How To Drive Revenue In The Social Age

Tuesday, December 1st 2015.

11:00am GMT. Duration: 45 minutes

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• Please type your questions into the chat panel.

Questions will be addressed at the end of

webinar

• The webinar recording and slides will be emailed

out after the webinar

• How To Get Your Sales Team On Board With Social

• Improving Sales Results Using LinkedIn

• Using SSI To Measure Progress and Success

• Q&A

Tony Finn

Head of Solution Sales

Vodafone Northern Europe

Marc Baladi

Sr. Relationship Manager

LinkedIn Sales Solutions

Providing value & sharing best practice

5.4 people are involved in the average

B2B buying decision

75% of B2B buyers use

social media to inform

themselves on vendors

90% of B2B decision

makers never respond

to cold outreach

75%

90%

Sales Process or Buying Journey?

What is Social Selling anyway?

• Focus on your prospects

• Stay informed

• Build trust

Getting Involved & Driving Adoption

Executive Sponsor(s):

Set the tone

Encourages participation

Participates in reviews

Program owner:

Licence administration

Reporting

Training

CRM Support

Gamification

Surveys

Feedback

Sales Manager(s):

Role models

Review individual usage

Coaching

Who?

Tracking progress & success

• How?

• Where?

• What?

• Why?

Social Sel l ing Index www.linkedin.com/sales/ssi

“When your

prospects and customers go to your profile, that is their initial impression of you.”

(Fortune 100 Sales Manager, November 4th, 2014)

Build a Professional Brand

Find prospects &

decision makers

using Sales

Navigator

Find People

Build Relationships

Engage with Insights – Relate to your prospects

81% of buyers are less

likely to engage if the

product/service is not

relevant

• Relate to your prospects with fact based insights

• Engage your prospects where they are

Reps that exceed quota get 74% more

engagement on their posts than those that

don’t exceed quota

A Final Word

Q&A