#socialselling16

SOCIAL SELLING Hallmarks of a Social Seller

Justin Shriber

Head of LSS Marketing

LinkedIn

It’s not personal…it’s business It’s all personal

#socialselling16

Generic Process

Discovery

Cold Call

Unique Journey

Verification

Warm Intro

Generic Process

Discovery

Cold Call

400M+ Members

Interests

Intentions

Methods

Sales Navigator

Target

Understand

Act

#socialselling16

Act

Understand

Target

67% of marketers think intent data will help them gain a

competitive edge.

#socialselling16

Only 46% of companies use intent data to target companies

that are ready to buy .

#socialselling16

Target based on interest and intent

90%

Universe of Potential Customers

46%

Target Prospects

INTEREST INTENT INTEREST

#socialselling16

Senior Vice President of Marketing, Alteryx

”We get leads who are not only interested

in our content but also fit our audience

profile perfectly.” 4X reduction in cost

per lead vs. search ads.

#socialselling16

Global Social Media Marketing Manager , Pitney Bowes

“I use Sales Navigator to target leads and

get triggers based on significant events

such as an acquisition or promotion.”

#socialselling16

Act

Understand

Target

Top performers spend 25% more time on research and

preparation.

#socialselling16

Understand buyers and their process

Vs.

#socialselling16

Regional Sales Director, SugarCRM

”I sent several inmails into First Solar

and got hits on my profile from people

I hadn’t contacted. That told me my

message was forwarded."

#socialselling16

Account Executive, LinkedIn Sales Solutions

“Through my network, I was able to

get detailed information about the

buying process in one of my key

accounts.”

#socialselling16

Act

Understand

Target

Indispensible sales and marketing pros send 148% more connection requests and share

23% more content

#socialselling16

Influence every stakeholder

Vs.

#socialselling16

Sales Development Representative, SugarCRM

”I sent the CTO of TIAA-CREF an

Inmail referencing his LinkedIn post

and our disruptor pitch. He sent me to

someone who took a meeting."

#socialselling16

Director, New Business Development, Active International

”I tailor each message based on what I

learn from content individuals have

published. That’s how I recently

closed a $1M deal"

#socialselling16

To be indespesible, focus on the right signals

Signal Intent Interest

Website visit

Pages viewed

Call to action (CTA) response

Job change

Hiring activity

Content sharing

Social comments

People connections

INTEREST INTENT

Social Signals

#socialselling16

Target • Receive daily lead recommendations • Use advanced search to identify prospects

• Get alerts that signal intent to buy • Analyze profile and social activity data

• Connect via warm introductions and InMail • Deliver relevant content at the right time

Act

Understand

LinkedIn Sales Solutions LinkedIn Sales Solutions

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

0%

1%

2%

3%

0 20 40 60 80 100

% o

f to

tal N

um

ber

of

Sa

les N

avig

ato

r U

se

rs

SSI

Source: LinkedIn Internal Data – January 2016

Avg SSI

of Sales Navigator Users

January 2016

59.3 AVG Pre SSI

of Sales Navigator Users

pre licence deployment

47.9

Sales Navigator has fundamentally improved Social Selling Behavior across all United Kingdom Sales Navigator Users

5X

More connections

Source: LinkedIn Internal Data – January 2016

Sales Navigator can is extending the network of reps It can extend your network by…

Commercial Support Manager, CEB

Using LinkedIn Sales Navigator has helped me in so

many ways. Sales Navigator allows me to prospect

more quickly, find the correct contacts, stay up to date

on my accounts and prospects, and hit my quotas--and

earn a promotion. I doubt I would have been promoted if

I did not have Sales Navigator!

#socialselling16

#socialselling16

QUESTIONS