social selling with linkedin - melbourne
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How Top Sales Teams Leverage LinkedIn for Social SellingTRANSCRIPT
How Top Sales Teams Leverage LinkedIn for Social Selling
Anthony Slater, Product Consultant
LinkedIn Sales Solutions
February 12th, 2014
linkedin.com/in/anthonyslater
@tonyslats
Agenda
07.30 – 08.00 Breakfast
08.00 – 08.15 Intro & The Social Selling IndexAnthony Slater, Product Consultant, LinkedIn
08.15 – 08:30 Social Selling in PracticeDavid Watson, Account Director, LinkedIn
08.30 – 09.00 Customer Fireside chat followed by Q&ARoger Seow, Head of Social Media and Digital Integration National Australia Bank
09.00 Session Close
LinkedIn All Stars
Most Popular
Most Endorsed
Earliest Adopter
Most Connected
ShaunRafferty
SteveRafferty
DanielMarsh
TimO'Sullivan
The world and buyers have changed
97% 75% 57% Of the time cold calls do not work
B2B purchases influencedby social
Of the buying processis complete before
sales rep involvement
Sources: CEB, Connect & Sell, IBM Buyers Preference Study
The Social Selling Evolution
Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
and relationships.
Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?
1000
LeadersLaggards
Source: Corporate Executive Board
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%
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 Index is Increasing
24
15
Avg. Social Selling Index
53
2012
2013
+14%
*Data comparing Sept 2012 to Sept 2013
21
24
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
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
Social Selling in Practice
David Watson, Account Executive
LinkedIn Sales Solutions
February 12th, 2014
au.linkedin.com/in/dbwatson
HowHow do I get
a warm intro?
+277Mmembers
+2Bmember updates
per week
Billionsconnections
5 Core Competencies of Social Selling
WhatWhat to
talk about?
WhoWho are the Right People?
Connections Profiles4 5
1 2 3
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
21
2. Gather IntelligenceBe prepared for every interaction by researching contacts and companies
2
Find a common connection
This profile fits all my criteria, and has a connection to someone in our Canadian office
Meeting with prospect set up
©2013 LinkedIn Corporation. All Rights Reserved.
1
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
24
Social Selling for Sales Leaders
HowWhat introductions can
you make?
+277Mmembers
+2Bmember updates
per week
Billionsconnections
5 Core Competencies of Social Selling
WhatAre they leading with
insights?
WhoIs your team running
searches?
Connections Profiles4 5
1 2 3
Your network is valuable Lead by example
Social Selling Evolution Doesn’t happen overnight
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
+ 44%
+ 63%
Targeting the right person
Using a connection
+ 107%
Head of Social Media & Digital Integration at NAB
National Australia Bank
Customer Fireside Chat Roger Seow
Thank you