building a rock-solid relationship with one key decision maker. However, in today's social selling environment, developing a relationship with a single person is no longer sufficient.
According to Demand Gen Report’s 2014 Buyer Behavior Survey, 34% of buyers noted a yearly increase in the number of people involved in purchasing decisions.
For this reason, relying too much on one relationship is risky.
Join us for this webinar as we dive into how to sell to multiple decision makers.
Presented by: Mac Witmer, Relationship Manager, LinkedIn Sales Solutions
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
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
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
Conventional sales tactics are limiting pipeline and losing deals. We'll show you how to overcome these challenges by harnessing the power of LinkedIn.
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.
In the past, selling has involved building a rock-solid relationship with one key decision maker. However, in today's social selling environment, developing a relationship with a single person is no longer sufficient.
According to Demand Gen Report’s 2014 Buyer Behavior Survey, 34% of buyers noted a yearly increase in the number of people involved in purchasing decisions.
For this reason, relying too much on one relationship is risky.
Join us for this webinar as we dive into how to sell to multiple decision makers.
Presented by: Mac Witmer, Relationship Manager, LinkedIn Sales Solutions
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
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
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
Conventional sales tactics are limiting pipeline and losing deals. We'll show you how to overcome these challenges by harnessing the power of LinkedIn.
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.
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.
On the 27th of July, LinkedIn held an afternoon High Tea event that discussed Business Strategy in the Digital Era. Guests heard from a number of thought leaders who discussed social selling, and more specifically, how they can gain a competitive sales advantage to rapidly enhance their sales teams effectiveness through targeted social media engagement. This presentation was shown on the day and gives insights into the components of social selling, reps who are using social to be competitive, and how to put this strategy into practice.
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.
General overview of Sales Navigator tailored specifically for business development teams for professional services companies. Speaker is Kathryn Dobkin. Goes over Leadbuilder, Advanced Search, InMail tactics.
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
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.
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.
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.
Before we can sell to a buyer, we've got to find, and listen to them first.
Join LinkedIn's executive briefing to learn how to adopt Social Selling to gain a competitive sales advantage and rapidly enhance your team's sales effectiveness through targeted social media engagement.
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.
In The Challenger Customer, CEB research identifies the Mobilizer customer as a critical player on the buyer panel. Engaging and challenging this individual is crucial to your deal’s success.
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
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.
On the 27th of July, LinkedIn held an afternoon High Tea event that discussed Business Strategy in the Digital Era. Guests heard from a number of thought leaders who discussed social selling, and more specifically, how they can gain a competitive sales advantage to rapidly enhance their sales teams effectiveness through targeted social media engagement. This presentation was shown on the day and gives insights into the components of social selling, reps who are using social to be competitive, and how to put this strategy into practice.
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.
General overview of Sales Navigator tailored specifically for business development teams for professional services companies. Speaker is Kathryn Dobkin. Goes over Leadbuilder, Advanced Search, InMail tactics.
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
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.
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.
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.
Before we can sell to a buyer, we've got to find, and listen to them first.
Join LinkedIn's executive briefing to learn how to adopt Social Selling to gain a competitive sales advantage and rapidly enhance your team's sales effectiveness through targeted social media engagement.
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.
In The Challenger Customer, CEB research identifies the Mobilizer customer as a critical player on the buyer panel. Engaging and challenging this individual is crucial to your deal’s success.
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 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.
As businesses increasingly look to mobile as a key element of their business model rather than simply another marketing channel, we examine the response of CMOs worldwide to the challenges and opportunities that mobile represents.
http://www.tnsglobal.com/mobilelife
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Content Marketing Tactics & Strategies for Business 2 Business IndustriesPieter S Verasdonck
Business-to-business marketing (or B2B marketing, as it is commonly known) involves the sale of one company’s product or service to another company. B2B marketing techniques rely on the same basic principles as consumer marketing, but are executed in a unique way. While consumers choose products based not only on price but on popularity, status, and other emotional triggers, B2B buyers make decisions on price and profit potential alone. SalesCycle Agency (http://salescycle.agency/) helps SME companies with digital transformation and modernising their marketing efforts to get better ROI and Sales-Marketing team alignment.
In this Slideshare, we explain:
+ Some context about how social media is transforming today’s business landscape
+ What social selling is
+ The social selling journey
+ The importance of content: content with intent
+ The benefits of social platforms and social management tools in engaging and influencing prospects and generating new business
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.
Your customers and prospects are going to the web to do research on who to buy from. In fact, 60% of your sales funnel is now taking place in the digital space. Today’s business leaders are struggling to understand how to harness the power of digital marketing tools such as social media, email marketing or content marketing to improve their business results.
Content Marketing World 2014 Social Selling with LinkedInKoka Sexton 💼
During Content Marketing World 2014 Koka Sexton of LinkedIn Sales Solutions talked with 100 content marketers and social marketing professionals about how to leverage LinkedIn and other social media for Social Selling by thinking like a publisher.
Win more customers with an integrated marketing communications strategySmart Insights
Smart Insights’ Co-Founder, Dr Dave Chaffey, joins Julie Bordato of Salesforce for an in-depth look at how to win more customers with an integrated marketing communications and automation strategy.
On this webinar, you will learn from:
- Our mindtools to help you review your current approach.
- Automation examples, from simple to more advanced.
- A Q&A explaining where to start and how to optimize for better results.
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Within the last few years Social Media Marketing has continued to grow exponentially. While participating in social media used to be optional, it has now become a key channel for business to engage their consumers in. Connie Bensen explores 8 key areas where brands can harness social media marketing.
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Check out this infographic to see how Deals eliminates blindspots by equipping sales teams with an effective way to manage pipeline and customer relationships.
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.
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Who Owns Social Selling? Bridging the Divide Between Sales & Marketing
1. Who Owns
Social Selling?
Bridging the Divide Between
Sales and Marketing
Wednesday, April 22nd
10:00am PDT
Duration: 45 minutes
#inSalesChat
2. Webinar Agenda
Speakers
1. Why Social Selling?
2. Who Owns Social Selling? The Case for Marketing
3. Who Owns Social Selling? The Case for Sales
4. Conclusions
Dan Green
Global Account Manager,
Sales Solutions
LinkedIn
Chris Moody
Director of Marketing,
Content & Social
Oracle Marketing Cloud
#inSalesChat
4. Digital disruption has
revolutionized the sales
and marketing landscape
• The roles of sales and
marketing professionals
have changed
• Buyers are researching -
collecting views, reviews
and gathering information
online
• Buyers know what they
want and why
• Sales and marketing must
align themselves to a new
shared set of goals to
reach buyers
“It all starts with listening. If
you don’t find those
opportunities, being able
to execute on those
opportunities is irrelevant.”
- Jay Baer, Marketing Speaker,
author of Youtility
#inSalesChat
5. 72%
81%
Buyers use social media to research
purchases and evaluate brands.
72% of buyers use social
media to research before
making a purchase. They’re
looking up product and
brand information. They’re
checking references.
They’re asking the opinion
of their connections and
your customers.
Source: DemandGen 2013 B2B
Buyer Behavior Survey
Your social media presence
is your introduction to
these buyers. In fact, 81%
are more likely to engage
with a strong, professional
brand. The social selling
model ensures that your
company’s brand will
encourage buyers to
seek you out.
Source: LinkedIn Global Survey of
1,500 B2B Decision Makers and
Influencers, May 2014
#inSalesChat
6. Multiple decision
makers are becoming
more prevalent
• Single-threaded approach to sales is
becoming less effective
• Research shows the average B2B
opportunity has 5.4 decision makers
involved
• Social selling enables you to
leverage extended networks to find
these multiple contact points
7. Disruption can be a
good thing
• It’s no longer an option to
maintain the status quo
• Traditional sales and
marketing methods are
becoming less effective
• Businesses that embrace
social selling increase
organizational success
• Sales and marketing can
both use social selling to
influence the buyer
“The key to digital transformation
is re-envisioning and driving
change in how the company
operates. That’s a management
and people challenge, not just a
technology one.”
- Capgemini Consulting, Digital
Transformation Report
#inSalesChat
8. Who Owns
Social Selling?
The Case for Marketing
Chris Moody
Director of Marketing,
Content & Social
Oracle Marketing Cloud
9. Digital body language
How frequently a prospect interacts
with your company and content is key
to determining true buying interests
• Customers are educating
themselves online
• The handoff to sales is much later
and marketing engagement is much
longer
• Role of marketing is to educate
the customer and enable sales
with information about prospect’s
engagement - Digital Body
Language
#inSalesChat
10. Empower your sales
team to have intelligent
conversations
Give sales visibility into
their prospect’s digital body
language
• Integrate your marketing
automation system
into your sales force
automation system
• Sales will have more
qualified conversations
• Use Oracle Eloqua’s
Profiler and set-up Alerts
“It’s all about reaching the
right person with the right
one-to-one message.”
- Victor Magarino Penalba
#inSalesChat
11. CASE STUDY:
Challenges:
• Quickly connect with buying committees
• Generating lead lists was inefficient and time-consuming
• Long sales cycles
Social Selling Solutions:
Results:
• Establishing relationships
through shared connections
on LinkedIn led to a 30%
increase in engagement with
key connections.
• Sales cycles shortened by
20% due to relationship-
building through social
networking.
30%
increase in engagement
with key connections
#inSalesChat
12. Who Owns
Social Selling?
The Case for Sales
Dan Green
Global Account Manager,
Sales Solutions
LinkedIn
#inSalesChat
13. Sales: provide guidelines
to maintaining meaningful
relationships
• Build lead lists with LinkedIn’s
Advanced Search
• Reach out to extended networks
• Send warm personalized InMails
• Monitor LinkedIn profiles
#inSalesChat
14. Sales: Transform your
team’s online brand
• Don’t push the sales angle too hard
• Help your team stay authentic online
• Develop professional and robust
online profiles
• Ensure your team optimizes their
time on social networks
#inSalesChat
15. CASE STUDY:
Challenges:
• Deliver better qualified leads to sales
• Improve salesperson productivity
• Generate net new sales revenue
Social Selling Solutions:
• ADP aligned marketing and sales to adopt a
common definition of a good lead
• ADP’s marketing team targeted content to
stakeholders at various levels
• Automated lead nurturing and scoring to engage
leads more quickly
• Specialized sales professionals qualified the leads
to ensure the sales team was handed only the
most likely prospects
Results:
• Leads worked by sales increased 21%
• Win rate of leads increased 103%
• Total amount of won deals increased
26%
48%
Revenue increased
48% year-over-year
16. So who Owns
Social Selling?
It’s a Partnership
Dan Green
Global Account Manager,
Sales Solutions
LinkedIn
Chris Moody
Director of Marketing,
Content & Social
Oracle Marketing Cloud
#inSalesChat
17. For the Buyer
For the Sales
Professional
For the Marketing
Professional
87% 70%
65%
of customers had a favorable impression
of a salesperson who was introduced to
them through their network
• Leveraging networks for introductions eliminates
cold calls.
• Insights gained from social conversation help to
personalize pitches.
• Prior sales drive 70% of future leads.
• Better lead generation and
qualification for a more-equipped
sales team
• More relevant content directed
at specific stakeholders
• Your brand is viewed as a
problem-solving resource,
a magnet for customers
of customers want
problems solved, not
to be sold to
of buyers agree that a
vendor’s content has
significant impact on
buying decision
Source: DemandGen 2014 Buyer Behavior Survey
#inSalesChat
18. Optimizing your teams
for social selling primes
your business for success
Marketing can leverage social
networks to find micro markets with
targeted dialogue
9.5%
Sales reps who respond quickly to
trigger events via social media saw
a 9.5% increase in annual revenue.
75%
It costs 75% less to generate leads
via social media than any other
channel.
Source: Social Selling Reduces the Cost Per Lead, 2014
Source: 5 Qualities Successful Salespeople Share, 2014
#inSalesChat