linkedin social selling breakfast - san francisco

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The Key to Social Selling SAN FRANCISCO BREAKFAST

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Welcome SAN FRANCISCO

9:00-9:30 Registration & Breakfast 9:30-9:50 Intro to Social Selling 9:50-10:20 Customer Panel 10:20-10:30 Q&A

Intro to Social Selling

Andy Kellam LinkedIn Sales Solutions

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Source: Brent Adamson, Author, The Challenger Sale.

Simplifying Truth #1: We are all selling the same thing.

Change.

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Simplifying Truth #2: Your customers won’t change to you if you’re not talking to

them.

#SalesConnect

The Buying Process Has Changed

people are now involved in the average B2B

buying decision

of B2B buyers now use social media to be more

informed on vendors

of decision-makers say they never respond to cold

outreach

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Social Selling Defined

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Our vision

Connect the world’s buyers and sellers to build relationships.

400M+

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You have vast and important networks

201,517 Connections

41% Director & Above Connections

13% of Connections outside your Country

5X More likely to engage with sales professionals via warm introduction than cold outreach

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Social Selling: Components & Measurement

The Components of Social Selling

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Each component is part of your Social Selling Index score and valued at 25 points for a total possible score of 100

•  Publish brand- related content

•  Ensure a professional photo

1. Create a Professional Brand

Miranda Baylor Supporting Bio-Pharmaceutical Innovation at XYZ Co.

XYZ Co. New State Co. Alma Mater University

Current: Previous: Education:

Published by Miranda:

2. Find the Right People

VP, Genco Pharmaceuticals

Senior Director, HealthTech Co.

President and CEO, Pharma Co.

Sinjin Sohnerhalsen

Radhika Rajagopalan

Ed Simcoe

Sr. Director – Quality and Assurance, Genco Pharmaceuticals Director, QA / Compliance at Genco Pharmaceuticals

Group Leader, Technico Health

Vice President, North America Generics at Benin Laboratories Head of Operations and Bus Dev at Benin Laboratories

•  Personalize your messages

•  Join groups that your prospects might find of interest and engage with content and comments that show your added value

3. Engage with Insights

Ed Simcoe President and CEO, Pharma Co.

Noticed you’ve used MyProduct previously

Hi Ed, I noticed that you previously were at Benin Laboratories and likely used ABC Co’s MyProduct. Would you be interested in looking at using MyProduct for your new company? Let me know if you would like to set up a time to chat about it.

Miranda closed a contract with ABC Pharma and now she can leverage her relationship with the CEO for additional business and introductions

4. Build Strong Relationships

#SalesConnect

Laggards

100 0 20 40 60 80

How LinkedIn Measures Social Selling Social Selling Index (SSI)

Leaders

#SalesConnect

100 0 20 40 60 80

Social Selling Index (SSI)

The Chasm

Early Majority Late Majority Laggards Innovators and Early Adopters

‘12-’14 ’18-’19 ’20+

‘15

’16-’17

28.2 2015

12.2 2012

Here’s My Score: Still Room for Improvement!

Check your SSI score at: www.linkedin.com/sales/ssi

Who are the Social Selling leaders in the room?

1 89 Paul Ratner

3 85 Drew Spitzer

2 87 Kristen Hayward

4 84 Shane Oren

5 84 Michelle Maltzahn

6 82 Michele Marshall

8 81 Scott Oliker

7 81 Lisette Cruz

9 81 Jonno Burden

10 80 Jeff Eyet

* Data represents the previous month’s SSI score and is not representative of a cohort.

2x The Impact of Social Selling

New clients

Meetings secured

Opportunities generated

System of Record

System of Communication

System of Engagement

We don’t want to replace CRM

System of Record

System of Communication

System of Engagement

We don’t want to replace email or phone

We want to be the System of Engagement

System of Record

System of Communication

System of Engagement

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Customer Panel

 Joan Foley  LinkedIn Sales Solutions

Buying and Selling in the Digital Age

Shane Oren Regional Sales Director

NetSuite linkedin.com/in/shaneoren

Paul Ratner Director, Suite & Hospitality Solutions

Golden State Warriors linkedin.com/in/paratner

  Learn more at sales.linkedin.com

Q&A

Shane Oren Regional Sales

Director NetSuite

linkedin.com/in/shaneoren

Paul Ratner Director, Suite & Hospitality

Solutions Golden State Warriors

linkedin.com/in/paratner

Joan Foley Head of Enterprise

Sales, West LinkedIn

linkedin.com/in/joanfoley

Andy Kellam Head of MidMarket

Sales, West LinkedIn

linkedin.com/in/andykellam

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