SlideShare a Scribd company logo
1 of 22
Social Selling at LinkedIn
©2015 LinkedIn Corporation. All Rights Reserved.
John Mayhall
North America Sales Leader
LinkedIn Sales Solutions
2015 Objectives:
1. Hire half the team
2. Improve ramp time
3. Improve productivity
#saleshacker
Sales Solutions Vision:
Elevate the Sales Professional
Significance - impact on the lives or work of other people
Identity - contribution to a clearly identifiable larger project
Variety - the use of different skills and talents
Autonomy - independence, freedom and discretion
Feedback - clear, specific, detailed, actionable information
about the effectiveness of her job performance
1
2
3
4
5
Vision:
Elevate the Sales Professional
Mission
Connect the world’s buyers and sellers to build
relationships
SMB Strategic Objectives
To be the essential sales platform in the SMB space
To demonstrate the LinkedIn selling model works
To trigger a selling revolution
Significance
Identity
…the talent and corporate brands are converging
A bi-product of the rise of social media is that
8
but still…
A hybrid lead gen engine?
Variety
Establish a professional presence on
LinkedIn with a complete profile
Create a professional brand
Prospect efficiently with powerful
search and research capabilities
Find the right people
Discover and share valuable information to
initiate or maintain a relationship
Engage with insights
Expand your network to reach prospects and
those who can introduce you to prospects
Build strong relationships
#socialselling
Prospecting = Engaged Selling Time
AccountPotential
Likelihood to Buy
Account
Executive
Prioritize
Focused prospecting approach
12
Prioritize for size and shape
Geography, Industry, Size, Revenue
13
Social prospecting snapshot
Q1 14 Q1 15
Deal Size
SD
AE
Opportunity
Source
Large
Medium
Small
Large
Medium
Small
An engaged SDR?
Variety
Remember, we are asking for a favor
Selling through relationships – Introductions
Silver Bullets
Request intros when they will
have the most impact
Make it easy
Offer to ghost-write
the intro email
Follow-through
Close the loop with
the introducer
Alex Richards Bob JacobsenJohn Hastings
Allan Connor Tim Doolittle
XYZ
• Fast and lightweight, yet powerful
• Best used on less senior prospects or if connection is tenuous
• Appropriate to name drop without permission
Get the value of an intro with a fraction of the effort
Selling through relationships – Name Drop
Name Drop
Listen for social triggers that create selling moments
Tune in
Rachel Stewart
Chris Jeffers
XYZco
XYZco
XYZco Ben Green:
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
As a last resort, “cold” outreach can still be warm
Right side, left side outreach
Autonomy
Accountability
Significance & Identity help you attract and retain
self-motivated talent
Social Selling Adds Variety to tasks that were
once mundane
Accountability needs to be Coupled with
Autonomy. Goal oriented reps will hold
themselves to a higher standard than you can
1
2
3
©2014 LinkedIn Corporation. All Rights Reserved.

More Related Content

What's hot

Outbound Prospecting a SDR’s Perspective
Outbound Prospecting a SDR’s Perspective Outbound Prospecting a SDR’s Perspective
Outbound Prospecting a SDR’s Perspective Sales Hacker
 
CEOFlow Introduction To Cold Calling 2.0 102007
CEOFlow Introduction To Cold Calling 2.0 102007CEOFlow Introduction To Cold Calling 2.0 102007
CEOFlow Introduction To Cold Calling 2.0 102007Aaron Ross
 
Direct Request Appointment Setting Model
Direct Request Appointment Setting ModelDirect Request Appointment Setting Model
Direct Request Appointment Setting ModelHeinz Marketing Inc
 
The Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesThe Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
 
Opp to Close - How to Save 25% of Your Opportunities
Opp to Close - How to Save 25% of Your Opportunities Opp to Close - How to Save 25% of Your Opportunities
Opp to Close - How to Save 25% of Your Opportunities Sales Hacker
 
EIA2017Portugal - Shira Abel - User Acquisition: Zero Budget Ways to Acquire ...
EIA2017Portugal - Shira Abel - User Acquisition: Zero Budget Ways to Acquire ...EIA2017Portugal - Shira Abel - User Acquisition: Zero Budget Ways to Acquire ...
EIA2017Portugal - Shira Abel - User Acquisition: Zero Budget Ways to Acquire ...European Innovation Academy
 
Stuff we can learn from the Challenger Sales Pro
Stuff we can learn from the Challenger Sales ProStuff we can learn from the Challenger Sales Pro
Stuff we can learn from the Challenger Sales ProHans Demeyer
 
Discovery Questions Template
Discovery Questions TemplateDiscovery Questions Template
Discovery Questions TemplateInsight Demand
 
Sales for Startups: Eastside Incubator Presentation
Sales for Startups: Eastside Incubator PresentationSales for Startups: Eastside Incubator Presentation
Sales for Startups: Eastside Incubator PresentationHeinz Marketing Inc
 
Ten tips for cold calling success
Ten tips for cold calling successTen tips for cold calling success
Ten tips for cold calling successClose.io
 
Predictable revenue guide to tripling your sales part 2 - marketing + nets
Predictable revenue guide to tripling your sales   part 2 - marketing + netsPredictable revenue guide to tripling your sales   part 2 - marketing + nets
Predictable revenue guide to tripling your sales part 2 - marketing + netsVichitpong Sattawongsa
 
EIA2017Italy - Shira Abel - Increasing Market Traction
EIA2017Italy - Shira Abel - Increasing Market TractionEIA2017Italy - Shira Abel - Increasing Market Traction
EIA2017Italy - Shira Abel - Increasing Market TractionEuropean Innovation Academy
 
Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...
Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...
Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...Sales Hacker
 
Workshop @collegium da vinci
Workshop @collegium da vinciWorkshop @collegium da vinci
Workshop @collegium da vinciSyed Asad Hussain
 
How to Become a Better Sales Closer
How to Become a Better Sales CloserHow to Become a Better Sales Closer
How to Become a Better Sales CloserSalesScripter
 
Simplifying the Sales Process
Simplifying the Sales ProcessSimplifying the Sales Process
Simplifying the Sales ProcessSalesScripter
 
What Not to Do When Cold Calling
What Not to Do When Cold CallingWhat Not to Do When Cold Calling
What Not to Do When Cold CallingScott Britton
 
The Agony and Ecstasy of Building & Scaling Inside Sales
The Agony and Ecstasy of Building & Scaling Inside Sales The Agony and Ecstasy of Building & Scaling Inside Sales
The Agony and Ecstasy of Building & Scaling Inside Sales Central Desktop
 

What's hot (20)

Outbound Prospecting a SDR’s Perspective
Outbound Prospecting a SDR’s Perspective Outbound Prospecting a SDR’s Perspective
Outbound Prospecting a SDR’s Perspective
 
CEOFlow Introduction To Cold Calling 2.0 102007
CEOFlow Introduction To Cold Calling 2.0 102007CEOFlow Introduction To Cold Calling 2.0 102007
CEOFlow Introduction To Cold Calling 2.0 102007
 
Direct Request Appointment Setting Model
Direct Request Appointment Setting ModelDirect Request Appointment Setting Model
Direct Request Appointment Setting Model
 
The Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesThe Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
 
Opp to Close - How to Save 25% of Your Opportunities
Opp to Close - How to Save 25% of Your Opportunities Opp to Close - How to Save 25% of Your Opportunities
Opp to Close - How to Save 25% of Your Opportunities
 
One Page Pitch
One Page PitchOne Page Pitch
One Page Pitch
 
EIA2017Portugal - Shira Abel - User Acquisition: Zero Budget Ways to Acquire ...
EIA2017Portugal - Shira Abel - User Acquisition: Zero Budget Ways to Acquire ...EIA2017Portugal - Shira Abel - User Acquisition: Zero Budget Ways to Acquire ...
EIA2017Portugal - Shira Abel - User Acquisition: Zero Budget Ways to Acquire ...
 
Stuff we can learn from the Challenger Sales Pro
Stuff we can learn from the Challenger Sales ProStuff we can learn from the Challenger Sales Pro
Stuff we can learn from the Challenger Sales Pro
 
Discovery Questions Template
Discovery Questions TemplateDiscovery Questions Template
Discovery Questions Template
 
Sales for Startups: Eastside Incubator Presentation
Sales for Startups: Eastside Incubator PresentationSales for Startups: Eastside Incubator Presentation
Sales for Startups: Eastside Incubator Presentation
 
Ten tips for cold calling success
Ten tips for cold calling successTen tips for cold calling success
Ten tips for cold calling success
 
Sales for Startups
Sales for StartupsSales for Startups
Sales for Startups
 
Predictable revenue guide to tripling your sales part 2 - marketing + nets
Predictable revenue guide to tripling your sales   part 2 - marketing + netsPredictable revenue guide to tripling your sales   part 2 - marketing + nets
Predictable revenue guide to tripling your sales part 2 - marketing + nets
 
EIA2017Italy - Shira Abel - Increasing Market Traction
EIA2017Italy - Shira Abel - Increasing Market TractionEIA2017Italy - Shira Abel - Increasing Market Traction
EIA2017Italy - Shira Abel - Increasing Market Traction
 
Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...
Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...
Sales Hacker Conference San Francisco - Brendon Cassidy - The First Order of ...
 
Workshop @collegium da vinci
Workshop @collegium da vinciWorkshop @collegium da vinci
Workshop @collegium da vinci
 
How to Become a Better Sales Closer
How to Become a Better Sales CloserHow to Become a Better Sales Closer
How to Become a Better Sales Closer
 
Simplifying the Sales Process
Simplifying the Sales ProcessSimplifying the Sales Process
Simplifying the Sales Process
 
What Not to Do When Cold Calling
What Not to Do When Cold CallingWhat Not to Do When Cold Calling
What Not to Do When Cold Calling
 
The Agony and Ecstasy of Building & Scaling Inside Sales
The Agony and Ecstasy of Building & Scaling Inside Sales The Agony and Ecstasy of Building & Scaling Inside Sales
The Agony and Ecstasy of Building & Scaling Inside Sales
 

Viewers also liked

Slides for-presentation-my-ppt (1)
Slides for-presentation-my-ppt (1)Slides for-presentation-my-ppt (1)
Slides for-presentation-my-ppt (1)Prince Rajput
 
Email Marketing Best Practices from iConnect
Email Marketing Best Practices from iConnectEmail Marketing Best Practices from iConnect
Email Marketing Best Practices from iConnectJasonmiller484
 
Details on Tapan Bhargave WITH MONTHS
Details on Tapan Bhargave WITH MONTHSDetails on Tapan Bhargave WITH MONTHS
Details on Tapan Bhargave WITH MONTHSTapan Bhargave
 
Liquid and ointment section
Liquid and ointment sectionLiquid and ointment section
Liquid and ointment sectionSamir Sampat
 
White nights intro to vr with unreal engine - luis cataldi-Russian
White nights   intro to vr with unreal engine - luis cataldi-RussianWhite nights   intro to vr with unreal engine - luis cataldi-Russian
White nights intro to vr with unreal engine - luis cataldi-RussianUnreal Engine
 
Zekat ve Güncel Zekat Meseleleri - R. Çarpar
Zekat ve Güncel Zekat Meseleleri - R. Çarpar Zekat ve Güncel Zekat Meseleleri - R. Çarpar
Zekat ve Güncel Zekat Meseleleri - R. Çarpar Recep Çarpar
 
ВКонтакте Казахстан (KZ)
ВКонтакте Казахстан (KZ)ВКонтакте Казахстан (KZ)
ВКонтакте Казахстан (KZ)Admixer Kazakhstan
 
Making VR Games and Experiences in UE4
Making VR Games and Experiences in UE4Making VR Games and Experiences in UE4
Making VR Games and Experiences in UE4Unreal Engine
 
Tim Bertrand (VP of Worldwide Sales, Acquia) - Building a Formula One Sales M...
Tim Bertrand (VP of Worldwide Sales, Acquia) - Building a Formula One Sales M...Tim Bertrand (VP of Worldwide Sales, Acquia) - Building a Formula One Sales M...
Tim Bertrand (VP of Worldwide Sales, Acquia) - Building a Formula One Sales M...Sales Hacker
 

Viewers also liked (12)

Elrehber16
Elrehber16Elrehber16
Elrehber16
 
Slides for-presentation-my-ppt (1)
Slides for-presentation-my-ppt (1)Slides for-presentation-my-ppt (1)
Slides for-presentation-my-ppt (1)
 
Email Marketing Best Practices from iConnect
Email Marketing Best Practices from iConnectEmail Marketing Best Practices from iConnect
Email Marketing Best Practices from iConnect
 
Details on Tapan Bhargave WITH MONTHS
Details on Tapan Bhargave WITH MONTHSDetails on Tapan Bhargave WITH MONTHS
Details on Tapan Bhargave WITH MONTHS
 
Liquid and ointment section
Liquid and ointment sectionLiquid and ointment section
Liquid and ointment section
 
Special Senses
Special SensesSpecial Senses
Special Senses
 
White nights intro to vr with unreal engine - luis cataldi-Russian
White nights   intro to vr with unreal engine - luis cataldi-RussianWhite nights   intro to vr with unreal engine - luis cataldi-Russian
White nights intro to vr with unreal engine - luis cataldi-Russian
 
Zekat ve Güncel Zekat Meseleleri - R. Çarpar
Zekat ve Güncel Zekat Meseleleri - R. Çarpar Zekat ve Güncel Zekat Meseleleri - R. Çarpar
Zekat ve Güncel Zekat Meseleleri - R. Çarpar
 
ВКонтакте Казахстан (KZ)
ВКонтакте Казахстан (KZ)ВКонтакте Казахстан (KZ)
ВКонтакте Казахстан (KZ)
 
Making VR Games and Experiences in UE4
Making VR Games and Experiences in UE4Making VR Games and Experiences in UE4
Making VR Games and Experiences in UE4
 
Dynamics of Fluid Flow
Dynamics of Fluid FlowDynamics of Fluid Flow
Dynamics of Fluid Flow
 
Tim Bertrand (VP of Worldwide Sales, Acquia) - Building a Formula One Sales M...
Tim Bertrand (VP of Worldwide Sales, Acquia) - Building a Formula One Sales M...Tim Bertrand (VP of Worldwide Sales, Acquia) - Building a Formula One Sales M...
Tim Bertrand (VP of Worldwide Sales, Acquia) - Building a Formula One Sales M...
 

Similar to Social Selling at LinkedIn

LinkedIn Social Selling Training for Tiffany's
LinkedIn Social Selling Training for Tiffany'sLinkedIn Social Selling Training for Tiffany's
LinkedIn Social Selling Training for Tiffany'sMike Callaghan
 
Linkedin Social Selling Training for SevOne
Linkedin Social Selling Training for SevOneLinkedin Social Selling Training for SevOne
Linkedin Social Selling Training for SevOneMike Callaghan
 
LinkedIn Social Selling Secrets
LinkedIn Social Selling SecretsLinkedIn Social Selling Secrets
LinkedIn Social Selling SecretsBlack Marketing
 
Advanced social selling training
Advanced social selling trainingAdvanced social selling training
Advanced social selling trainingMike Callaghan
 
Orasure LinkedIn Social Selling & InMail Training
Orasure LinkedIn Social Selling & InMail TrainingOrasure LinkedIn Social Selling & InMail Training
Orasure LinkedIn Social Selling & InMail TrainingMike Callaghan
 
2014-10-28 LinkedIn Optimization for Nonprofits
2014-10-28 LinkedIn Optimization for Nonprofits2014-10-28 LinkedIn Optimization for Nonprofits
2014-10-28 LinkedIn Optimization for NonprofitsRaffa Learning Community
 
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...InsideSales.com
 
Mount Pleasant Business Association Lunch and Learn : March 22, 2016
Mount Pleasant Business Association Lunch and Learn : March 22, 2016Mount Pleasant Business Association Lunch and Learn : March 22, 2016
Mount Pleasant Business Association Lunch and Learn : March 22, 2016John Park
 
MPBA Food For Thought March 22, 2016
MPBA Food For Thought March 22, 2016MPBA Food For Thought March 22, 2016
MPBA Food For Thought March 22, 2016Arts+Sciences
 
LinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesLinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesCraig Canton
 
The Nuts and Bolts of Social Media
The Nuts and Bolts of Social MediaThe Nuts and Bolts of Social Media
The Nuts and Bolts of Social MediaStrella Social Media
 
Personal branding
Personal brandingPersonal branding
Personal brandingLucky
 

Similar to Social Selling at LinkedIn (20)

LinkedIn Social Selling Training for Tiffany's
LinkedIn Social Selling Training for Tiffany'sLinkedIn Social Selling Training for Tiffany's
LinkedIn Social Selling Training for Tiffany's
 
LinkedIn's Social Selling Secrets
LinkedIn's Social Selling SecretsLinkedIn's Social Selling Secrets
LinkedIn's Social Selling Secrets
 
Linkedin Social Selling Training for SevOne
Linkedin Social Selling Training for SevOneLinkedin Social Selling Training for SevOne
Linkedin Social Selling Training for SevOne
 
LinkedIn's Social Selling Secrets
LinkedIn's Social Selling SecretsLinkedIn's Social Selling Secrets
LinkedIn's Social Selling Secrets
 
LinkedIn Social Selling Secrets
LinkedIn Social Selling SecretsLinkedIn Social Selling Secrets
LinkedIn Social Selling Secrets
 
Linkedin Social Selling Secrets
Linkedin Social Selling Secrets Linkedin Social Selling Secrets
Linkedin Social Selling Secrets
 
Advanced social selling training
Advanced social selling trainingAdvanced social selling training
Advanced social selling training
 
Orasure LinkedIn Social Selling & InMail Training
Orasure LinkedIn Social Selling & InMail TrainingOrasure LinkedIn Social Selling & InMail Training
Orasure LinkedIn Social Selling & InMail Training
 
Hiring and firing 11 29-2011 chicago
Hiring and firing  11 29-2011 chicagoHiring and firing  11 29-2011 chicago
Hiring and firing 11 29-2011 chicago
 
Selling brand you
Selling brand youSelling brand you
Selling brand you
 
2014-10-28 LinkedIn Optimization for Nonprofits
2014-10-28 LinkedIn Optimization for Nonprofits2014-10-28 LinkedIn Optimization for Nonprofits
2014-10-28 LinkedIn Optimization for Nonprofits
 
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
 
The Art of Selling with LinkedIn
The Art of Selling with LinkedInThe Art of Selling with LinkedIn
The Art of Selling with LinkedIn
 
Mount Pleasant Business Association Lunch and Learn : March 22, 2016
Mount Pleasant Business Association Lunch and Learn : March 22, 2016Mount Pleasant Business Association Lunch and Learn : March 22, 2016
Mount Pleasant Business Association Lunch and Learn : March 22, 2016
 
Building a strong personal brand & portfolio
Building a strong personal brand & portfolioBuilding a strong personal brand & portfolio
Building a strong personal brand & portfolio
 
MPBA Food For Thought March 22, 2016
MPBA Food For Thought March 22, 2016MPBA Food For Thought March 22, 2016
MPBA Food For Thought March 22, 2016
 
LinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesLinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best Practices
 
Building Talent Brand & Influence
Building Talent Brand & InfluenceBuilding Talent Brand & Influence
Building Talent Brand & Influence
 
The Nuts and Bolts of Social Media
The Nuts and Bolts of Social MediaThe Nuts and Bolts of Social Media
The Nuts and Bolts of Social Media
 
Personal branding
Personal brandingPersonal branding
Personal branding
 

More from Sales Hacker

Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Sales Hacker
 
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Sales Hacker
 
How to Put the “Person” in Personalization and Get 10+% Reply Rates
How to Put the “Person” in Personalization and Get 10+% Reply RatesHow to Put the “Person” in Personalization and Get 10+% Reply Rates
How to Put the “Person” in Personalization and Get 10+% Reply RatesSales Hacker
 
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
2021's Hidden Sales Problem: This Playbook will 2-5X your PipelineSales Hacker
 
Your Global Sales Playbook: How to Take on International Expansion
Your Global Sales Playbook: How to Take on International ExpansionYour Global Sales Playbook: How to Take on International Expansion
Your Global Sales Playbook: How to Take on International ExpansionSales Hacker
 
A Repeatable Process for Crafting Perfectly Personalized Emails
A Repeatable Process for Crafting Perfectly Personalized EmailsA Repeatable Process for Crafting Perfectly Personalized Emails
A Repeatable Process for Crafting Perfectly Personalized EmailsSales Hacker
 
How A 'One Team' Mindset Fuels Revenue Growth in 2021
How A 'One Team' Mindset Fuels Revenue Growth in 2021How A 'One Team' Mindset Fuels Revenue Growth in 2021
How A 'One Team' Mindset Fuels Revenue Growth in 2021Sales Hacker
 
The Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelThe Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelSales Hacker
 
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsBuyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
 
3 Ways to Improve Your Inbound Process with Automation
3 Ways to Improve Your Inbound Process with Automation3 Ways to Improve Your Inbound Process with Automation
3 Ways to Improve Your Inbound Process with AutomationSales Hacker
 
Comprehensive Encyclopedia of Sales Plays Cheat Sheet
Comprehensive Encyclopedia of Sales Plays Cheat SheetComprehensive Encyclopedia of Sales Plays Cheat Sheet
Comprehensive Encyclopedia of Sales Plays Cheat SheetSales Hacker
 
Comprehensive Encyclopedia of Sales Plays
Comprehensive Encyclopedia of  Sales PlaysComprehensive Encyclopedia of  Sales Plays
Comprehensive Encyclopedia of Sales PlaysSales Hacker
 
Defining sales enablement charter 2021
Defining sales enablement charter 2021Defining sales enablement charter 2021
Defining sales enablement charter 2021Sales Hacker
 
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
 
How to Book More Meetings w/ “Persona-Based” Personalization
How to Book More Meetings w/ “Persona-Based” PersonalizationHow to Book More Meetings w/ “Persona-Based” Personalization
How to Book More Meetings w/ “Persona-Based” PersonalizationSales Hacker
 
Workshop: Breaking Down a Real Outbound Prospecting Sequence
Workshop: Breaking Down a Real Outbound Prospecting SequenceWorkshop: Breaking Down a Real Outbound Prospecting Sequence
Workshop: Breaking Down a Real Outbound Prospecting SequenceSales Hacker
 
The Link between Sales Happiness, Performance and Technology
The Link between Sales Happiness, Performance and TechnologyThe Link between Sales Happiness, Performance and Technology
The Link between Sales Happiness, Performance and TechnologySales Hacker
 
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOThe Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker
 
3 Techniques That Will Transform Your Deal Execution
3 Techniques That Will Transform  Your Deal Execution3 Techniques That Will Transform  Your Deal Execution
3 Techniques That Will Transform Your Deal ExecutionSales Hacker
 
From Call to Close: Three Strategies to Uplevel Your Entire Sales Process
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessFrom Call to Close: Three Strategies to Uplevel Your Entire Sales Process
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
 

More from Sales Hacker (20)

Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
 
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
 
How to Put the “Person” in Personalization and Get 10+% Reply Rates
How to Put the “Person” in Personalization and Get 10+% Reply RatesHow to Put the “Person” in Personalization and Get 10+% Reply Rates
How to Put the “Person” in Personalization and Get 10+% Reply Rates
 
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
 
Your Global Sales Playbook: How to Take on International Expansion
Your Global Sales Playbook: How to Take on International ExpansionYour Global Sales Playbook: How to Take on International Expansion
Your Global Sales Playbook: How to Take on International Expansion
 
A Repeatable Process for Crafting Perfectly Personalized Emails
A Repeatable Process for Crafting Perfectly Personalized EmailsA Repeatable Process for Crafting Perfectly Personalized Emails
A Repeatable Process for Crafting Perfectly Personalized Emails
 
How A 'One Team' Mindset Fuels Revenue Growth in 2021
How A 'One Team' Mindset Fuels Revenue Growth in 2021How A 'One Team' Mindset Fuels Revenue Growth in 2021
How A 'One Team' Mindset Fuels Revenue Growth in 2021
 
The Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelThe Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
The Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
 
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsBuyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
 
3 Ways to Improve Your Inbound Process with Automation
3 Ways to Improve Your Inbound Process with Automation3 Ways to Improve Your Inbound Process with Automation
3 Ways to Improve Your Inbound Process with Automation
 
Comprehensive Encyclopedia of Sales Plays Cheat Sheet
Comprehensive Encyclopedia of Sales Plays Cheat SheetComprehensive Encyclopedia of Sales Plays Cheat Sheet
Comprehensive Encyclopedia of Sales Plays Cheat Sheet
 
Comprehensive Encyclopedia of Sales Plays
Comprehensive Encyclopedia of  Sales PlaysComprehensive Encyclopedia of  Sales Plays
Comprehensive Encyclopedia of Sales Plays
 
Defining sales enablement charter 2021
Defining sales enablement charter 2021Defining sales enablement charter 2021
Defining sales enablement charter 2021
 
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
 
How to Book More Meetings w/ “Persona-Based” Personalization
How to Book More Meetings w/ “Persona-Based” PersonalizationHow to Book More Meetings w/ “Persona-Based” Personalization
How to Book More Meetings w/ “Persona-Based” Personalization
 
Workshop: Breaking Down a Real Outbound Prospecting Sequence
Workshop: Breaking Down a Real Outbound Prospecting SequenceWorkshop: Breaking Down a Real Outbound Prospecting Sequence
Workshop: Breaking Down a Real Outbound Prospecting Sequence
 
The Link between Sales Happiness, Performance and Technology
The Link between Sales Happiness, Performance and TechnologyThe Link between Sales Happiness, Performance and Technology
The Link between Sales Happiness, Performance and Technology
 
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOThe Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
 
3 Techniques That Will Transform Your Deal Execution
3 Techniques That Will Transform  Your Deal Execution3 Techniques That Will Transform  Your Deal Execution
3 Techniques That Will Transform Your Deal Execution
 
From Call to Close: Three Strategies to Uplevel Your Entire Sales Process
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessFrom Call to Close: Three Strategies to Uplevel Your Entire Sales Process
From Call to Close: Three Strategies to Uplevel Your Entire Sales Process
 

Social Selling at LinkedIn

  • 1. Social Selling at LinkedIn ©2015 LinkedIn Corporation. All Rights Reserved. John Mayhall North America Sales Leader LinkedIn Sales Solutions
  • 2. 2015 Objectives: 1. Hire half the team 2. Improve ramp time 3. Improve productivity #saleshacker
  • 3.
  • 4. Sales Solutions Vision: Elevate the Sales Professional
  • 5. Significance - impact on the lives or work of other people Identity - contribution to a clearly identifiable larger project Variety - the use of different skills and talents Autonomy - independence, freedom and discretion Feedback - clear, specific, detailed, actionable information about the effectiveness of her job performance 1 2 3 4 5
  • 6. Vision: Elevate the Sales Professional Mission Connect the world’s buyers and sellers to build relationships SMB Strategic Objectives To be the essential sales platform in the SMB space To demonstrate the LinkedIn selling model works To trigger a selling revolution Significance Identity
  • 7. …the talent and corporate brands are converging A bi-product of the rise of social media is that
  • 9. A hybrid lead gen engine? Variety
  • 10. Establish a professional presence on LinkedIn with a complete profile Create a professional brand Prospect efficiently with powerful search and research capabilities Find the right people Discover and share valuable information to initiate or maintain a relationship Engage with insights Expand your network to reach prospects and those who can introduce you to prospects Build strong relationships #socialselling Prospecting = Engaged Selling Time
  • 12. 12 Prioritize for size and shape Geography, Industry, Size, Revenue
  • 13. 13
  • 14. Social prospecting snapshot Q1 14 Q1 15 Deal Size SD AE Opportunity Source Large Medium Small Large Medium Small
  • 16. Remember, we are asking for a favor Selling through relationships – Introductions Silver Bullets Request intros when they will have the most impact Make it easy Offer to ghost-write the intro email Follow-through Close the loop with the introducer Alex Richards Bob JacobsenJohn Hastings Allan Connor Tim Doolittle XYZ
  • 17. • Fast and lightweight, yet powerful • Best used on less senior prospects or if connection is tenuous • Appropriate to name drop without permission Get the value of an intro with a fraction of the effort Selling through relationships – Name Drop Name Drop
  • 18. Listen for social triggers that create selling moments Tune in Rachel Stewart Chris Jeffers XYZco XYZco XYZco Ben Green:
  • 19. 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 As a last resort, “cold” outreach can still be warm Right side, left side outreach
  • 21. Significance & Identity help you attract and retain self-motivated talent Social Selling Adds Variety to tasks that were once mundane Accountability needs to be Coupled with Autonomy. Goal oriented reps will hold themselves to a higher standard than you can 1 2 3
  • 22. ©2014 LinkedIn Corporation. All Rights Reserved.

Editor's Notes

  1. Why don’t kids say they want to be in sales when they grow up?  Why is there a stigma around sales professionals?  How can we change the image?  How can we elevate the sales profession? 
  2. There’s a lot of thought and science out there about employee engagement and motivation. A model that has always appealed to me captures many of the common themes and I think is particularly relevant when managing millenials who can better articulate what they want from a work environment. 5 things: Signficance Identity Variety Autonomy Feedback