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Social Selling Roadshow, London Part 2 of 2 - Hallmarks of Social Seller
The document discusses the importance of social selling and utilizing intent data for effective targeting in sales strategies. It emphasizes the need for understanding buyer behavior and the significant advantages of using tools like LinkedIn Sales Navigator to enhance prospecting and networking. Additionally, it highlights testimonials from marketing professionals on the effectiveness of these strategies in improving lead quality and reducing costs.
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Social Selling Roadshow, London Part 2 of 2 - Hallmarks of Social Seller
- 1. #socialselling16 SOCIAL SELLING Hallmarks ofa Social Seller Justin Shriber Head of LSS Marketing LinkedIn
- 7. It’s not personal…it’sbusinessIt’s all personal #socialselling16
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- 9. Unique Journey Verification Warm Intro GenericProcess Discovery Cold Call
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- 12. 67% of marketersthink intent data will help them gain a competitive edge. #socialselling16
- 13. Only 46% ofcompanies use intent data to target companies that are ready to buy . #socialselling16
- 14. Target based oninterest and intent 90% Universe of Potential Customers 46% Target Prospects INTEREST INTENTINTEREST #socialselling16
- 15. Senior Vice Presidentof Marketing, Alteryx ”We get leads who are not only interested in our content but also fit our audience profile perfectly.” 4X reduction in cost per lead vs. search ads. #socialselling16
- 16. Global Social MediaMarketing Manager , Pitney Bowes “I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.” #socialselling16
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- 18. Top performers spend25% more time on research and preparation. #socialselling16
- 19. Understand buyers andtheir process Vs. #socialselling16
- 20. Regional Sales Director,SugarCRM ”I sent several inmails into First Solar and got hits on my profile from people I hadn’t contacted. That told me my message was forwarded." #socialselling16
- 21. Account Executive, LinkedInSales Solutions “Through my network, I was able to get detailed information about the buying process in one of my key accounts.” #socialselling16
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- 23. Indispensible sales and marketingpros send 148% more connection requests and share 23% more content #socialselling16
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- 25. Sales Development Representative,SugarCRM ”I sent the CTO of TIAA-CREF an Inmail referencing his LinkedIn post and our disruptor pitch. He sent me to someone who took a meeting." #socialselling16
- 26. Director, New BusinessDevelopment, Active International ”I tailor each message based on what I learn from content individuals have published. That’s how I recently closed a $1M deal" #socialselling16
- 27. To be indespesible,focus on the right signals Signal Intent Interest Website visit Pages viewed Call to action (CTA) response Job change Hiring activity Content sharing Social comments People connections INTEREST INTENT Social Signals #socialselling16
- 28. Target • Receive dailylead recommendations • Use advanced search to identify prospects • Get alerts that signal intent to buy • Analyze profile and social activity data • Connect via warm introductions and InMail • Deliver relevant content at the right time Act Understand LinkedIn Sales SolutionsLinkedIn Sales Solutions
- 29. Relevant news LinkedIn’s network data Youraccounts, leads & preferences Sales Navigator makes it simple to establish and grow relationships with your prospects and customers Sales Navigator
- 30. 0% 1% 2% 3% 0 20 4060 80 100 %oftotalNumberof SalesNavigatorUsers SSI Source: LinkedIn Internal Data – January 2016 Avg SSI of Sales Navigator Users January 2016 59.3 AVG Pre SSI of Sales Navigator Users pre licence deployment 47.9 Sales Navigator has fundamentally improved Social Selling Behavior across all United Kingdom Sales Navigator Users
- 31. 5X More connections Source: LinkedIn InternalData – January Sales Navigator can is extending the network of reps It can extend your network by…
- 32. Commercial Support Manager,CEB Using LinkedIn Sales Navigator has helped me in so many ways. Sales Navigator allows me to prospect more quickly, find the correct contacts, stay up to date on my accounts and prospects, and hit my quotas--and earn a promotion. I doubt I would have been promoted if I did not have Sales Navigator! #socialselling16
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