This document discusses the future of social selling on LinkedIn. Some key points:
- Over 50% of B2B buyers use social media to make purchasing decisions and expect new insights from sales professionals. Warm introductions are more effective than cold outreach.
- Social selling on LinkedIn involves establishing a professional profile, using search/research tools to find prospects, and sharing valuable information to build relationships.
- Social selling leaders create 45% more opportunities and are 51% more likely to hit quotas than laggards. Sales professionals using LinkedIn Sales Navigator see 3x pipeline and revenue growth.
- LinkedIn has over 350M members and 2B weekly member updates to help sales professionals find the right people and
Measuring and Optimizing Employee AdvocacyLinkedIn
Did you know that the click through rate on content is 2x higher when shared by an employee versus when shared by a company?
Employee sharing can have significant impact on your content's reach and engagement. However most companies struggle to measure or optimize the results driven by their employee advocacy programs.
Check out this deck to learn:
- What metrics to track to understand the impact of employee sharing
- Best practices from social media experts at 3M and Elanco
- How LinkedIn can help you succeed
Jaymie Brill 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.
David Hahn, VP of Product Management at LinkedIn, shares inspiring insights about the content on LinkedIn and its ability to influence the world's largest network of professionals.
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.
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.
Measuring and Optimizing Employee AdvocacyLinkedIn
Did you know that the click through rate on content is 2x higher when shared by an employee versus when shared by a company?
Employee sharing can have significant impact on your content's reach and engagement. However most companies struggle to measure or optimize the results driven by their employee advocacy programs.
Check out this deck to learn:
- What metrics to track to understand the impact of employee sharing
- Best practices from social media experts at 3M and Elanco
- How LinkedIn can help you succeed
Jaymie Brill 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.
David Hahn, VP of Product Management at LinkedIn, shares inspiring insights about the content on LinkedIn and its ability to influence the world's largest network of professionals.
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.
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.
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.
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
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...LinkedIn Sales Solutions
The Sales profession is evolving.
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 and how social selling can become a competitive advantage for you and your company.
David Thacker, VP Product at LinkedIn, shares updates on LinkedIn Marketing Solutions and presents a look ahead at emerging opportunities for financial services marketers.
Presented Live at FinanceConnect:14 in New York City - February 13th, 2014
LinkedIn Elevate: The Power of Employee ActivationLinkedIn
Zoë Diamadi, Senior Director, LinkedIn
Companies with high levels of socially active employees are able to more easily build their brands, sell their products and hire the talent they need, and we have the data to prove it.
Live Webinar- Financial Professionals and the Future of Social Media and Thou...LinkedIn
How are financial advisers using social media today to engage clients and prospects? Are advisers using thought leadership as a way to engage prospects while providing a means to educate consumers? How are consumers using social media and thought leadership to connect with advisers?
These and other issues are the focus of Financial Professionals and the Future of Social Media and Thought Leadership, a special webcast presentation by LinkedIn and the Financial Planning Association® (FPA®).
Recent research by LinkedIn and FPA revealed that 67% of high growth firms have added new clients directly as a result of social media activity. What lessons can you learn from the research and how can you get your social media action plan together today to realize that same success?
Join us for this informative webcast to hear:
- Highlights from the Financial Professionals and the Future of Social Media and Thought Leadership research
- A detailed action plan to help you approach social media the right way
- Secrets for building a dynamic social media and thought-leadership presence
Live Webinar: From Publishing to Distribution: How to Grow Your Lead Generati...LinkedIn
In a recent research study by Content Marketing Institute, 85 percent of marketers stated lead generation as their No. 1 goal for content marketing. Marketers who understand how to effectively utilize publishing platforms will be an organization’s differentiating factor. And that’s where the LinkedIn Publishing Platform comes in.
In this webcast, Influence & Co.’s co-founder, John Hall and LinkedIn’s very own Global Content Marketing Leader Jason Miller, join forces to educate marketers on how to use the LinkedIn Publishing Platform as a core lead generation strategy when creating authentic, quality content.
Check out this webcast to:
- Master publishing and distributing content on LinkedIn
- Learn proven tactics for leveraging LinkedIn for top of mind marketing strategies
- Understand key metrics and tracking tools for effectively measuring content ROI on LinkedIn
- Hear first hand their experiences, networking advice, and how Influence & Co.’s marketing team utilizes the LinkedIn Publishing Platform
Saadia Zahidi, Senior Director, World Economic Forum
Maria Kokkinou, Chief Diversity Officer and Director of Talent Acquisition, Coca-Cola Enterprises
Sandy Hoffman, Global Diversity Director, LinkedIn
Moderator: Joanna Pomykala, Sr. Director for Insights, LinkedIn
A unique panel of experts to discuss best practices and how to use data to make diversity and inclusion a reality within organisations.
Social Selling Index: Measure Your Social Selling & Drive More PipelineSimone Van Cleve
Join leading experts from LinkedIn to learn more about how you can socially sell on the professional network--and how you can measure your social selling prowess. Plus, learn major trends that SSI reveals about the sales profession around the globe!
Diversity is about much more than equal opportunity – it can actually drive business success. But building a diverse community and, in turn, a brand that promotes diversity, takes time. This webcast presentation gives you with the skills to engage diverse talent and build a brand that puts diversity first. It also showcases how Starbucks approaches attracting diverse talent.
Learn more about LinkedIn Talent Solutions: https://lnkd.in/g3NRhUJ
For the first time in the Edelman Trust Barometer’s 17-year history,
trust has fallen globally across all institutions: government,
business, media and NGOs.
So what can marketers proactively do to build trust? Here are 5 practical steps to take.
Tech By the Numbers: Understanding Tech BuyersLinkedIn
Read our Infographic “Tech by the Numbers: Your Guide to Understanding Tech Buyers on LinkedIn” for new insights on:
- What TDMs are interested in — and where they look for information
- What content TDMs engage with — and how
- What 2017 means for tech marketers — key tips and tactics for reaching TDMs
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 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.
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
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...LinkedIn Sales Solutions
The Sales profession is evolving.
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 and how social selling can become a competitive advantage for you and your company.
David Thacker, VP Product at LinkedIn, shares updates on LinkedIn Marketing Solutions and presents a look ahead at emerging opportunities for financial services marketers.
Presented Live at FinanceConnect:14 in New York City - February 13th, 2014
LinkedIn Elevate: The Power of Employee ActivationLinkedIn
Zoë Diamadi, Senior Director, LinkedIn
Companies with high levels of socially active employees are able to more easily build their brands, sell their products and hire the talent they need, and we have the data to prove it.
Live Webinar- Financial Professionals and the Future of Social Media and Thou...LinkedIn
How are financial advisers using social media today to engage clients and prospects? Are advisers using thought leadership as a way to engage prospects while providing a means to educate consumers? How are consumers using social media and thought leadership to connect with advisers?
These and other issues are the focus of Financial Professionals and the Future of Social Media and Thought Leadership, a special webcast presentation by LinkedIn and the Financial Planning Association® (FPA®).
Recent research by LinkedIn and FPA revealed that 67% of high growth firms have added new clients directly as a result of social media activity. What lessons can you learn from the research and how can you get your social media action plan together today to realize that same success?
Join us for this informative webcast to hear:
- Highlights from the Financial Professionals and the Future of Social Media and Thought Leadership research
- A detailed action plan to help you approach social media the right way
- Secrets for building a dynamic social media and thought-leadership presence
Live Webinar: From Publishing to Distribution: How to Grow Your Lead Generati...LinkedIn
In a recent research study by Content Marketing Institute, 85 percent of marketers stated lead generation as their No. 1 goal for content marketing. Marketers who understand how to effectively utilize publishing platforms will be an organization’s differentiating factor. And that’s where the LinkedIn Publishing Platform comes in.
In this webcast, Influence & Co.’s co-founder, John Hall and LinkedIn’s very own Global Content Marketing Leader Jason Miller, join forces to educate marketers on how to use the LinkedIn Publishing Platform as a core lead generation strategy when creating authentic, quality content.
Check out this webcast to:
- Master publishing and distributing content on LinkedIn
- Learn proven tactics for leveraging LinkedIn for top of mind marketing strategies
- Understand key metrics and tracking tools for effectively measuring content ROI on LinkedIn
- Hear first hand their experiences, networking advice, and how Influence & Co.’s marketing team utilizes the LinkedIn Publishing Platform
Saadia Zahidi, Senior Director, World Economic Forum
Maria Kokkinou, Chief Diversity Officer and Director of Talent Acquisition, Coca-Cola Enterprises
Sandy Hoffman, Global Diversity Director, LinkedIn
Moderator: Joanna Pomykala, Sr. Director for Insights, LinkedIn
A unique panel of experts to discuss best practices and how to use data to make diversity and inclusion a reality within organisations.
Social Selling Index: Measure Your Social Selling & Drive More PipelineSimone Van Cleve
Join leading experts from LinkedIn to learn more about how you can socially sell on the professional network--and how you can measure your social selling prowess. Plus, learn major trends that SSI reveals about the sales profession around the globe!
Diversity is about much more than equal opportunity – it can actually drive business success. But building a diverse community and, in turn, a brand that promotes diversity, takes time. This webcast presentation gives you with the skills to engage diverse talent and build a brand that puts diversity first. It also showcases how Starbucks approaches attracting diverse talent.
Learn more about LinkedIn Talent Solutions: https://lnkd.in/g3NRhUJ
For the first time in the Edelman Trust Barometer’s 17-year history,
trust has fallen globally across all institutions: government,
business, media and NGOs.
So what can marketers proactively do to build trust? Here are 5 practical steps to take.
Tech By the Numbers: Understanding Tech BuyersLinkedIn
Read our Infographic “Tech by the Numbers: Your Guide to Understanding Tech Buyers on LinkedIn” for new insights on:
- What TDMs are interested in — and where they look for information
- What content TDMs engage with — and how
- What 2017 means for tech marketers — key tips and tactics for reaching TDMs
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’.
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se. The Power o...LinkedIn
Apresentação de Jennifer Brannigan, Head de Soluções de Mídia América do Norte e América Latina do LinkedIn, no ConnectIn São Paulo, realizado no dia 23 de junho de 2015. O ConnectIn São Paulo reúne os maiores líderes do mercado para compartilhar os desafios de hoje e inspirar as soluções de amanhã.
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.
LinkedIn and Hootsuite partner to demystify where social media and social selling can play an important role in the sales process. From strategy to implementation to measurement, Sara Cohen and Amy McIlwain deconstruct social selling and review key considerations when building a social organization.
In this new selling environment, you’ve got a few seconds to connect with the buyer and demonstrate that you can address their needs. If you fail, you’re out. Join industry experts Michael Brito, Craig Rosenberg, and Jack Kosakowski as they share best practices for how to better understand your buyer and sell more efficiently.
How Personalised Selling Unlocks Competitive AdvantageBlack Marketing
In this new selling environment, you’ve got a few seconds to connect with the buyer and demonstrate that you can address their needs. If you fail, you’re out. Join industry experts Michael Brito, Craig Rosenberg, and Jack Kosakowski as they share best practices for how to better understand your buyer and sell more efficiently.
Better LinkedIn Campaign Planning - Return to Growth 2021LinkedIn
Laying groundwork for B2B ad campaigns can be difficult, but doesn’t need to be. Make it easy with this simple template for LinkedIn campaign planning.
This slide deck reveals how one buying committee (at a startup called Relativity Space) prefers to work with salespeople. It's great insight into how all salespeople should be connecting with prospects and customers.
A Brief History of LinkedIn Sales NavigatorLinkedIn
LinkedIn Sales Navigator launched as a standalone product in 2014. Here are the highlights of the product's evolution and how it helps more sales professionals every day.
A Brief History of LinkedIn Sales Navigator LinkedIn
LinkedIn officially introduced Sales Navigator on July 31, 2014. In the five years since its launch, the product has become indispensable for sales teams. This timeline tracks the biggest milestones in Sales Navigator's development.
LinkedIn Pages: New Features to Drive Organic Growth on LinkedInLinkedIn
At LinkedIn, we’re driven by one mission: to create economic opportunity for every member of the global workforce. To do this, we’re helping organizations big and small grow their professional community through their LinkedIn Page, leading to more revenue, more jobs, and more people #inittogether to change the world.
Join us to learn about the newest Pages features (such as Communities Hashtags, Content Suggestions, and Invite to Follow) and our best tips for making the most of your Page. You’ll get actionable advice on how to complete your Page for 30% more page views, how to post content that drives 2x the engagement, and tried-and-true strategies for growing your followers.
As the way we communicate continues to shift toward being faster and more conversational, it’s important that advertisers adopt this style of communicating to make sure their messaging is heard.
Learn about trends in the messaging space and how LinkedIn can help you drive success with Sponsored InMail.
Mastering Lead Gen Forms for Higher EducationLinkedIn
Lead Gen Forms are one of the most impactful performance marketing products for universities looking to drive quality students on LinkedIn. To make sure you’re getting the most out of your campaigns, we’ve developed valuable best practices after working with successful universities on our platform.
In an ongoing effort to make creating campaigns on LinkedIn easier for everyday marketers, we've redesigned campaign manager to lead with objectives. Learn what's changing and hands-on tips for creating campaigns in the new experience.
Five Steps for Supercharging Your Economic Development Marketing in 2019 LinkedIn
The LinkedIn platform presents an enormous opportunity for economic development marketers. Learn a simple, five-step process on how to get started with LinkedIn in 2019.
Five Steps for Supercharging Your Economic Development Marketing in 2019LinkedIn
The LinkedIn platform presents an enormous opportunity for economic development marketers. Learn a simple, five step process on how to get started with LinkedIn in 2019.
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
The session includes a brief history of the evolution of search before diving into the roles technology, content, and links play in developing a powerful SEO strategy in a world of Generative AI and social search. Discover how to optimize for TikTok searches, Google's Gemini, and Search Generative Experience while developing a powerful arsenal of tools and templates to help maximize the effectiveness of your SEO initiatives.
Key Takeaways:
Understand how search engines work
Be able to find out where your users search
Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
Videos are more engaging, more memorable, and more popular than any other type of content out there. That’s why it’s estimated that 82% of consumer traffic will come from videos by 2025.
And with videos evolving from landscape to portrait and experts promoting shorter clips, one thing remains constant – our brains LOVE videos.
So is there science behind what makes people absolutely irresistible on camera?
The answer: definitely yes.
In this jam-packed session with Stephanie Garcia, you’ll get your hands on a steal-worthy guide that uncovers the art and science to being irresistible on camera. From body language to words that convert, she’ll show you how to captivate on command so that viewers are excited and ready to take action.
It's another new era of digital and marketers are faced with making big bets on their digital strategy. If you are looking at modernizing your tech stack to support your digital evolution, there are a few can't miss (often overlooked) areas that should be part of every conversation. We'll cover setting your vision, avoiding siloes, adding a democratized approach to data strategy, localization, creating critical governance requirements and more. Attendees will walk away with actions they can take into initiatives they are running today and consider for the future.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
Unleash the power of UK SEO with Brand Highlighters! Our guide delves into the unique search landscape of Britain, equipping you with targeted strategies to dominate UK search engine results. Discover local SEO tactics, keyword magic for UK audiences, and mobile optimization secrets. Get your website seen by the right people and propel your brand to the top of UK searches.
To learn more: https://brandhighlighters.co.uk/blog/top-seo-agencies-uk/
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
Top 3 Ways to Align Sales and Marketing Teams for Rapid GrowthDemandbase
In this session, Demandbase’s Stephanie Quinn, Sr. Director of Integrated and Digital Marketing, Devin Rosenberg, Director of Sales, and Kevin Rooney, Senior Director of Sales Development will share how sales and marketing shapes their day-to-day and what key areas are needed for true alignment.
Core Web Vitals SEO Workshop - improve your performance [pdf]Peter Mead
Core Web Vitals to improve your website performance for better SEO results with CWV.
CWV Topics include:
- Understanding the latest Core Web Vitals including the significance of LCP, INP and CLS + their impact on SEO
- Optimisation techniques from our experts on how to improve your CWV on platforms like WordPress and WP Engine
- The impact of user experience and SEO
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
Digital marketing is the art and science of promoting products or services using digital channels to reach and engage with potential customers. It encompasses a wide range of online tactics and strategies aimed at increasing brand visibility, driving website traffic, generating leads, and ultimately, converting those leads into customers.
https://nidmindia.com/
2. Sachin Rekhi
Head of Product Management
LinkedIn Sales Solutions
The Future of Social Selling
Steven Kaplan
Product Manager
LinkedIn Sales Solutions
3. %
Of B2B Buyers use social media to
make purchasing decisions
5. More likely to engage with sales
professionals via warm introduction
than cold outreach
6. What is Social Selling?
Establish a professional presence on LinkedIn
with a complete profile
Prospect efficiently with powerful search and
research capabilities
Discover and share valuable information to initiate
or maintain a relationship
Expand your network to reach prospects and those
who can introduce you to prospects
Build strong
relationships
Engage with
insights
Find the
right people
Create a
professional brand
7. Why Social Selling Matters
45%More opportunities
SSI leaders create 45% more
opportunities per quarter than SSI
laggards.
51%More likely to hit quota
SSI leaders are 51% more likely
to hit quota than SSI laggards.
9. 3X more likely to go
to club
Go to Club
Sales Professionals Who Are Social Selling
• Finished year in the Top 10
• Leaders Club for 6 months
“LinkedIn has changed my life. It’s enabled me to excel in a
world where I otherwise was a complete underdog. It’s
given me a voice, a reach, and a platform to tell the world
why I matter!”
SSI
87
11. Top Social Sellers Here Today
1. 87Sulemann Ahmed, Digital Advisor at Servo Annex
2. 84John H Bell, VP Enterprise Digital Marketing at Travelers
3. 71Stephen B. Dunbar III, J.D., Managing Partner at AXA Advisors
4. 68Tina Tse, Director of Marketing & Communications at MacKay Shields
5. 67Brendan Kenalty, AVP – Digital Properties at Manulife Financial
12. Connect the world’s buyers and
sellers to build relationships.
LinkedIn Sales Solutions Mission
13. Find the
right people
350M +
members, and 2 new
every second
2B +
Members updates
per week
Stay informed Build trust
Billions
Of professional
relationships
So, enough about LinkedIn. Why are we here today?
If you think about buyer and seller relationships…it used to be very 1:1, face to face relationships where sales reps were limited to the ‘who they knew’ and referrals from existing customers. With the advent of technology like the internet, buyers can find lots of information about what they need. Buyers are increasingly relying on the internet to do their own research. Technology also made it easier for sales professionals to bombard buyers (with emails, with phone calls). However….we’ve veered too far. Let me share with you a staggering fact…
50% of B2B decision-makers /influencers say they aren’t the right person to contact about new business when sales reps contact them. That’s 1 out of every 2 people.
I want to take a step back and start thinking about…how…the dynamic between sellers and buyers have somewhat changed. [key takeaway: we want to bring 1:1 relationships to scale]
Family-run company
As companies have become less intimate and less personal, companies realized that, in order to compete, they had to try to maintain the level of trust that a family-run company had with his or her customers. That led to massive investments in brands – Wal-Mart, Oracle. They have built brands so that you know they’re high quality, reliable, etc.
Every customer couldn’t know and trust the owner but every customer could know and trust the brand, the thinking went.
But in the new economy, constant connectivity, someone somewhere knows someone somewhere…and this leads…to personalized relationships…done at scale.
Recall that buyers have access to the same information that you do on the Internet to find information about products/services. They need you to help them solve business challenges and problems that arise. They need you to educate them on what’s new in the industry and what their competitors are doing.
With so many offers to choose from, we found that B2B buyers were 5X more likely to engage with sales professionals who were introduced to them through someone in their professional network.
It turns out that both social selling and Sales Navigator subscription has significant impact on pipeline and revenue growth.
If a sales professional boosts their SSI by 20%, they will see 6.8% pipeline growth and 20.4% revenue growth. This is massively more than if the same sales professional used LinkedIn.com.
Make Club
Caroline Hunssinger from Comcast
Carrie (Caroline)’s story is truly transformational. She joined Comcast in 2011 after turning 25 years old with minimal sales experience. Her peers all had vast internal and external networks, partners and old customers. It took her 8 months to make her first measly sales. 1.5 years into Comcast, she was on the performance improvement plan. Enter LinkedIn.
She began by creating her own brand. She jazzed up her LinkedIn profile, included a fun new picture, requested endorsements and recommendations and started flooding people whom she thought would make sense to connect with. She grew her LinkedIn network of connections in 1.5 years from about 500 people to about 3500 people and growing. She made it her personal mission to have people associate her name, face, and personal brand with Comcast, Fiber, and a fantastic customer experience. She posted relevant material, industry related articles/news, powerful/moving business and motivational quotes, and consistently “liked and shared” other people’s posts to help bring them exposure as well.
Within one month of using social selling, she got herself off the performance improvement plan- saved herself from being fired… BLEW OUT HER QUOTA 190% for the month… She went from being in the bottom 3 to finishing the year #8 in the top 10. She now gives month to month training seminars by the request of her Sales Director for new and or struggling reps in the subject of social selling.