ama cincinnati oct 2014 slideshare
DESCRIPTION
Sales and Marketing in the Social Era.TRANSCRIPT
©2013 LinkedIn Corporation. All Rights Reserved.
AMA Cincinnati
John Mayhall
Something not on my LinkedIn profile…
…for one week I was ahead of Koka in engagement!
Your prospect is up on stage in front of your whole
sales team and someone asks:
“What’s the best way to get a meeting with you?”
What do you think he would say?
the modern buyer
75%90% 5X
Corporate Executive Board 2013 – Winning The Consensus PurchaseCorporate Executive Board 2012 – New Decision TimelineHarvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
Don’t Cold Call Me Use an Introduction
I’ve already researched
you on Social
84%
$355,520
$193,515
+84% 19.8
12.3
+61%
IDC Whitepaper sponsored by LinkedIn: “Social Buying Meets Social Selling” April 2014 n=780
Social buyers have
bigger budgets…...and make more
purchases
CXOs and VPs
research more using
Social
the social buyer
The more social savvy, the more influential
@dmscott: marketing and PR need to move from a “buy/beg/bug”
approach to “new ways to create attention”
“on the web, you are what you publish”
Participating in social channels with content is the new imperative.
©2013 LinkedIn Corporation. All Rights Reserved.
©2013 LinkedIn Corporation. All Rights Reserved.
Content is just the start
©2013 LinkedIn Corporation. All Rights Reserved.
Relationship Funnel
Understanding
Expertise
Belief
TrustRelationship
how do we create relationships founded on trust
at scale?
Time
Impressions
employee
generated
Paid media
©2013 LinkedIn Corporation. All Rights Reserved.
92%10X
Employees can reach an
audience 10x larger than
your brand
92% trust individuals they
know. Only 14% trust
advertising
SocialChorus infographic: “Employee Advocates are Hiding Superpowers”
Reach Trust
…the talent and corporate brands are converging
A bi-product of the rise of social media is that
©2013 LinkedIn Corporation. All Rights Reserved.
Statoil’s corporate brand
and talent brand align
through a narrative about
the futurehttp://www.moat.com/search/results?q=
statoil
©2013 LinkedIn Corporation. All Rights Reserved.
“One of the things that
attracted me to the big job
at LS&Co. was the
company’s longstanding
commitment to doing the
right thing and reputation
for making clothing
responsibly”
https://www.linkedin.com/pulse/article/20
140714180558-14928043-the-dirty-
jeans-manifesto?trk=prof-post
©2013 LinkedIn Corporation. All Rights Reserved.
The dream, a team's true north.
Overarching objectives of the organization; should be
measurable, achievable, and inspirational.
The company's personality, i.e. who you are and who you
aspire to be
The principles that guide your day-to-day decisions
https://www.linkedin.com/today/author/22330283?trk=vsrp_people_res_infl_recen
t
Vision
Mission
Culture
Values
Our vision is an
elevated sales
professional.
Our mission is to
connect the world’s
buyers and sellers to
build relationships
Our values are to live
what we sell, challenge
the status quo, sell as a
team, and lead with
compassion
Employees will channel your
vision, mission and value
proposition through their own
authentic voice. Here are few
examples from our team.
©2013 LinkedIn Corporation. All Rights Reserved.
1. Identify who has a voice.
2. Identify subject matter experts.
3. Identify the social savvy.
4. Create content that sparks discussion.
https://www.linkedin.com/pulse/article/20140708141841-150449984-the-linkedin-empire-rise-of-the-content-revolutionaries
http://sales.linkedin.com/blog/33-social-selling-tips-by-leading-social-selling-thought-leaders/
©2013 LinkedIn Corporation. All Rights Reserved.
5. Empower your employees
6. Create simple guidelines
7. Trust your values
The Social Selling Mind Map
http://www.mindmeister.com/309617485/social-selling
Thank You
©2013 LinkedIn Corporation. All Rights Reserved.