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©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
@mattloop
©2013 LinkedIn Corporation. All Rights Reserved.
Agenda
07.30 – 08.00 Breakfast & Networking
08.00 – 08.25 Social Selling with LinkedInMatt Loop, Head of Sales Solutions – Australia, LinkedIn
08.25 – 08.45 The New Sales NavigatorAnthony Slater, Sales Product Consultant -- LinkedIn
08.45 – 09.00 Customer StoryAnthony Roberts, GM Enterprise -- FlexigroupAnne Nicole, Relationship Manager – Linkedin
#SocialSellingBreakfast
©2013 LinkedIn Corporation. All Rights Reserved.
Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?
1000
LeadersLaggards
Australia Sales People in AU SSI for the Room
13.8 15.5
48
Social Selling Index
©2013 LinkedIn Corporation. All Rights Reserved.
96K First DegreeConnections
161 Attendees
13.2M Second DegreeConnections
Who are we connected to?
45.5K companies
33K are Director level+
7K started a new role in the
past year
©2013 LinkedIn Corporation. All Rights Reserved. 6
The story of one of our reps:
©2013 LinkedIn Corporation. All Rights Reserved. 7
7
©2013 LinkedIn Corporation. All Rights Reserved. 8
A few months later…
©2013 LinkedIn Corporation. All Rights Reserved.
LinkedIn Sydney Office Map
9
©2013 LinkedIn Corporation. All Rights Reserved. 10
Relationships are foundational for sales success
Matt
Company
A
Company
B
Company
C
are now involved in the average B2B buying decision
peopleBoss
Peer
Direct report
Business leader
Cross-functional partner
Corporate Executive Board 2013 – Winning The Consensus Purchase
Your target buyer
5.4
Decisions involve more people than ever before
75%of B2B buyers now usesocial media to be more informed on vendors
International Data Corporation 2014 – Social Buying Meets Social Selling
Decision makers rely on social media to choose between potential vendors
Network referrals
White papers
Company websites
Blogposts
Company pages
Your target buyers
Socialrelationships
Your competitor
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
90%of decision makers say they never respond to cold outreach
Decision makers now ignore cold outreach
You
Your competitor
X
X
X
Your target buyers
5.4 75of B2B buyers now usesocial media to be more informed on vendors
% 90of decision makers say they never respond to cold outreach
%people are now involved in the average B2B buying decision
Corporate Executive Board 2013 – Winning The Consensus PurchaseCorporate Executive Board 2012 – New Decision Timeline
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
The buyer’s process has changed
%75of B2B buyers now use social media to be more informed on vendors
Relying on the buyer to inform you onkey updates
5.4people are now involved in the average B2B buying decision
Looking for one all-powerful decision maker
%90of decision makers say they never respond to cold outreach
Cold-calling prospects like they’re just a name in a database
Months later I find out he left my account and
joined another
My contact went dark and now
I’m back at square one
I keep pounding – email, phone, voicemail
– but can’t get a response
How well has your team adapted to this new normal?Are you still:
“
”
“
”
“
”
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:
Billionsof professional relationships
313M+members
2B+member updates per week
LinkedIn has a wealth of information on the people & companies with whom you want to build relationships
Today: your personal
network
All that LinkedIn has to offer
YOU
Just what you need for sales
To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience
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
©2013 LinkedIn Corporation. All Rights Reserved.
SSI leaders create 45% more opportunities per quarter
than SSI laggards.
SSI leaders are 51% more likely to hit quota
than SSI laggards.
45%more opportunities
51%more likely to hit quota
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
Social sellers perform better on key metrics
©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.
The New Sales Navigator
Anthony Slater
Product Consultant
LinkedIn Sales Solutions
@tonyslats
Looks great! Let’s discuss more in 2
months…
I’m going to need a few
more months
I’m convinced – but there are
other decision makers
How well do you know the CEO of
NetComm Wireless?
Mate, he’s my father in law!
Two closed deal in a single day
LIVE DEMO
©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.
Anthony Roberts GM Enterprise,Vendor & Commercial Finance
Anne Nicole
Relationship Manager LinkedIn
Case Study: Flexigroup
Any Questions?
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