Get an insider's look at how LinkedIn trains its own sales reps to approach to social selling. Dominic Archibald shares best practices from LinkedIn to help you develop your own strategy on how to better use LinkedIn for your sales teams.
Social Selling Done Right: Strategies for Creating a Social Selling CultureLinkedIn Sales Solutions
Today’s salesforce is ditching the phones and leveraging social media to find prospects and close deals. While Social Selling continues to drive higher revenue and increase pipeline, most organizations still do not have a social media strategy for their sales organization. Although companies understand why Social Selling is important, they don’t know how to make the change. It’s time for these organizations to implement a Social Selling culture before they get left behind.
Over 100 sales leaders converged in LinkedIn's San Francisco office to learn about how social selling is transforming sales teams. Featuring speakers from Golden State Warriors and NetSuite.
Social Selling Index: Measure Your Social Selling & Drive More PipelineSimone Van Cleve
Join leading experts from LinkedIn to learn more about how you can socially sell on the professional network--and how you can measure your social selling prowess. Plus, learn major trends that SSI reveals about the sales profession around the globe!
If you work in Sales, the challenges posed by today's informed purchaser will come as old news. But have you discovered new ways to generate demand, deliver insights and build advocacy within your prospect accounts. This presentation covers Build a network of advocacy to avoid the risk of lack of support across prospect organisations
Create a deep understanding of their customer's business in order to teach them something new
Generate new demand in a world of reluctant, risk adverse customers
Social Selling Done Right: Strategies for Creating a Social Selling CultureLinkedIn Sales Solutions
Today’s salesforce is ditching the phones and leveraging social media to find prospects and close deals. While Social Selling continues to drive higher revenue and increase pipeline, most organizations still do not have a social media strategy for their sales organization. Although companies understand why Social Selling is important, they don’t know how to make the change. It’s time for these organizations to implement a Social Selling culture before they get left behind.
Over 100 sales leaders converged in LinkedIn's San Francisco office to learn about how social selling is transforming sales teams. Featuring speakers from Golden State Warriors and NetSuite.
Social Selling Index: Measure Your Social Selling & Drive More PipelineSimone Van Cleve
Join leading experts from LinkedIn to learn more about how you can socially sell on the professional network--and how you can measure your social selling prowess. Plus, learn major trends that SSI reveals about the sales profession around the globe!
If you work in Sales, the challenges posed by today's informed purchaser will come as old news. But have you discovered new ways to generate demand, deliver insights and build advocacy within your prospect accounts. This presentation covers Build a network of advocacy to avoid the risk of lack of support across prospect organisations
Create a deep understanding of their customer's business in order to teach them something new
Generate new demand in a world of reluctant, risk adverse customers
LinkedIn is one of the most frequently used tools in every sales team’s playbook. But are sales professionals utilizing the platform most effectively to keep up with buyers? Get the fundamental right with the four behaviors of 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.
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.
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.
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.
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.
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
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.
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.
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.
With between 5 to 7 influencers involved in any purchase decision - successful selling is all about finding and engaging the right stakeholders.
LinkedIn Sales Navigator combines LinkedIn's data, news sources, your accounts and leads to help you identify key contacts and reach out with customized recommendations and insights.
Learn how Sales Navigator can help you:
-Focus on the right people and companies with Premium Search and Lead Recommendations
-Stay informed on key updates at your target accounts through notifications about news mentions, job changes and LinkedIn posts
-Build trust with your prospects and customers by leveraging warm introductions
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.
the six steps to social selling successMike Kunkle
This is an updated version of my "six imperatives of digital selling" presentation. This one uses the more common phrase, "social selling." There are also a few other minor updates.
The presentation covers how to determine whether social selling is right for you now, the ticket to entry (the three p's) that you need to do now, either way, and if social selling is right for you... I offer six steps to social selling success that I've seen work very effectively.
Social selling is the process of developing relationships as part of the sales process. One can use different digital & social tools to engage the customer more during the sales process. So after all it's about understanding the customer better, instead of pushing your message with force. Welcome to 21st century selling.
LinkedIn is one of the most frequently used tools in every sales team’s playbook. But are sales professionals utilizing the platform most effectively to keep up with buyers? Get the fundamental right with the four behaviors of 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.
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.
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.
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.
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.
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
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.
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.
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.
With between 5 to 7 influencers involved in any purchase decision - successful selling is all about finding and engaging the right stakeholders.
LinkedIn Sales Navigator combines LinkedIn's data, news sources, your accounts and leads to help you identify key contacts and reach out with customized recommendations and insights.
Learn how Sales Navigator can help you:
-Focus on the right people and companies with Premium Search and Lead Recommendations
-Stay informed on key updates at your target accounts through notifications about news mentions, job changes and LinkedIn posts
-Build trust with your prospects and customers by leveraging warm introductions
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.
the six steps to social selling successMike Kunkle
This is an updated version of my "six imperatives of digital selling" presentation. This one uses the more common phrase, "social selling." There are also a few other minor updates.
The presentation covers how to determine whether social selling is right for you now, the ticket to entry (the three p's) that you need to do now, either way, and if social selling is right for you... I offer six steps to social selling success that I've seen work very effectively.
Social selling is the process of developing relationships as part of the sales process. One can use different digital & social tools to engage the customer more during the sales process. So after all it's about understanding the customer better, instead of pushing your message with force. Welcome to 21st century selling.
Social Selling University brings to you a detailed, step-by-step presentation about how to use LinkedIn for social selling. With the entire business world connected through LinkedIn, you will learn powerful skills on how to utilize these network to build connections and generate sales.
BlogWell New York Social Media Case Study: GE, presented by Rich NarasakiSocialMedia.org
In his BlogWell New York presentation, GE's Global Manager of Digital Strategy, Rich Narasaki, talks about how they social media to generate sales in the least expected industries.
He shares real-life examples from their endeavors and best practices for finding and engaging your audience via social media.
How and Why Buyers Buy in 2015 (Psychology, Technology, and B2B Marketing, Oh...Katie Martell
Webinar slides from my presentation with BrightTalk - learn how to market to today's empowered, distracted, stressed out B2B buyer.
To view the recorded on-demand version: http://cintell.net/why-buyers-buy-in-2015-on-demand-webinar-recording/
Financial services communication specialist Carden Calder, MD of BlueChip Communication, and the SMSF Academy's Aaron Dunn examine the role social media can play in SMSFs. And how advisers, trustees and other SMSF stakeholders can get started. Material was originally developed and presented at the 2013 SPAA conference in Melbourne on 14 February 2013.
A day in the life of a LinkedIn social sellerBlack Marketing
Pioneering LinkedIn sales executives are changing how sales is done. Their social selling techniques are reshaping prospecting and turning the conventional sales process on its head. Hear firsthand from three of the top performing members of our sales team — salesperson to salesperson — as they reveal how they run sales at LinkedIn, the tools they use, and their top tips for success.
Pioneering LinkedIn sales executives are changing how sales is done. Their social selling techniques are reshaping prospecting and turning the conventional sales process on its head. Hear firsthand from three of the top performing members of our sales team — salesperson to salesperson — as they reveal how they run sales at LinkedIn, the tools they use, and their top tips for success.
From Silicon Valley straight to you, this is your chance to see how our LinkedIn reps achieve sales success and continue to stay ahead of the pack.
Join LinkedIn's Dominic Archibald, North American Head of Marketing for LinkedIn Sales Solutions, and Krishna Zulkarnian, APAC Head of Marketing, Sales Solutions for a best practices webinar about how social selling plays a unique role for success within sales, prospecting, and account management. Discover the many benefits of a collaborative approach to driving new business.
Pioneering LinkedIn sales executives are changing how sales is done. Their social selling techniques are reshaping prospecting and account management best practice. Daily they are using LinkedIn Sales Navigator to find new leads, develop existing business and build valuable relationships.
Hear firsthand from two of our top performing sales execs - sales person to sales person - as they reveal how they do it, the tools they use and their top tips for success. These practical insights are not to be missed.
In this live webinar, you’ll learn:
--How to use Sales Navigator to find and engage with your decision-makers and influencers
--Advanced strategies to help deepen relationships with existing clients, uncover new prospect accounts and drive new revenue
--Best practices from our own Account Executives who use Sales Navigator daily to prospect and manage their accounts
Webinar on how sales leaders can best use LinkedIn for social selling - goes over fundamental 4 behaviors related to social selling and gives tips on how to start taking action now.
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.
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.
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.
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.
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.
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.
8. 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
9. 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 papersCompany
websites
Blog
posts
Company
pages
Your
target buyers
Social
relationships
10. 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
11. %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:
“
”
“
”
“
”
12. Focus on the right
people and
companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
Building relationships with prospects and customers is
different in this new normal. You need to:
13. Social sellers perform better on key metrics
51%
More likely to hit quota than
social selling laggards
45%
More opportunities
Promoted to VP faster by
17 months
15. Hunting on LinkedIn
Building an expert brand
Warm outreach
Selling through relationships
The Secret Sauce – How we teach LinkedIn reps
16. Professional photo is your first impression
Tagline should be action oriented, not just a title
Summary should describe your passions
Rich media should illustrate your story
Educate potential buyers who visit your profile
Building an Expert Brand
Your LinkedIn profile should inform and inspire
25. A warm hand-off is the best way to build trust
Selling through relationships – Introductions
26. • Fast and lightweight, yet powerful
• Best used for less senior prospects or if connection is tenuous
• Appropriate to name drop without permission
Name Drop
Selling through relationships – Name Drop
Get the value of an intro with a fraction of the effort
27. Appeal first to emotional (right)
side of the brain…
• Personal interests
• School pride
• Articles and posts
• Recommendations
…Before challenging the logical
(left) side of the brain
• Insights
• Data
• Rankings
1
2
Warm outreach
As a last resort, “cold” outreach can still be warm
28. Visit us at Sales.LinkedIn.com
Want to learn more?