How To Use LinkedIn for Sales

Using LinkedIn for Sales Luke Davies @luketdavies

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Leveraging social data to fill your pipeline with the right people,

insights and relationships.

Social Selling Defined:

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Introducing the LinkedIn Social Selling Index How well do you embrace social selling?

100 0

Leaders Laggards

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Source: CEB

Social Media: #1 Factor for Driving High Rep Performance

12.81%


Social Selling Index is Increasing

21 24

15

Avg. Social Selling Index

53

SEP-12 SEP-13

+14%


11 28

53

Leaders

32 15

Laggards Average

53

Social Selling Index is Increasing SEP-12 SEP-13

+35%

+19%

+0%


Who is social selling?

10 15 20 25 30 35 40 45

Banking

Chemicals

Insurance

Electronics

Telecommunications

Financial Services

Oil & Energy

Biotechnology

IT

Software

Internet


The world and buyers have changed What once worked, will not anymore

97% 75% 57% Of the time cold calls do not work

*7% worse every year since 2010

B2B purchaser influenced by social

Buying decisions are made before

sales rep involvement

Sources: CEB, Connect & Sell, IBM

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LinkedIn Social Selling Index Correlates to sales success

Source: Aberdeen Group

15% More customer

renewals

31% Greater team

quota attainment

21% More reps

achieving quota

Getting Ready to Social Sell


Putting on your digital suit

Make it personal

Add rich media

Get the right tools


ORGANIZATION NAME

Sales Navigator Executive

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ORGANIZATION NAME

Find the right targets

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The golden rule for engaging with prospects on LinkedIn…


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…nobody likes it cold


2 ways to avoid going cold 1.  Leverage a relationship

2.  Make it personal

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Look for a common relationship

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Get introduced

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Connections of connections

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Leverage the people you know

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Tap into alumni relationships

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What if you don’t have any common relationshps?


Introducing InMail

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InMail secret sauce

1.  Great subject that drives curiosity 2.  Lead with an insight 3.  Make it personal 4.  Have a call to action

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Example subject lines

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1.  Two things… 2.  Mee:ng Wednesday

3.  How is your Porsche running? 4.  Use the word ‘your’ 5.  Grab something directly from their profile

6.  A fellow Cork man

*Avoid words like ‘help’ and ‘reminder’*


What are Insights? 1.  Your teams LinkedIn usage 2.  How much they are spending with you relative to peers 3.  SaaS usage relative to peers 4.  People news 5.  Data from case studies that is relevant

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Making it extra personal

•  The most powerful example of something personal is something that you share with the reciever that is rare (i.e. not relevant to others).

•  As an example of a good subject line if you and the receiver both went to the University of Michigan is: “Hail! to the victors valiant”

•  This means nothing to people that didn’t study at the University of Michigan, however if are alumni you would instant recognize this as the start of the chorus of the University of Michigan fight song.

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B

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How To Use LinkedIn for Sales