Social Selling Roadshow, London Part 2 of 2 - Hallmarks of Social Seller
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In a world where personalization is rapidly becoming the standard, we’re quick to reject anything that feels generic or impersonal. Buyers no longer have patience for the tried and true sales tactics you’ve been using for years. For sales and marketing professionals, this presents a new set of challenges. Discover how your peers are conquering these challenges in the new sales era.
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Social Selling Roadshow, London Part 2 of 2 - Hallmarks of Social Seller
- 1. #socialselling16 SOCIAL SELLING Hallmarks of a Social Seller Justin Shriber Head of LSS Marketing LinkedIn
- 7. It’s not personal…it’s businessIt’s all personal #socialselling16
- 9. Unique Journey Verification Warm Intro Generic Process Discovery Cold Call
- 10. 400M+ Members Interests Intentions Methods Sales Navigator Target Understand Act #socialselling16
- 12. 67% of marketers think intent data will help them gain a competitive edge. #socialselling16
- 13. Only 46% of companies use intent data to target companies that are ready to buy . #socialselling16
- 14. Target based on interest and intent 90% Universe of Potential Customers 46% Target Prospects INTEREST INTENTINTEREST #socialselling16
- 15. Senior Vice President of 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 Media Marketing Manager , Pitney Bowes “I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.” #socialselling16
- 18. Top performers spend 25% more time on research and preparation. #socialselling16
- 19. Understand buyers and their 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, LinkedIn Sales Solutions “Through my network, I was able to get detailed information about the buying process in one of my key accounts.” #socialselling16
- 23. Indispensible sales and marketing pros send 148% more connection requests and share 23% more content #socialselling16
- 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 Business Development, 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 daily lead 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 Your accounts, 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 40 60 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 Internal Data – 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