how top sales teams leverage

How Top Sales Teams Leverage LinkedIn for Social Selling

Matt Loop, Head of Sales

LinkedIn Sales Solutions

December 4th, 2013

@mattloop

Agenda

07.30 – 08.00 Breakfast & Networking

08.00 – 08.20 Welcome and IntroductionMatt Loop, Head of Sales Solutions – Australia, LinkedIn

08.20 – 08:30 Social Selling in PracticeDavid Watson, Account Director -- LinkedIn

08.30 – 08.40 Social Selling for Sales LeadersMatt Loop, Head of Sales Solutions – Australia, LinkedIn

08.40 – 09.00 Fireside Chat followed by Q&AClive Cooper, Senior Director of Sales, S&P Capital IQ

09.00 Session Close

Wednesday, 4th December

Most Popular

Most Endorsed

Earliest Adopter

Most Connected

JohnMann

SimonBerglund

BrianO'Farrell

SimonVanWyk

Our MissionConnect the world’s professionals to make them more productive and successful

Our VisionCreate economic opportunity for every professional

EverywhereWork wherever our

members work

InsightsBe great at what

you do

IdentityConnect, find, and

be found

Value proposition to our members

What does this mean for businesses?

HireWe have

transformed the world of recruitment.

SellLeverage the power

of relationships.

MarketThe best place on the

web to reach professionals

259,000,000+registered members

26Global offices

Languages

5MMembers in Australia

1MMembers in New Zealand

The Social Selling Evolution

Source: CEB

Social Media: #1 Factor for Driving High Rep Performance

Conducts Non-Tradi-tional Customer Due

Diligence

Personally Owns Lead Generation

Leads with Insight Uses Social Media as Critical Channel

6.20%10.00% 11.57% 12.81%

Shaping Demand – Improvement in probability of being a high performer

The world and buyers have changedWhat once worked, will not anymore

97% 75% 57% Of the time cold calls do not work

*7% worse every year since 2010

B2B purchaser influencedby social

Buying decisions are made before

sales rep involvement

Sources: CEB, Connect & Sell, IBM

So what is social selling?Leveraging your social brand to fill your pipeline with the right people, insights and relationships.

LinkedIn’s Mission:

Turn relationships and information into business opportunities.

Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?

LeadersLaggards

Social Selling Index is Increasing

Avg. Social Selling Index

SEP-12

SEP-13

Leaders

Laggards Average

Social Selling Index is Increasing

SEP-12

SEP-13

Who is social selling?We can compare regions and countries

Who is social selling?We can measure entire industries

Insurance

Banking

Pharmaceuticals

Telecommunications

Financial Services

Accounting

Marketing

Management Consulting

10 15 20 25 30 35 40 45

Insurance

Banking

Pharmaceuticals

Telecommunications

Financial Services

Accounting

Marketing

Management Consulting

10 15 20 25 30 35 40 45

Who is social selling?And we can compare them between countries

Australia

LinkedIn Social Selling IndexCorrelates to sales success

Source: Aberdeen Group

15%More customer

renewals

31%Greater team

quota attainment

21%More reps

achieving quota

Social Selling in Practice

David Watson, Account Executive

LinkedIn Sales Solutions

December 4th, 2013

HowHow do I get

a warm intro?

+259Mmembers

+2Bmember updates

per week

Billionsconnections

5 Core Competencies of Social Selling

WhatWhat to

talk about?

WhoWho are the Right People?

Connections Profiles4 5

Search Named accounts Geography Functional role Keywords

2 Filter Company Size Fortune 1000 Seniority Level Function

3 Save

1. Who is the right person?Leverage LinkedIn to be targeted on who to approach

2. Gather IntelligenceBe prepared for every interaction by researching contacts and companies

Find a common connection

This profile fits all my criteria, and has a connection to someone in our Canadian office

I have a meeting set up for Tuesday!

Asks teammate for an introduction

3. Engage using your networkLeverage both your network and your companies network

4. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives

5. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU

HowHow do I get

a warm intro?

+259Mmembers

+2Bmember updates

per week

Billionsconnections

5 Core Competencies of Social Selling

WhatWhat to

talk about?

WhoWho are the Right People?

Connections Profiles4 5

Don’t be that salesperson…

Social Selling Evolution Doesn’t happen overnight

Series1

LinkedIn social selling case study107% more likely to close a deal

Base win rate Win rate with social

selling

Targeting the right person

Using a connection

+ 107%

how top sales teams leverage

Business

does diversity leverage performance in teams? a review of

outbound 2019 schedule · the outbound experience is...

brett wallace - how top sales teams leverage linkedin for...

leverage the science of sales success ......leverage the...

5 timesaving tips for sales teams

how sales reps can leverage social media

how to train millenial sales teams

login.draup.com · enterprise sales teams can be highly...

2012 top sales teams by sides

double your sales teams productivity

ideas to motivate sales teams

how sales teams succeed

leverage the microsoft platform for sales success

overview of sales navigator for smb sales teams

investigating the effect of liquidity, leverage, sales

leverage the microsoft...

marketo sales insight benefits and overview demo for sales...

overview of sales navigator for enterprise sales teams

leverage technology to build relationships and grow sales

top performance sales teams