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How Top Sales Teams Leverage LinkedIn for Social Selling.TRANSCRIPT
©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.
How Top Sales Teams Leverage LinkedIn for Social Selling
Matt Loop, Head of Sales
LinkedIn Sales Solutions
December 4th, 2013
@mattloop
©2013 LinkedIn Corporation. All Rights Reserved.
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
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EverywhereWork wherever our
members work
InsightsBe great at what
you do
IdentityConnect, find, and
be found
Value proposition to our members
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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
7
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259,000,000+registered members
20
26Global offices
Languages
5MMembers in Australia
1MMembers in New Zealand
The Social Selling Evolution
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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
Cha
nge
in p
roba
bilit
y –
goin
g fr
om 2
5th p
erce
ntile
to 7
5th
perc
entil
e pe
rfor
mer
©2013 LinkedIn Corporation. All Rights Reserved.
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
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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.
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Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?
1000
LeadersLaggards
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Social Selling Index is Increasing
21 24
15
Avg. Social Selling Index
53
SEP-12
SEP-13
+14%
©2013 LinkedIn Corporation. All Rights Reserved.
1128
53
Leaders
32
15
Laggards Average
53
Social Selling Index is Increasing
SEP-12
SEP-13
+35%
+19%
+0%
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Who is social selling?We can compare regions and countries
26.1
24.9
25.3
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Who is social selling?We can measure entire industries
Insurance
Banking
Pharmaceuticals
Telecommunications
Financial Services
Accounting
Marketing
IT
Management Consulting
10 15 20 25 30 35 40 45
©2013 LinkedIn Corporation. All Rights Reserved.
Insurance
Banking
Pharmaceuticals
Telecommunications
Financial Services
Accounting
Marketing
IT
Management Consulting
10 15 20 25 30 35 40 45
Who is social selling?And we can compare them between countries
World
Australia
©2013 LinkedIn Corporation. All Rights Reserved. 19
LinkedIn Social Selling IndexCorrelates to sales success
Source: Aberdeen Group
15%More customer
renewals
31%Greater team
quota attainment
21%More reps
achieving quota
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Social Selling in Practice
David Watson, Account Executive
LinkedIn Sales Solutions
December 4th, 2013
©2013 LinkedIn Corporation. All Rights Reserved.
HowHow do I get
a warm intro?
+259Mmembers
+2Bmember updates
per week
Billionsconnections
5 Core Competencies of Social Selling
21
WhatWhat to
talk about?
WhoWho are the Right People?
Connections Profiles4 5
1 2 3
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Search Named accounts Geography Functional role Keywords
1
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
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2. Gather IntelligenceBe prepared for every interaction by researching contacts and companies
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Brian
2
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!
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1
Asks teammate for an introduction
3. Engage using your networkLeverage both your network and your companies network
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4. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives
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5. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU
26
©2013 LinkedIn Corporation. All Rights Reserved.
HowHow do I get
a warm intro?
+259Mmembers
+2Bmember updates
per week
Billionsconnections
5 Core Competencies of Social Selling
27
WhatWhat to
talk about?
WhoWho are the Right People?
Connections Profiles4 5
1 2 3
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Don’t be that salesperson…
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Social Selling Evolution Doesn’t happen overnight
©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling Evolution Doesn’t happen overnight
LSS©2013 LinkedIn Corporation. All Rights Reserved.
©2013 LinkedIn Corporation. All Rights Reserved.
Series1
LinkedIn social selling case study107% more likely to close a deal
Base win rate Win rate with social
selling
+ 44%
+ 63%
Targeting the right person
Using a connection
+ 107%