Social Selling Webinar

transcript

Social Selling with LinkedIn

David WatsonEnterprise Account Executive

LinkedIn Sales Solutions

Agenda

The changing landscape of B2B sales Introduction to Social Selling 4 Actions to get started with social selling Q&A

MEMBERS WORLDWIDE+2 New

MEMBERS PER SECOND100M+MONTHLY UNIQUE VISITORS

LinkedIn is the world’s largest professional network

Our Mission.Connect the world’s professionals to make them more productive and successful

HireEngage the world’s best passive talent

SellEngage the world’s

decision makers

MarketEngage most effectively

with professionals

Focus becomes ever-increasing challenge

Improve Reps’

Product

Knowledge

Improve Reps’

NegotiationSkills

Improve Reps’Forecast

Accuracy

Mobility

Efficiency

Build MorePipeline

Better CRMAdoption

Who is responsible for lead generation?

Marketing

http://www.customerthink.com/blog/b2b_sales_and_marketing_in_transition_whats_working

? Sales

The world and buyers have changedWhat once worked, will not work 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

Corporate Executive Board 2012Connect & Sell 2012IBM Buyers Preference Study 2011

Call From Unknown

+61 2 8000 2000

Contacts Lists CompanyWebpage

ColdContact

Targeted Search

Social Profile

WarmIntroduction

Targeted

Search

Social Profile

WarmIntroduction

What makes Brian more successful?

Lead with insight

Use social media as critical channel

Personally own lead generation

Reps using this are 40% more successful

HowHow do I get

a warm intro?

+238Mmembers

+2Bmember updates

per week

Billionsconnections

LinkedIn defines social selling

WhatWhat to

talk about?

WhoWho are the Right People?

Who are the right people?

My search yielded 124,789 search results!

I don’t have time to sort through all these searches

By using the premium search filters, it gets much narrower…

Find Key Prospects1

With TeamLink, I can narrow down to profiles that have connection paths to my team

What to talk about?

Discover Actionable Insights2Brian

How do I get in?

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!

Asks teammate for an introduction

Don’t be that salesperson…

4 Actions to Becoming a Social Selling Pro

Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility

Gathering Intelligence: Researching social information to prepare for sales conversations

Building your Network: Developing relationships with people who can share information and provide referrals

Engage with Insights: Use the information you have learned and the relationships that exist to reach prospects in a warm way

1. Build Your PROFILE

3. Gather INSIGHTS

2. Develop Your NETWORK

4. Engage with INSIGHTS

1. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU

2. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives

3. Gather IntelligenceBe prepared for every interaction by researching contacts and companies

4. Engage with insightsLeverage the information and relationships available

Social Selling Index

• Visibility into company’s social selling activities

• Identify opportunities for improvement

• Benchmark against peers and competitors

Ranks and tracks company utilisation of LinkedIn as a social selling tool.

Source: Aberdeen Group

LinkedIn Social Selling IndexCorrelates to sales success

15%More customer

renewals

31%Greater team

quota attainment

21%More reps

achieving quota

NetSuite: Energising Sales Team with LinkedIn Sales Navigator

Challenge:NetSuite wanted a tool to energise its sales team and boost productivity.

Solution: Sales Navigator makes account-planning more efficient and gives reps access to high-level contacts

Results: Since using TeamLink, sales team has seen a seven-fold increase in second-degree

connections; network grew from 15,730 to 115,891. InMail connects sales team directly to key decision-makers. Sales reps are more excited about their jobs because they are seeing fast results,

which motivates them and creates a positive cycle.

NetSuite Inc. (NYSE: N) is the industry’s leading vendor of cloud-based financials/ ERP software suites. NetSuite enables companies to manage core key business operations in a single system.

“Sales Navigator is embedded in almost every stage of the sales process.

It has become mission-critical for our team.”- Jake Hofwegen, VP Global Sales Operations, Netsuite

NetSuite Inc. (NYSE: N) is the industry’s leading vendor of cloud-based financials/ ERP software suites. NetSuite enables companies to manage core key business operations in a single system.

Summary: Social selling best practices

Buyers have changed

Leverage social data

Buyers are well educated

Lead with insights

Cold calling is ineffectiveGo in warm

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