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AMA Cincinnati

John Mayhall

Something not on my LinkedIn profile…

…for one week I was ahead of Koka in engagement!

Your prospect is up on stage in front of your whole

sales team and someone asks:

“What’s the best way to get a meeting with you?”

What do you think he would say?

the modern buyer

75%90% 5X

Corporate Executive Board 2013 – Winning The Consensus PurchaseCorporate Executive Board 2012 – New Decision TimelineHarvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

Don’t Cold Call Me Use an Introduction

I’ve already researched

you on Social

84%

$355,520

$193,515

+84% 19.8

12.3

+61%

IDC Whitepaper sponsored by LinkedIn: “Social Buying Meets Social Selling” April 2014 n=780

Social buyers have

bigger budgets…...and make more

purchases

CXOs and VPs

research more using

Social

the social buyer

The more social savvy, the more influential

@dmscott: marketing and PR need to move from a “buy/beg/bug”

approach to “new ways to create attention”

“on the web, you are what you publish”

Participating in social channels with content is the new imperative.

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©2013 LinkedIn Corporation. All Rights Reserved.

Content is just the start

©2013 LinkedIn Corporation. All Rights Reserved.

Relationship Funnel

Understanding

Expertise

Belief

TrustRelationship

how do we create relationships founded on trust

at scale?

Time

Impressions

employee

generated

Paid media

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92%10X

Employees can reach an

audience 10x larger than

your brand

92% trust individuals they

know. Only 14% trust

advertising

SocialChorus infographic: “Employee Advocates are Hiding Superpowers”

Reach Trust

…the talent and corporate brands are converging

A bi-product of the rise of social media is that

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Statoil’s corporate brand

and talent brand align

through a narrative about

the futurehttp://www.moat.com/search/results?q=

statoil

©2013 LinkedIn Corporation. All Rights Reserved.

“One of the things that

attracted me to the big job

at LS&Co. was the

company’s longstanding

commitment to doing the

right thing and reputation

for making clothing

responsibly”

https://www.linkedin.com/pulse/article/20

140714180558-14928043-the-dirty-

jeans-manifesto?trk=prof-post

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The dream, a team's true north.

Overarching objectives of the organization; should be

measurable, achievable, and inspirational.

The company's personality, i.e. who you are and who you

aspire to be

The principles that guide your day-to-day decisions

https://www.linkedin.com/today/author/22330283?trk=vsrp_people_res_infl_recen

t

Vision

Mission

Culture

Values

Our vision is an

elevated sales

professional.

Our mission is to

connect the world’s

buyers and sellers to

build relationships

Our values are to live

what we sell, challenge

the status quo, sell as a

team, and lead with

compassion

Employees will channel your

vision, mission and value

proposition through their own

authentic voice. Here are few

examples from our team.

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1. Identify who has a voice.

2. Identify subject matter experts.

3. Identify the social savvy.

4. Create content that sparks discussion.

https://www.linkedin.com/pulse/article/20140708141841-150449984-the-linkedin-empire-rise-of-the-content-revolutionaries

http://sales.linkedin.com/blog/33-social-selling-tips-by-leading-social-selling-thought-leaders/

©2013 LinkedIn Corporation. All Rights Reserved.

5. Empower your employees

6. Create simple guidelines

7. Trust your values

The Social Selling Mind Map

http://www.mindmeister.com/309617485/social-selling

Thank You

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