social selling roadshow, dublin part 2 of 2 - hallmarks of social seller
TRANSCRIPT
#socialselling16
SOCIAL SELLING Hallmarks of a Social Seller
Justin Shriber
Head of LSS Marketing
Target based on interest and intent
90%
Universe of Potential Customers
46%
Target Prospects
INTEREST INTENT INTEREST
Global Social Media Marketing Manager, Pitney Bowes
“I use Sales Navigator to target leads and
get triggers based on significant events
such as an acquisition or promotion.”
#socialselling16
Regional Sales Director, SugarCRM
”I sent several inmails into First Solar
and got hits on my profile from people
I hadn’t contacted. That told me my
message was forwarded."
#socialselling16
Account Executive, LinkedIn Sales Solutions
“Through my network, I was able to
get detailed information about the
buying process in one of my key
accounts.”
#socialselling16
Indispensible sales and marketing pros send 148% more connection requests and share
23% more content
#socialselling16
Sales Development Representative, SugarCRM
“I sent the CTO of TIAA-CREF an
Inmail referencing his LinkedIn post
and our disruptor pitch. He sent me to
someone who took a meeting.”
#socialselling16
Director, New Business Development, Active International
“I tailor each message based on what I
learn from content individuals have
published. That’s how I recently
closed a $1M deal”
#socialselling16
To be indespesible, focus on the right signals
Signal Intent Interest
Website visit
Pages viewed
Call to action (CTA) response
Job change
Hiring activity
Content sharing
Social comments
People connections
INTEREST INTENT
Social Signals
Target • Receive daily lead recommendations • Use advanced search to identify prospects
• Get alerts that signal intent to buy • Analyse profile and social activity data
• Connect via warm introductions and InMail • Deliver relevant content at the right time
Act
Understand
LinkedIn Sales Solutions LinkedIn Sales Solutions
Relevant news
LinkedIn’s network data
Your accounts, leads & preferences
Sales Navigator makes it simple to establish and grow relationships with your prospects and customers
Sales
Navigator
0%
1%
2%
3%
0 20 40 60 80 100
% o
f to
tal N
um
be
r
of S
ale
s N
avig
ato
r U
sers
SSI Source: LinkedIn Internal Data – January 2016
Avg SSI
of Sales Navigator Users
January 2016
64.03
AVG Pre SSI
of Sales Navigator Users
pre licence deployment 50.01
Sales Navigator has fundamentally improved Social Selling Behavior across all Ireland Sales Navigator Users
5X More
connections
Source: LinkedIn Internal Data – January 2016
Sales Navigator is extending the network of reps It can extend your network by…
Commercial Support Manager, CEB
“Sales Navigator allows me to prospect more quickly,
find the correct contacts, stay up to date on my accounts
and prospects, and hit my quotas. I doubt I would have
been promoted if I did not have Sales Navigator!”
#socialselling16