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LinkedIn Social Selling Breakfast - Sydney - 15th May 2014
The document summarizes a social selling breakfast presentation. It discusses how the buying process has changed, with most of the process now occurring before sales rep involvement. It notes LinkedIn has over 300 million members and billions of connections, providing opportunities for warm introductions. The core competencies of social selling are identified as understanding who the right people are to engage, how to get warm introductions, what topics to discuss, and leveraging your professional network and brand. Examples are given of effective versus ineffective personal profiles for generating business. Customer success stories from the Asia Pacific region are also mentioned.
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LinkedIn Social Selling Breakfast - Sydney - 15th May 2014
- 1. Social Selling Breakfast May15th, 2014 David Watson Dimity MacDiarmid Account Executive Product Consultant LinkedIn Sales Solutions LinkedIn Sales Solutions
- 3. Members Worldwide +2 new MembersPer Second 180M+ Monthly Unique Visitors 300M+ LinkedIn: Worlds largest professional network North America: 100M+ Latin America and Caribbean: 20M+ Europe, Middle East and Africa: 50M+ Asia Pacific: 50M+ Australia: 5M+
- 5. The world andbuyers have changed 97%75% 57% Of the time cold calls do not work B2B purchases influenced by social Of the buying process is complete before sales rep involvement Sources: CEB, Connect & Sell, IBM Buyers Preference Study
- 6. 6 Do you knowwho your decision maker is? The average B2B opportunity has 5.4 decision makers involved Corporate Executive Board
- 7. Social selling leverages yourprofessional brand to fill your pipeline with the right people, insights, and relationships.
- 8. How How do Iget a warm intro? +300M members +2B member updates per week Billions connections 5 Core Competencies of Social Selling What What to talk about? Who Who are the Right People? Connections Profiles4 5 1 2 3
- 9. How Do I geta warm intro? +300M members +2B member updates per week Billions connections 5 Core Competencies of Social Selling What To talk about? Who Are the right people? Connections Profiles4 5 1 2 3
- 10. How Do I geta warm intro? +300M members +2B member updates per week Billions connections 5 Core Competencies of Social Selling What To talk about? Who Are the right people? Connections Profiles4 5 1 2 3
- 11. How Do I geta warm intro? +300M members +2B member updates per week Billions connections 5 Core Competencies of Social Selling What Do I talk about? Who Are the right people? Connections Profiles4 5 1 2 3 Your network is valuable
- 12. How Do I geta warm intro? +300M members +2B member updates per week Billions connections 5 Core Competencies of Social Selling What Do I talk about? Who Are the right people? Connections Profiles4 5 1 2 3 Your network is valuable
- 13. How Do I geta warm intro? +300M members +2B member updates per week Billions connections 5 Core Competencies of Social Selling What Do I talk about? Who Are the right people? Connections Profiles4 5 1 2 3 Would you do business with you?
- 14. Who would youbuy from? Does your profile look like this? Or this?
- 15. APAC - MeasurableCustomer Success Stories