linkedin social selling breakfast - mountain view
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Welcome MOUNTAIN VIEW
8:30-9:00 Registration & Breakfast 9:00-9:25 Intro to Social Selling 9:25-9:50 Customer Panel 9:50-10:00 Q&A
#SalesConnect
The Buying Process Has Changed
people are now involved in the average B2B
buying decision
of B2B buyers now use social media to be more
informed on vendors
of decision-makers say they never respond to cold
outreach
Focus on the right people and companies
Stay informed on key updates at
your target accounts
Build trust with your prospects and customers
Building relationships with prospects and customers is different in this new normal. You need to:
The Components of Social Selling
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Each component is part of your Social Selling Index score and valued at 25 points for a total possible score of 100
• Publish brand- related content
• Ensure a professional photo
1. Create a Professional Brand
Miranda Baylor Supporting Bio-Pharmaceutical Innovation at XYZ Co.
XYZ Co. New State Co. Alma Mater University
Current: Previous: Education:
Published by Miranda:
2. Find the Right People
VP, Genco Pharmaceuticals
Senior Director, HealthTech Co.
President and CEO, Pharma Co.
Sinjin Sohnerhalsen
Radhika Rajagopalan
Ed Simcoe
Sr. Director – Quality and Assurance, Genco Pharmaceuticals Director, QA / Compliance at Genco Pharmaceuticals
Group Leader, Technico Health
Vice President, North America Generics at Benin Laboratories Head of Operations and Bus Dev at Benin Laboratories
• Personalize your messages
• Join groups that your prospects might find of interest and engage with content and comments that show your added value
3. Engage with Insights
Ed Simcoe President and CEO, Pharma Co.
Noticed you’ve used MyProduct previously
Hi Ed, I noticed that you previously were at Benin Laboratories and likely used ABC Co’s MyProduct. Would you be interested in looking at using MyProduct for your new company? Let me know if you would like to set up a time to chat about it.
Miranda closed a contract with ABC Pharma and now she can leverage her relationship with the CEO for additional business and introductions
4. Build Strong Relationships
#SalesConnect
Laggards
100 0 20 40 60 80
How LinkedIn Measures Social Selling Social Selling Index (SSI)
Leaders
#SalesConnect
100 0 20 40 60 80
Social Selling Index (SSI)
The Chasm
Early Majority Late Majority Laggards Innovators and Early Adopters
‘12-’14 ’18-’19 ’20+
‘15
’16-’17
28.2 2015
12.2 2012
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Call to Action: Start Social Selling
Build Strong Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
For more on LinkedIn Sales Navigator, visit sales.linkedin.com
Polish Your LinkedIn Profile
Learn what they care about
Leverage Warm Introductions
Use Personalized InMails
Measure Your Success Track Social Selling Index
Anthony Cerche Senior Manager, Go-To-Market
Operations Juniper Networks
linkedin.com/in/anthony-cerché-540971
Buying and Selling in the Digital Age
Bobby Alvarez Senior Manager, Sales
Enablement SumoLogic
linkedin.com/in/bobby-alvarez-26ab366
Learn more at sales.linkedin.com
Q&A
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Anthony Cerche Senior Manager, Go-To-
Market Operations Juniper Networks
linkedin.com/in/anthony-cerché-540971
John Richards Relationship Manager
LinkedIn linkedin.com/in/jsrichards89
Joan Foley Head of Enterprise Sales,
West LinkedIn
linkedin.com/in/joanfoley
Bobby Alvarez Senior Manager, Sales
Enablement SumoLogic
linkedin.com/in/bobby-alvarez-26ab366