Download - LinkedIn Social Selling Breakfast - Chicago
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The Key to Social Selling CHICAGO BREAKFAST
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Welcome CHICAGO
7:30-8:00 Registration & Breakfast 8:00-8:15 Intro to Social Selling 8:15-8:45 Customer Panel 8:45-9:00 Q&A
Intro to Social Selling
Dan Stanton, Jr. LinkedIn Sales Solutions
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You have vast and important networks
106,004 Connections
44% Director & Above Connections
9% of Connections outside your Country
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Social Selling Defined
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Our vision
Connect the world’s buyers and sellers to build relationships.
Social selling is happening across all social media
For B2B, LinkedIn is at the bulls eye
Members first
400M+
HIRE MARKET SELL WORK
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Why do we need to connect these groups ?
#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
5X More likely to engage with sales professionals via warm introduction than cold outreach
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We want to be the System of Engagment
System of Record
System of Communication
System of Engagement
We don’t want to replace CRM We don’t want to replace email or phone
Focus on the right people and companies
Stay informed on key updates at
your target accounts
Build trust with your prospects and customers
Building relationships with prospects and customers is different in this new normal. You need to:
Social Selling: Components & Measurement
Four Fundamental Behaviors to Social Selling
Create a Professional Brand
Find the Right People
Build Strong Relationships
Engage with Insights
Measure Your Success
• 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
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 90 Gregg Kalman
3 87 Lynn Miller
2 89 Dennis McGuire
4 85 Greg Morey
5 84 Brad Moore
6 82 Scott Cotter
8 79 Tom Mahowald
7 81 Julie Kelsey
9 78 Brian Collins
10 78 Adam Bianco
* 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
LinkedIn Sales Navigator Overview
The Network
One time Search Prospecting in your sleep
Job changes = Selling Opportunity
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Albert Einstein
“If I had an hour to solve a problem, I’d spend 55 minutes
thinking about the problem and five minutes thinking about
solutions.”
Save Leads and Saved Accounts – Insights and Business Intelligence
Serendipity to Science
Ownership
#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
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Call to Action: Start Social Selling
For more on LinkedIn Sales Navigator, visit sales.linkedin.com
Create a Professional Brand Polish Your LinkedIn Profile
Find the Right People Learn what they care about
Build Strong Relationships Leverage Warm Introductions
Measure Your Success Track Social Selling Index
Engage with Insights Use Personalized InMails
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Customer Panel
Kathryn Rudey LinkedIn Sales Solutions
Buying and Selling in the Digital Age
Brad Moore Vice President, Sales Enablement
Mattersight Corporation linkedin.com/in/bradfordlmoore
Dennis McGuire Vice President, Inside Sales
SAVO Group linkedin.com/in/mcguiredennis
Gia Skiba Corporate Team Leader Entertainment Cruises
linkedin.com/in/giahyos
Learn more at sales.linkedin.com
Q&A
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Brad Moore Vice President, Sales
Enablement Mattersight Corporation
linkedin.com/in/bradfordlmoore
Dennis McGuire Vice President, Inside
Sales SAVO Group
linkedin.com/in/mcguiredennis
Gia Skiba Corporate Team
Leader Entertainment
Cruises linkedin.com/in/
giahyos
Kathryn Rudey Relationship Manager
LinkedIn linkedin.com/in/
kathrynrudey
Dan Stanton, Jr. Regional Sales Leader
LinkedIn linkedin.com/in/
danstantonjr
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