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
This is the presentaion by Koka Sexton on the use of LinkedIn for Social Selling. The topics covered were personal branding, resume to reputaton and ways to leverage LinkedIn to maintain your relationships.
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.
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
This is the presentaion by Koka Sexton on the use of LinkedIn for Social Selling. The topics covered were personal branding, resume to reputaton and ways to leverage LinkedIn to maintain your relationships.
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.
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.
On this Live Webcast, Frank Hattann, Head of Enterprise Sales, EMEA will show you how Sales has been evolving and developing - and what the next stage is.
You'll also learn how to:
Find leads without cold calling
Develop relationships using social
Build a professional brand as a sales pro
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.
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.
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.
At the LinkedIn Financial Services Breakfast, our presenters aimed to showcase how sales professionals can leverage the LinkedIn database to foster profitable relationships in a more intelligent way.
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.
LinkedIn Sales Navigator can be an invaluable business development tool for Professional Services. 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.
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.
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.
Dominic Archibald from LinkedIn goes over tactics that LinkedIn’s own sales team employs to train people on social selling - goes over fundamentals like building a profile, how to have a warm introduction.
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
On the 23rd of March, LinkedIn held a High Tea event that discussed sales strategies in the digital age. During this time, our LinkedIn experts showed attendees how to adopt Social Selling and enhance sales effectiveness through targeted social media engagement. This specifically looked at how to best leverage the LinkedIn platform to find the right buyers, make profitable connections and gain a competitive edge.
Social selling in regulated environments; Discover how social selling is gene...LinkedIn Sales Solutions
Social Selling is one of this year’s hottest topics for sales and marketing professionals serious about engaging decision makers in meaningful conversations. From Forbes to Business Insider, people want to know how sales professionals can take advantage of the rise of social to be more productive and successful.
On the 1st of June, LinkedIn hosted a group of top business leaders at the Social Sales Summit event in Singapore. This year’s theme was “The World’s Best Sellers” where we discussed proven social selling strategies and what sets sales people who adopt Social Selling apart from their peers.
It's becoming almost impossible to ignore the impact social networks are having on sales. It's imperative for sales to embrace social selling. With the help of our LinkedIn experts, the Social Sales Summit aimed to show you how to best leverage LinkedIn to be a leading social seller.
Ethan Hamilton provides a closer look at the features and benefits of LinkedIn Sales Navigator, a standalone platform leveraging the power of LinkedIn for the sales professional to stay on top of their book of business.
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...InsideSales.com
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/brett-wallace
Session Overview
Research by the Corporate Executive Board (CEB) shows that social media engagement is the number one driver of B2B sales rep performance, and a changing buyer landscape ensures that social selling is here to stay.
In this session, Brett Wallace, Director of North American Sales for LinkedIn Sales Solutions, will demonstrate how top sales performers are utilizing networking sites such as LinkedIn to increase pipeline and shift away from the dreaded cold call.
Find out how your company’s Social Selling Index is calculated—and how your team’s social activity stacks up against your competitors’.
LinkedIn Sales Solutions: 10 Ways to Utilize Social Selling in 2013DocuSign
With 75% of B2B purchasers influenced by social media and 57% of buying decisions made before sales rep involvement, social selling is becoming ever more crucial. LinkedIn sales solutions with DocuSign provide a practical solution to the changing sales landscape.
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.
On this Live Webcast, Frank Hattann, Head of Enterprise Sales, EMEA will show you how Sales has been evolving and developing - and what the next stage is.
You'll also learn how to:
Find leads without cold calling
Develop relationships using social
Build a professional brand as a sales pro
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.
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.
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.
At the LinkedIn Financial Services Breakfast, our presenters aimed to showcase how sales professionals can leverage the LinkedIn database to foster profitable relationships in a more intelligent way.
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.
LinkedIn Sales Navigator can be an invaluable business development tool for Professional Services. 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.
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.
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.
Dominic Archibald from LinkedIn goes over tactics that LinkedIn’s own sales team employs to train people on social selling - goes over fundamentals like building a profile, how to have a warm introduction.
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
On the 23rd of March, LinkedIn held a High Tea event that discussed sales strategies in the digital age. During this time, our LinkedIn experts showed attendees how to adopt Social Selling and enhance sales effectiveness through targeted social media engagement. This specifically looked at how to best leverage the LinkedIn platform to find the right buyers, make profitable connections and gain a competitive edge.
Social selling in regulated environments; Discover how social selling is gene...LinkedIn Sales Solutions
Social Selling is one of this year’s hottest topics for sales and marketing professionals serious about engaging decision makers in meaningful conversations. From Forbes to Business Insider, people want to know how sales professionals can take advantage of the rise of social to be more productive and successful.
On the 1st of June, LinkedIn hosted a group of top business leaders at the Social Sales Summit event in Singapore. This year’s theme was “The World’s Best Sellers” where we discussed proven social selling strategies and what sets sales people who adopt Social Selling apart from their peers.
It's becoming almost impossible to ignore the impact social networks are having on sales. It's imperative for sales to embrace social selling. With the help of our LinkedIn experts, the Social Sales Summit aimed to show you how to best leverage LinkedIn to be a leading social seller.
Ethan Hamilton provides a closer look at the features and benefits of LinkedIn Sales Navigator, a standalone platform leveraging the power of LinkedIn for the sales professional to stay on top of their book of business.
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...InsideSales.com
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/brett-wallace
Session Overview
Research by the Corporate Executive Board (CEB) shows that social media engagement is the number one driver of B2B sales rep performance, and a changing buyer landscape ensures that social selling is here to stay.
In this session, Brett Wallace, Director of North American Sales for LinkedIn Sales Solutions, will demonstrate how top sales performers are utilizing networking sites such as LinkedIn to increase pipeline and shift away from the dreaded cold call.
Find out how your company’s Social Selling Index is calculated—and how your team’s social activity stacks up against your competitors’.
LinkedIn Sales Solutions: 10 Ways to Utilize Social Selling in 2013DocuSign
With 75% of B2B purchasers influenced by social media and 57% of buying decisions made before sales rep involvement, social selling is becoming ever more crucial. LinkedIn sales solutions with DocuSign provide a practical solution to the changing sales landscape.
Before we can sell to a buyer, we've got to find, and listen to them first.
Join us for an exclusive breakfast event, which will show you that by using LinkedIn Sales Navigator and Social Selling you will be able to find the right buyers, make profitable connections and gain a competitive B2B advantage.
Why?
Social Selling is creating change. It's becoming almost impossible to ignore the impact social networks are having on sales. The world and buyers have changed and it is imperative for sales to embrace Social Selling.
75% of B2B purchases are influenced by social*
Over half of the buying process is complete before sales rep involvement*
73% of sales people using social media as part of their sales process outperformed their sales peers**
Agenda
7.30am: Registration & Networking
8.00am – 8.30am: Social Selling with LinkedIn
8.30am – 8.50am: Customer Success Story
8.50am – 9.00am: Q&A
9.00am: Session Close
*Source: Aberdeen Group, **Barbara Giamanco & Jim Keenan Survey
Speakers:
David Watson, LinkedIn, Head of SMB
Dimity MacDiarmid, LinkedIn, Sales Product Consultant
Simon O'Connor. NAB, Senior Manager Strategic Marketing
Social Jack Flash Class - LinkedIn Sales Navigator - First Steps to Big Resul...Social Jack
What is discussed?
Whether you work for an organization or you’re building one, generating results online in less time is critical to developing new business. As you seek for you or your brand to be known, there is a lot of noise that can get in the way of the ideal target clients actually finding you in their search. With a plan and a few key steps, we show you how to get found first with the latest version of LinkedIn Sales Navigator.
Join this brief overview where we show you how to jump in with our proven “Power Moves” and get actual results in less time. We will cover the key elements to being intentional and focused with your efforts and time and new features that you should know.
This is a new digital world we live in, learn to leverage LinkedIn Sales Navigator to make your life easier.
You will learn:
- First steps in LinkedIn Sales Navigator
- Power Moves that work within minutes NOT hours
- See the power of your network with new features
About Dean DeLisle
Dean DeLisle, Founder and CEO of Forward Progress, will discuss how banks who take the time to empower their employees, partners, and customers ultimately humanize their brand, resulting in an organization that people are drawn to. By adding a touch of “human connection” to your bank, according to DeLisle, you create a connection that will provide much more than a regular ad and at a lower cost.
About Social Jack™
The Social Jack™ Team has successfully coached and trained over 120,000 professionals on Influencer Development, Social Selling, and B2B Influencer Marketing. Through their educational resources and services, they’ve helped thousands of individuals unlock their Influence and distinguish their digital presence.
What is a Flash Class?
The Social Jack™ Flash Classes are condensed, actionable educational courses to be consumed in less than 45-minutes using a webcast format. These classes are designed so you can take immediate next steps to accelerate your digital influence in the world.
How to Implement Social Selling Strategies into your Sales Department - Assoc...Dent
How to Implement Social Selling Strategies into your Sales Department.
LinkedIn and social media have evolved the game of sales. The buyer behaviour has shifted and requires new ways of connecting and engaging with your clients and prospects...
Welcome to the world of Social Selling!
Vernon Bubb, Head of Sales Solutions at LinkedIn, talks to the SMLF members and guests about why social selling is so important for organisations and how sales professionals can gain insights in to their prospects, by expanding their networks and reducing cold calling.
An exclusive breakfast event, which will show you that by using LinkedIn Sales Navigator and Social Selling you will be able find the right buyers, make profitable connections and gain a competitive B2B advantage.
Joining our event is special guest, Mike Derezin - VP of Sales Solutions at LinkedIn. Mike led the launch of LinkedIn's Sales Solutions, LinkedIn’s premium solution for sales professionals and sales organisations. He is responsible for leading and scaling the global field sales and product consulting teams. Passionate about how social media has positively disrupted the way the world traditionally sells; Mike is an engaging speaker and thought-leader on Social Selling.
Why?
Social Selling is creating change. It's becoming almost impossible to ignore the impact social networks are having on sales. The world and buyers have changed and it is imperative for sales to embrace Social Selling.
• 75% of B2B purchases are influenced by social*
• Over half of the buying process is complete before sales rep involvement*
• 73% of sales people using social media as part of their sales process outperformed their sales peers**
*Source: Aberdeen Group, **Barbara Giamanco & Jim Keenan Survey
May 15, 2013 LinkedIn Marketing Solutions inCalgary eventDan Pastuszak
How Understanding Your Audience's Mindset Will Drive More Engaging Relationships
Designed especially for marketing leaders, this event will provide an overview of marketing in the digital landscape and actionable information about how LinkedIn Marketing Solutions can be a critical part of your company's marketing mix.
Gain unique insights from LinkedIn's experts that will help you understand how to leverage LinkedIn Marketing Solutions and seamlessly integrate them into your business.
Linked in means business - a free downloadable playbookFan Foundry
Learn Social Selling, amp up your Networking, and get updated insights on:
- Career Management
- Content marketing
- Brand journalism
- Profile enrichment
- Group management
- Lead generation
- Company pages
... and more.
Be sure to download it (it's free) so you can make use of the embedded menu, navigation features and resource links. Subscribe to receive quarterly updates!
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1. How Top Sales Teams Leverage
LinkedIn for Social Selling
2. Agenda
07.30 – 08.00
Breakfast
08.00 – 08.15
Intro & The Social Selling Index
Anthony Slater, Product Consultant, LinkedIn
08.15 – 08:30
Social Selling in Practice
David Watson, Account Director, LinkedIn
08.30 – 09.00
Customer Fireside chat followed by Q&A
Roger Seow, Head of Social Media and Digital Integration
National Australia Bank
09.00
Session Close
9. The world and buyers have changed
%
75
%
57
B2B purchases
influenced
by social
Of the buying process
is complete before
sales rep involvement
Sources: CEB, Connect & Sell, IBM Buyers Preference Study
%
97
Of the time cold
calls do not work
11. Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
and relationships.
12. Introducing the LinkedIn Social Selling Index
How well does your team embrace social selling?
Laggards
0
Leaders
100
13. Social Media: #1 Factor for Driving High Rep Performance
10.00%
11.57%
12.81%
6.20%
Conducts NonPersonally Owns Lead
Traditional Customer
Generation
Due Diligence
Leads with Insight
Source: Corporate Executive Board
Uses Social Media as
Critical Channel
14. LinkedIn Social Selling Index
Correlates to sales success
15%
31%
21%
More customer
renewals
Greater team
quota attainment
More reps
achieving quota
Source: Aberdeen Group
15. Social Selling Index is Increasing
+14%
24
21
24
53
2012
15
2013
Avg. Social Selling Index
*Data comparing Sept 2012 to Sept 2013
16. Who is social selling?
We can measure entire industries
10
Management Consulting
IT
Marketing
Accounting
Financial Services
Telecommunications
Pharmaceuticals
Banking
Insurance
15
20
25
30
35
40
45
17. Who is social selling?
And we can compare them between countries
10
15
20
25
30
35
40
45
Management Consulting
IT
Marketing
Accounting
Financial Services
Telecommunications
Pharmaceuticals
Banking
Insurance
World
Australia
19. 5 Core Competencies of Social Selling
1
Who
What
2
3
How
Who are the
Right People?
What to
talk about?
+277M
+2B
Billions
members
member updates
per week
connections
4
Connections
How do I get
a warm intro?
5
Profiles
20. 1. Who is the right person?
Leverage LinkedIn to be targeted on who to approach
1 Search
Named accounts
Geography
Functional role
Keywords
2 Filter
Company Size
Fortune 1000
Seniority Level
Function
3 Save
26. 5 Core Competencies of Social Selling
1
Who
What
2
Is your team running
searches?
How
3
Are they leading with
insights?
What introductions can
you make?
+277M
+2B
Billions
members
member updates
per week
connections
4
Connections
Your network is valuable
5
Profiles
Lead by example
29. LinkedIn social selling case study
107% more likely to close a deal
+ 63%
+ 107%
+ 44%
Base win rate
Targeting the right
person
Using a
connection
Win rate
with social
selling
LinkedIn as a business – what the 3 business areas areChanging landscape of B2B sellingIntroduction to Social Selling & the Social Selling Index
Earliest Adopter – The first person to sign up and create a profile on LinkedInMost Connected– The person with the most 1st degree connectionsMost Popular– The person whose profile was viewed the most in the past 30 daysMost Endorsed – The person with the most total endorsements
5 million in Australia1 million in NZ1 million in Singapore2 million in Indonesia
The world is changingSignificant shiftsPeers/social networks/conversations at the pubForresster said 91% Other sources: Case studies, factsheets, website reviews, blogs, industry websites. So much information available to people. They have a good idea of what they want before they speak to a Sales person. You end up just competing on price.Cold calls don’t work. We don’t like them. I think we all know this. We just didn’t have a better way.
Top performing Sales Reps. Largest and most strategic customers. Talk about how to put this into practise.
First and foremost LinkedIn sales navigator makes sales reps successful by helping them to build pipeline. Consider for a moment that even the best marketing groups produce no more than 30% of the leads for a sales force. The majority of pipeline then is being driven by sales reps not marketing and in order to hit their numbers sales people need to actively drive pipeline. Sales Navigator helps make reps successful in driving pipeline in three key ways:1. Finding people One of the most inefficient and difficult things in the selling process for both buyers and sellers is when a seller is chasing the totally wrong person. LI SN helps sales people navigate through it’s 225 million member network efficiently to quickly find the right people2. Identify what to talk about? There’s nothing more annoying than when a sales person has no context about you or your business and leads with product before they know if you have any interest. The LinkedIn network generates 2B member updates per week. You can see what prospects and decision makers are discussing, sharing and joining 3. How do I get a warm intro? Buyers dislike cold calls probably as much as us sales people do. TeamLink. A unique SN feature that I’ll be showing during the demo, allows you to see who in your company- even if you’re not connected- is connected to a potential decision maker. It allows you to leverage the full power of your company and extended network to leverage common connection, get warmer introduction and conduct fewer colder, awkward conversations.
There are three major steps to finding prospects on Sales Navigator.
Challenger – Our SolutionObjective – demonstrate the power of relationships and how you could turn on this power tomorrow
Visibility – reportingWho: make sure doing searches.What: Make sure everything is customised and adding value to the customer. Not cold emails.How: Make the introductions. Encourage others to. Connections: Connect with people. You should have largest network.Profiles: Be a thought leader. Share thoughts and ideas.First and foremost LinkedIn sales navigator makes sales reps successful by helping them to build pipeline. Consider for a moment that even the best marketing groups produce no more than 30% of the leads for a sales force. The majority of pipeline then is being driven by sales reps not marketing and in order to hit their numbers sales people need to actively drive pipeline. Sales Navigator helps make reps successful in driving pipeline in three key ways:1. Finding people One of the most inefficient and difficult things in the selling process for both buyers and sellers is when a seller is chasing the totally wrong person. LI SN helps sales people navigate through it’s 225 million member network efficiently to quickly find the right people2. Identify what to talk about? There’s nothing more annoying than when a sales person has no context about you or your business and leads with product before they know if you have any interest. The LinkedIn network generates 2B member updates per week. You can see what prospects and decision makers are discussing, sharing and joining 3. How do I get a warm intro? Buyers dislike cold calls probably as much as us sales people do. TeamLink. A unique SN feature that I’ll be showing during the demo, allows you to see who in your company- even if you’re not connected- is connected to a potential decision maker. It allows you to leverage the full power of your company and extended network to leverage common connection, get warmer introduction and conduct fewer colder, awkward conversations.
Source of data?LTS Reps. Looked at right profileUsed