the new sales cycle: from social gatherings to social selling
TRANSCRIPT
SALES SOLUTIONS
The New Sales Cycle:
Navigating the Social Sales Landscape
#inSalesChat
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Today’s Speakers:
2
Carlos Gil
Global Sr. Social Marketing Manager
LinkedIn Sales Solutions
www.linkedin.com/in/carlosgilonline
Jamie Shanks
CEO
Sales for Life
www.linkedin.com/in/jamestshanks
Barbara Giamanco
President & Social Selling Advisor
Social Centered Selling LLC
www.linkedin.com/in/barbaragiamanco
Darren Marble
RVP Sales
OSI Consulting
www.linkedin.com/in/darrenmarble
#inSalesChat
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• Speaker Introductions
• Understanding how the sales landscape has
evolved and what that means for your business
• Strategies for introductions with modern buyers
• Providing value with a strong online presence
• InMail tips from a Sales Navigator user
• Q&A
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Today’s Agenda:
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LinkedIn Social Selling
Leveraging your professional
brand to fill your pipeline with the
right people, insights, and
relationships.
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#inSalesChat
Historically, business deals were done on the golf
course. Today, LinkedIn is the bridge between sales
professionals and buyers.
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are now involved in the average B2B buying decision
peopleBoss
Peer
Direct report
Business leader
Cross-functional partner
Corporate Executive Board 2013 – Winning The Consensus Purchase
Your target buyer
5.4
Decisions involve more people than ever before
#inSalesChat
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75%of B2B buyers now usesocial media to be more informed on vendors
International Data Corporation 2014 – Social Buying Meets Social Selling
Decision makers rely on social media to choose
between potential vendors
Network referrals
White papers
Company websites
Blogposts
Company pages
Your target buyers
Socialrelationships
#inSalesChat
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Your competitor
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
90%of decision makers say they never respond to cold outreach
Decision makers now ignore cold outreach
You
Your competitor
X
X
X
Your target buyers
#inSalesChat
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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:
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Billionsof professional relationships
347M+members
2B+member updates per week
LinkedIn has a wealth of information on the people &
companies with whom you want to build relationships
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Today: your personal
network
All that LinkedIn has to offer
YOU
Just what you need for sales
To tap into the power of LinkedIn, you need to tailor
your experience for sales
New
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Relevant news
LinkedIn’s network data
Your accounts,leads & preferences
LinkedIn Sales Navigator makes it simple to establish
and grow relationships with your prospects and
customers
Sales
Navigator
#inSalesChat
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Jamie Shanks
CEO
Sales for Life
www.linkedin.com/in/jamestshanks
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4.2 greater chance of opportunity, based on a
personal relationship
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#inSalesChat
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Leverage “Find Alumni”
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#inSalesChat
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Option A: What companies can you be introduced to?
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Option B: Who are you a 2nd degree connection to?
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You have 2 allies in your Intro
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TRUST LIFE EXPERIENCE
#inSalesChat
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Ask for an “Introduction”
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Barbara Giamanco
President & Social Selling Advisor
Social Centered Selling LLC
www.linkedin.com/in/barbaragiamanco
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“Rising customer expectations is the number one
challenge that 65% of sales organizations face.”
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–Harvard Business Review: Winning at Sales in a Buyer Empowered World 2014
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“The greatest inhibitor to sales effectiveness is the inability to communicate a
value message.” -SiriusDecisions, 2013
Don’t be this guy!
Buyers aren’t looking to be sold. What you say and
how you present yourself matters.
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Demonstrate
thought
leadership.
#inSalesChat
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LinkedIn: Advanced search
Company pages
Groups
Contacts and tagging
Who’s viewed your profile
Follow and share posts
InMail
Twitter: Follow prospects
Engage, share content
Observe competitors
Build influence
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When crafting sales messaging, keep
these tips in mind:
Know your audience.
Skip the jargon.
Make it relevant.
Include metrics.
Get another perspective.
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Darren Marble
Solution Director
OSI Consulting
www.linkedin.com/in/darrenmarble
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Sales Philosophy
As they used to say…
The purpose of a cold call
is to set an appointment.
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Why Sales Navigator?
Make your sales process faster, easier and more efficient
Leverage actionable insights to open dialogues
Unlock the power of referral marketing
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InMail Best Practices
Personalize the subject line
Open by asking for an appointment
Leverage actionable insights
Send it again
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#inSalesChat
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InMail Format
Hi _____,
I’m writing to ask if we can schedule a 15-minute call.
I saw/read that (actionable insight).
OSI Consulting (value prop). We’ve worked closely with (references).
I’d love to learn more about your goals and objectives in 2015 to see
if further discussion is warranted. Thanks in advance for your
consideration in replying with your availability for a quick call.
Thanks,
Name
Title/Company
Phone
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OPEN
CONTEXT
CREDIBILITY
CLOSE
CONTACT
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Cycling
Expect 4-6 pings over 1-2 weeks before you’re able to
set up a call with your prospects
Cycling is critical:
InMail Voicemail Email Twitter @reply
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#inSalesChat
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Referral Marketing
Use Sales Navigator to reverse engineer warm introductions
Identify target accounts based on common relationships
Minimal effort, huge upside, high likelihood of success
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#inSalesChat
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Step 1: “See All Connections”
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#inSalesChat
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Step 2: Filter & Narrow
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#inSalesChat
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Step 3: Ask for Warm Introductions
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#inSalesChat
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Thank you!
Carlos Gil Jamie Shanks Barbara Giamanco Darren Marble
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Questions?
Twitter: @LinkedInSelling / #inSalesChat
Email: [email protected]
Web: www.sales.linkedin.com