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Sales and Marketing Forum: Social Selling, 26th June
The document discusses social selling and LinkedIn Sales Navigator. It begins with an agenda that includes why social selling is important, LinkedIn as a platform, LinkedIn Sales Navigator features, and success stories. It then provides statistics showing buyers are influenced by social media and make purchasing decisions before engaging with sales. It defines social selling as leveraging relationships and data to grow revenue. It highlights key LinkedIn statistics and Sales Navigator features like enhanced search and account mapping. Success stories are shared, including how Bouygues Telecom used Sales Navigator to reinvigorate sales. Key metrics are presented showing social selling leaders outperform laggards in opportunities and quotas.
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Sales and Marketing Forum: Social Selling, 26th June
- 2. Agenda for tonight Why Social Selling LinkedIn as a platform What else? LinkedIn Sales Navigator Success Stories ©2014 LinkedIn Corporation. All Rights Reserved 2
- 3. The world andbuyers have changed What once worked, will not work anymore ©2014 LinkedIn Corporation. All Rights Reserved 97%75% 57% Of the time cold calls do not work 7% worse every year since 2010 B2B purchaser influenced by social Buying decisions are made before sales rep involvement Corporate Executive Board 2012 Connect & Sell 2012 IBM Buyers Preference Study 2011 3
- 4. What is socialselling? Social selling leverages your professional brand, social data and relationships to grow revenue Social selling helps you adapt to the buyer’s new process
- 5. 300,000,000+ registered members 22 26Globaloffices Languages 85MMembers in EMEA
- 6. Sharing with yournetwork
- 7. LinkedIn Sales Navigatorfor Social Selling Who Who are the Right People? Enhanced Search Account Mapping How How do I get a warm intro? What What to talk about? 7 3rd Degree Profile Visibility InMail TeamLink
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- 9. Mark LSS 9 Mark’s currentpersonal connections Mark’s entire Sales Team connections How do I get a warm intro? Leverage a common connection 8 880 People you know at Avaya People your entire Sales Team knows at Avaya People your network knows at Avaya 2 Free Free Sales Navigator
- 10. Create a professionalbrand Find the right people Engage with insights Build strong relationships 11.9 4.8 2.3 8.5 Social Selling Index 27.6 ABC How do you compare to industry average? 12.4 7.1 2.6 8.6 30.7 Technology - Software Company ABC: All sales pros Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.
- 11. SSI leaders create 45%more opportunities per quarter than SSI laggards. SSI leaders are 51% more likely to hit quota than SSI laggards. 45%more opportunities 51%more likely to hit quota Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30 Why is social Selling Index important?
- 12. Bouygues Telecom ReinvigoratesSales Team with LinkedIn Sales Navigator Challenge: Sales team had trouble reaching target customers through traditional prospecting methods, especially because people change jobs so frequently Results: With Sales Navigator, sales reps can make prospect lists in a matter of minutes and immediately reach out to the list via InMail. TeamLink enables the sales team to get warm introductions to key players. Sales Navigator gives new life to the sales team by making it easier for them to do their job. 12 Bouygues Telecom is one of the leading telecom operators in France, with 13 million mobile customers. Bouygues offers mobile and fixed line phone service and broadband data services for businesses.
- 13. “TeamLink gives awhole new meaning to the saying ‘What a small world’! It is amazing how we are all connected in some way.” -Marine Lucas, Sr. Social Media & Marketing Manager, Bouygues Telecom Enterprises Bouygues Telecom is one of the leading telecom operators in France, with 13 million mobile customers. Bouygues offers mobile and fixed line phone service and broadband data services for businesses.
- 14. Salespeople have alwaysbeen a social bunch. It’s the nature of the job to talk to prospects and clients on a daily basis.When you think of it like that, social media should be the playground of sales people. 100% of business decision-makers use #socialmedia 78% of the salespeople who used social media as part of their business practices outsold their peers 92% of B2B buyers start their search online SINCEWHENWAS SELLING NOT SOCIAL? Source: Forrester Source: salesforce.com Source: salesforce.com
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- 17. NOW IT REALLYCAN BETRUE…
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- 19. HERE’S MINE, FOREXAMPLE
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- 21. CONTRIBUTING… At a companylevel everyonesocial.com At an individual level getlittlebird.com
- 22. ENGAGING… “Social selling” isa misnomer - 80% about connecting and building a reputation, 20% about new opportunities and progressing existing ones.
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- 24. MARKETING’S ROLE INALLTHIS
- 25. MARKETING’S ROLE INALLTHIS http://www.slideshare.net/paulreverett/102523-010-tmpsocialsellingdiagramlayouta3
- 28. The Sales &Marketing Forum Social Selling – Case Study Tim Hughes Business Development Director Applications 26th June 2014 @Timothy_Hughes @OracleTim #TMPForum
- 29. • @timothy_hughes • 66,00Followers • Klout 64 • @OracleTim • 3,000 Followers • Klout 54 • Blog: http://timothyhughesuk.wordpress.com/ Oracle Corporation Tim Hughes - Social Media Credentials Currently Rolling Out Social Selling Program to 600 Sales People Across Europe LinkedIn IKO - Social Media Listening Onalytica - Influencer Marketing Eloqua – Marketing Automation OSN – Enterprise Social Network #TMPForum
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- 31. Agenda 1 2 3 4 Why Social Selling? MySocial Media Journey 5 Pillars of Social Selling Monetizing Social Media Listening IKO Demo How to Approach a Project #TMPForum 5
- 32. My Social MediaJourney..... #TMPForum
- 33. Text Text Text Text Text 5 Pillars ofSocial Selling #TMPForum
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- 35. Benefits of SocialMedia Listening • Lead Generation • Account Coverage • De-Risk “Must Win” Deals • RFP Process Insight • Competitive Intelligence – Insight – Pursuit Support #TMPForum
- 36. How to Approacha Project • Work with your Stakeholders • Start Small • Choose your Battles • Quick Wins • Tell People about the Success #TMPForum
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- 38. The Sales &Marketing Forum Social Selling – Case Study Tim Hughes Business Development Director Applications 26th June 2014 @Timothy_Hughes @OracleTim #TMPForum