A day in the life of a LinkedIn Social Seller

A day in the life of a LinkedIn social seller

Wednesday, July 22nd 2015 11:00am BST, 12:00pm CEST Duration: 45 minutes

• Introduction to Social Selling

• What we do…

• A day in the life of a social seller part 1: Prospecting

• A day in the life of a social seller part 2: Account/prospect management

• Q&A

John O’Toole

Sr. Account Executive LinkedIn Sales Solutions

Andy Keane

Sr. Account Executive LinkedIn Sales Solutions

• All attendees are muted by default. • Please type your questions into the chat panel.

Questions will be addressed at the end of webinar.

• The webinar recording and slides will be emailed

out after the webinar

Introduction to social selling

5.4 people are involved in the average B2B buying decision

75% of B2B buyers use social media to inform themselves on vendors

90% of B2B decision makers never respond to cold outreach

75%

90%

• We live what we sell, no more cold calls

• Use Sales Navigator to prospect and manage our

accounts

A day in the life of a social seller part 1: prospecting

“When your prospects and customers go to your profile, that is their initial impression of you.” (Fortune 100 Sales Manager, November 4th, 2014)

Remember: Top tip: Use professional profile photo Summaries - craft carefully, ask - what are my professional passions? Keep it customer-centric! Rich media - turn your profile into a sales opportunity and reach the 74% of B2B buyers influenced by what they read on social media Stay up to date – keep your profile up to date

Find prospects using Sales Navigator

Enter Sales Navigator platform

Start your search from the homescreen

Find prospects using Lead Builder

Use Sales specific searches in Lead Builder


Enter your territory in ‘location’


Narrow down your search based on buyer’s role


Hone in on the most suitable decision makers


Select the typical size of the company you would sell to


Save your searches for future use


Save your leads


Gain actionable insights


Add automatically suggested leads

Leverage your network using TeamLink

Tap into the wider connections of your colleagues

Leverage the power of colleagues to boost sales

Relate to your prospects - lead with insights

Relate to your prospects

Listen for social triggers to help you sell

Examples of InMails

RE: LinkedIn Sales Solution and Company ABC Joe Blogs CEO, Company ABC July 24 2015 3:59PM

Hello Jaime

Thanks for the note – this might be useful for our internal team that manages our

LinkedIn presence – if you think that would be useful, I’m happy to make an intro for

you to chat.

Cheers

Joe

--------------------------------------------------------------------

Hi Joe,

I just read your Company’s update on your agency being 5th in the Company Week

Top 150, impressive stuff. This inspired me to reach out to you as CEO of Company

ABC.

Company ABC are a highly engaged Company on LinkedIn and I wanted to quickly

introduce LinkedIn Sales Solutions to you, which can allow you and your team to

identify any decision maker in our 365M+ member base.

Are you interested in having a brief chat?

Cheers,

Jaime

RE: LinkedIn Sales Solution and Company XYZ John Smith VP Sales, Company XYZ July 24 2015 3:59PM

Hi Andy,

I have some time on Friday PM.

Regards,

John Smith

VP Sales - Company XZY

--------------------------------------------------------------

Hi John,

First, great presence on LinkedIn and great engagement- your endorsements in SaaS

and Sales Process are impressive. I really liked the line in your summary, "Proven

Business Transformation skills for developing increased financial and people value

within organisation."

I am a contact here at LinkedIn and was inspired to reach out after reviewing your

profile and seeing that you are VP Sales.

Company XYZ has 610,111 unique connections to 119,592 different companies on

LinkedIn. I'd love to show you how to leverage this data to identify decision makers and

drive new business.

Do you have any time this week for a quick call?

Best,

Andy

RE: LinkedIn Sales Solution and Company ABC Jess Smith Head of Field Marketing at Company ABC July 29 2015 8:51PM

Jaime

I am holiday for the next couple of week, but yes would like to have a discussion.

Would week commencing 18th August work for you? If you could send any additional

information in advance that would be appreciated.

Cheers

Jess

--------------------------------------------------------

Hi Jess,

I just read a news article in how Company ABC won Best of Show Award. This inspired

me to reach out o you as Head of Field Marketing Europe at Company ABC.

Company ABC are a highly engaged Company on LinkedIn and I wanted to quickly

introduce LinkedIn Sales Solutions to you, which can allow you and your team to

identify any decision maker in our 300+ member base.

Are you interested in having a brief chat?

Cheers,

Jaime

• Use insights about the prospects company to personalise the InMail

• Mention:

- Prospects experience - Their company profile on LinkedIn - Touch on an aspect of their company, or a recent post, that appeals

• Keep to a relatively informal tone offering a “quick chat” not a hard sales message

• Focus on your prospects • Stay informed

• Build trust

A day in the life of a social seller part 2: (account/prospect) management

• Relate to your prospects with fact based insights

• Engage your prospects where they are Reps that exceed quota get 74% more

engagement on their posts than those that

don’t exceed quota

Nurture through personal insights

Reaching decision makers

Use proactive insights to reach out to prospects as they move upwards in their career

• On a call use social insights to build rapport

• Before meeting research attendees to find common ground

• Engage your prospects through what matters to them

• Successful meetings stem from connecting with your clients

Q&A

sales.linkedin.com