social selling - linked in dave anderson
TRANSCRIPT
Confidential, Dynatrace LLC
Social in Selling@daveando
https://uk.linkedin.com/in/daveando
VP Marketing EMEA & APAC Dynatrace
http://bit.ly/SSIdaveLDN
Thank you @daveandohttps://uk.linkedin.com/in/daveando
Digital Performance ManagementDigital Performance Management
70% of the 2005 Fortune 1000 firms are gone“ ”
@daveando
Me. Dave AndersonJedi.
Lauren Johnson ANZ Marketing Manager
Anthony Clarke ANZ Regional Director
ANZ Sales Team
Software Engineers
Luke. Linked In Relationship Manager
Our mission
Strengthen brand
Presence
Increase quality lead
volumes
Retain and engage our customers
Build new partnerships
Strengthen brand
Presence
Increase quality lead
volumes
Retain and engage our customers
Build new partnerships
New team. Need leads.
Need a database.Nobody knows who we are.
Let’s buy a database
The buyer has changed
New School• Live database• No call • Warm inmails to targeted
prospects (leads and new)• Markesales • Be personal
• Buy a database• Cold Call• Cold prospect emails to
new leads / database• Sales vs marketing• Automate
Old School
Linked In Navigator
Campaigns
The Way we Work
Enablement
Stories
Data
Social Updates
Start with being social
Email Alerts
Training!
Tooling
Social Updates
Be authentic, personal, and a bit different
Confidential, Dynatrace LLC
Social Media Growth
May-15
Jun-15 Jul-15 Aug-15 Sep-15 Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-160
500100015002000250030003500
OrganicPaid
Clicks on company posts
May-15
Jun-15
Jul-15
Aug-15
Sep-15
Oct-15
Nov-15
Dec-15
Jan-16
Feb-16
Mar-16
OrganicPaid
Linked In Company Page Followers
Most Improved Player60 to 71
The secret life of a share
I wanted everyone I had in my professional network to understand the differences between GA and Dynatrace
Enrico’s Sister
Programme manager @ (insert major finance co) [dealing with their internal website] she had seen your blog post I had shared and subsequently she shared it and then her boss had seen it.
“I’m now looking at scheduling a call with her boss and the account manager….thank you!”
• 10,000 Sends• 33% Open Rate
Linked In Average 20%
• 13% CTRLinked IN Average 3-9%
We are all in the this together
• 336,531 Impressions• 1387 Clicks • $14.45 CPC• 57% Mobile!
• 69 In-Mails Sent• 17 Registrations• 28% Success Rate
80% Registrations for Linked In
• UTM Tracking Competition• Weekly Email Summary• Fun, but accountability
$45 Cost per Conversion vs Google $90+
Social Selling in Action
Meeting$
August 17 Oct 25
Social Events
Stories
Yeah right!
Thanks for the heads up on this one Lauren - definitely keen to attend. I'll share this one with my team. Cheers! Jah Jah
Thank you Lauren. Definitely keen to find out more. I'll send some of my team members as well. Thanks Maz
Hi Lauren, thank you for inviting me. Can I circulate this to our digital transformation team? Regards Jabba
92% of buyers delete emails or ignore calls from people they don’t know BE
personalinterestingdifferentrelevant
listen
Dec – Akamai Joint event Joint xmas party2 Opportunities
August – Big RetailerFollow up to event Attended intro meeting
August – Nordstrom Event80% net new registration to database via Linked In 1 closed won
August – Collabshow Inmail to the Joel, who is the most influential sharepoint person on the planetDemo with FTSSigned up for a webinar
March – Global ReviewsIntro meeting with CEOClosed Deal in November
Nov – Linked In Sales SummitPresented Dynatrace Social Selling program in ANZVoted best presentation – SSI went to 93!
Jan – SitecoreConnected with Marketing DirectorInvited myself to do a webinar with them Now working on a global promotion with them.
- Publish blogs and content- Present at Linked In Events- Discover new content- See how our content performs
Usage: everyday
Inmail to CEO and CTO of BVA Auctions“We work with eBay and similar car auctions, I’d like to share what we are doing with these companies”
CTO replied – August Accepted invitation to connect on the phone.
Becomes customer
Perform Day - JunePerform Global - OctoberWebinar / SEO
Increased Performance Increased Customer Satisfaction Increased Conversions Increased DevOps Happiness
Thanks Yoda
Strategic Advice Support
stories (ours and others)
Finding a champion…
Original presentation
data
Making it visible
http://bit.ly/yammer-linkedin
http://gaggleamp.com/i/zfmgawq Resources.dynatrace.com
Did you kiss my sister?
83 SSI Kid…Read it and weep
Let’s connect
@daveando
https://uk.linkedin.com/in/daveando
Next steps for roundtables
Follow Vernon Bubb to Big Ben
Stay in Room to then go to Afternoon Tea with Steven Kang