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Social SellingSpeaker: Susana Landeira, Social Selling Lead, Microsoft

April 21st 2016Vancouver, Canada

Why Social Selling at Microsoft?

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Selling Goes Social

Social Selling is a tactic designed to influence buyers

earlier in the buying cycle.

Awareness

Research

Consideration

Decision

Where traditional selling currently influences buyers

It establishes sellers as industry

experts through updated online

profiles and content-based

activities.

Microsoft Confidential

The Microsoft Social Selling Program

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Microsoft Social Selling Program

SSP is based on 3 areas

LinkedIn Sales Navigator

LinkedIn Sales Navigator• Premium service that gives you greater

visibility, accessibility, and connectivity with accounts and leads

Coaching• Full-time, one-on-one coaching on social

selling, including help updating your profile, increasing your presence, and engaging more effectively

Content• Sales-enablement copy for use on your

social networks to help you engage, using tools such as Sociabble, Elevate, etc.

Microsoft Confidential

6 Microsoft Confidential6

Microsoft Social Selling Program (MSSP)

Champion

Coach

Support

Infrastructure supporting this initiative focused on 3 Key pillars

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Measuring Success: Tracking Social Influence

Training completio

n

SSI

Social-Influenced Leads

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Measuring Success: Your Social Selling Index Score Visible when you subscribe to LinkedIn Sales Navigator

Current Results

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Highly engaged social sellers are generating 38% opportunities

Microsoft Social Sellers have generated 1.7x more pipeline, have been able to influence deal revenue over 20%

Sellers who participated in the Social Selling Program closed an average of 58% more deals per rep vs non social sellers.

Social Selling Works

Microsoft Confidential

Microsoft Social Sellers are growing their Business Decision Maker (BDM) connections 1.4x faster than peers and have 4x more BDM contacts on CRM

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SSI measures how effective you are at establishing your professional brand, finding the right people, engaging with insights, and building relationships, which are the four elements of social selling, each worth 25 points, for a total perfect score of 100

Microsoft Canadian Sellers SSI breakdown

Total

15

10

7

21 Avg Build relationships

Avg Engage with insights

Avg Find the right people

Avg Establish your professional brand

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New Contacts

Canadian Social Sellers are consistently identifying new contacts and adding them on Dynamics CRM vs non-Social Sellers

New Contacts by audience are business contacts vs technical contacts

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Social Selling Influenced Pipeline

July August September October November December January February March

Social Selling Influenced Pipe Value

520% Increase in Social-Influenced Opportunities in Canada

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1. Establish goals for your professional social presence. What do you want your digital reputation to be?

2. Establish an official champion, coach and support (1 person or many)

3. Set up content feeds so you can curate thought leadership (Feedly, Flipboard)

4. Optimize your LinkedIn Profile Engage! Like, Comment, Forward information at least twice per week,

remember that the more active you are, you become more relevant and your SSI score goes up (set it up as a calendar reminder)

Share! Take the challenge to post an article, record a video, post pictures when you speak at an event, it is all part of building your network (Read, read, read be hungry to learn more as it will give you more ideas to write)

Be personable and authentic!

5. Use LinkedIn search to find and connect with the right people. If budget allows, sign up for LinkedIn Sales Navigator.

6. Attend customer, partner and industry events and connect on social media with leads afterwards!

Key Takeaways! Tips and Tricks to get started today -

Questions?

THANK YOU