my social sellling transformation
DESCRIPTION
I wanted to share the deck that I presented at the Quarterly meeting of the AA-ISP, held at LinkedIn's San Francisco's based office on 3/20/2013.TRANSCRIPT
![Page 1: MY Social Sellling Transformation](https://reader035.vdocuments.site/reader035/viewer/2022062300/5561669cd8b42a87628b4f7a/html5/thumbnails/1.jpg)
©2013 LinkedIn Corporation. All Rights Reserved.
Sales Navigator
Schon MessierAccount Executive
LinkedIn Sales Solutions
![Page 2: MY Social Sellling Transformation](https://reader035.vdocuments.site/reader035/viewer/2022062300/5561669cd8b42a87628b4f7a/html5/thumbnails/2.jpg)
LSS 2©2013 LinkedIn Corporation. All Rights Reserved.
My personal transformation towards social selling
![Page 3: MY Social Sellling Transformation](https://reader035.vdocuments.site/reader035/viewer/2022062300/5561669cd8b42a87628b4f7a/html5/thumbnails/3.jpg)
What is the top challenge that I hear across sales leaders?
Build MorePipeline*
* (On average, only 20 - 30% of Sales leads are generated through Marketing…)
LSS 3©2013 LinkedIn Corporation. All Rights Reserved.
![Page 4: MY Social Sellling Transformation](https://reader035.vdocuments.site/reader035/viewer/2022062300/5561669cd8b42a87628b4f7a/html5/thumbnails/4.jpg)
Buying Process has fundamentally changedCustomers are more informed, and they are less responsive to traditional means
LSS 4©2013 LinkedIn Corporation. All Rights Reserved.
97% 75% 57% Of the time cold calls do not work
B2B purchaser influencedby social
Buying decisions are made before
sales rep involvement
Corporate Executive Board 2012Connect & Sell 2012IBM Buyers Preference Study 2011
![Page 5: MY Social Sellling Transformation](https://reader035.vdocuments.site/reader035/viewer/2022062300/5561669cd8b42a87628b4f7a/html5/thumbnails/5.jpg)
5
Call From Unknown
408-612-3467
LSS
vs.
Contacts Lists CompanyWebpage
ColdContact
Targeted Search
Social Profile
WarmIntroduction
©2013 LinkedIn Corporation. All Rights Reserved.
“old” Schon“New” Schon
![Page 6: MY Social Sellling Transformation](https://reader035.vdocuments.site/reader035/viewer/2022062300/5561669cd8b42a87628b4f7a/html5/thumbnails/6.jpg)
HowHow do I get
a warm intro?
LSS 6©2013 LinkedIn Corporation. All Rights Reserved.
+200Mmembers
+2Bmember updates
per week
BillionsOf connections
How LinkedIn sales navigator defines social selling
WhatWhat to
talk about?
WhoWho are the Right People?
![Page 7: MY Social Sellling Transformation](https://reader035.vdocuments.site/reader035/viewer/2022062300/5561669cd8b42a87628b4f7a/html5/thumbnails/7.jpg)
Who are the right people?
My search yielded 124,789 search results!
I don’t have time to sort through all these searches
7
By using the premium search filters, it gets much narrower…266 Results
Find Key Prospects1
LSS
With TeamLink, I can narrow down to profiles that have connection paths to my team (<.0002% of the total…in only 20 seconds)
“New” Schon
©2013 LinkedIn Corporation. All Rights Reserved.
![Page 8: MY Social Sellling Transformation](https://reader035.vdocuments.site/reader035/viewer/2022062300/5561669cd8b42a87628b4f7a/html5/thumbnails/8.jpg)
53% of Revenue derived from Warm Introductions
Warm Intro-
ductions38%
InMail14%
Email14%
Inbound Lead33%
% of New Logo’s generated by Source
Warm In-troductions
53%
InMail10%
Email6%
Inbound Lead31%
% of New Dollars ($$) by Source
Based on deals October 1, 2012 thru February 29th, 2013 - Schon Messier - LinkedIn Account Executive