the new sales navigator - linkedin breakfast melbourne august 2014
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©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.
How Top Sales Teams Leverage LinkedIn for Social Selling
Dana Feldman, Head of SMB Sales
LinkedIn Sales Solutions
©2013 LinkedIn Corporation. All Rights Reserved.
I will continue to ignore this dude like all other solicitors
“
©2013 LinkedIn Corporation. All Rights Reserved. 3
From: XXXXSent: Tuesday, June 24, 2014 6:44 PMTo: ‘jhurst@homeaway.com’ Subject: Increased Traveler Optimism and LinkedIn Hi Jeff, We haven't spoken before, but my name is Ben and I'm a travel industry consultant with LinkedIn’s Marketing Solutions team.
I’m reaching out because projections indicate 2014 to be an enormous year for traveler optimism and sector revenue growth (Skift, 2014). I wanted to discuss ways you could better leverage LinkedIn to reach that audience at scale and benefit from the trend. LinkedIn offers a variety of targeted marketing solutions above and beyond what your team is leveraging today, and I would love to speak with you about how you can improve your strategy.
When would be a good time to connect briefly this week or next? Best, XXXX
©2013 LinkedIn Corporation. All Rights Reserved.
I will continue to ignore this dude like all other solicitors
“
BESTIE ALERT!!!!
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Elevate the Sales Profession
“
©2013 LinkedIn Corporation. All Rights Reserved. 6
Where to focus a social strategy?
©2013 LinkedIn Corporation. All Rights Reserved.
9.8M+
Canada
102M+
USA
17M
Brazil
81M+
EMEA15.8M
UK
26M+
India
4.8M+
China
5.8M+
Australia
1.2M
Singapore
1M+NZ
3.2M+
Indonesia
2.4M+Philippines
1M+Japan
860k
Hong Kong
3.1M+
South Africa
820kKorea
1.7M+Malaysia
690kTaiwan
50MMembers in APAC
+2New members every
second
300MMembers worldwide
©2013 LinkedIn Corporation. All Rights Reserved.
What is social selling?
Social selling leverages
your professional brand to fill your pipeline with the right people, insights,
and relationships.
Social selling helps you adapt to the buyer’s new process
©2013 LinkedIn Corporation. All Rights Reserved.
Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?
1000
LeadersLaggards
Australia Sales People in AU SSI for the Room
13.8 15.5
45
Social Selling Index
72K First DegreeConnections
121 Attendees
11.4M Second DegreeConnections
Who are we connected to?
36.5K companies
25K are Director level+
5.2K started a new role in the
past year
Relationships are foundational for sales success
Matt
Company
A
Company
B
Company
C
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
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 papersCompany websites
Blogposts
Company pages
Your target buyers
Socialrelationships
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
5.4 75of B2B buyers now usesocial media to be more informed on vendors
% 90of decision makers say they never respond to cold outreach
%people are now involved in the average B2B buying decision
Corporate Executive Board 2013 – Winning The Consensus PurchaseCorporate Executive Board 2012 – New Decision Timeline
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
The buyer’s process has changed
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:
Billionsof professional relationships
313M+members
2B+member updates per week
LinkedIn has a wealth of information on the people & companies with whom you want to build relationships
SSI leaders create 45% more opportunities per quarter
than SSI laggards.
SSI leaders are 51% more likely to hit quota
than SSI laggards.
45%more opportunities
51%more likely to hit quota
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
Social sellers perform better on key metrics
©2013 LinkedIn Corporation. All Rights Reserved. 20
The story of one of our reps:
©2013 LinkedIn Corporation. All Rights Reserved.
“Andrew thanks, but no thanks”
LinkedIn rep, Andrew, trying to sell into Panasonic, but can’t break through
©2013 LinkedIn Corporation. All Rights Reserved.
Andrew receives his daily Sales Navigator email… learns there is a new Country Head
©2013 LinkedIn Corporation. All Rights Reserved.
New Country Head, former happy client from Canon, and connected to Andrew’s colleague, Danielle
©2013 LinkedIn Corporation. All Rights Reserved.
Danielle makes Andrew a warm introduction into Panasonic’s new Country Head
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Sales Navigator’s Lead Recommendations module educates Andrew about other key decision makers at Panasonic
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As a result of the warm introduction from Danielle, Andrew has a meeting set up with Panasonic several days later
©2013 LinkedIn Corporation. All Rights Reserved.
Signed contract follows. Great news but not a surprise as new decision maker was a happy prior customer.
©2013 LinkedIn Corporation. All Rights Reserved.
Sales Connect SydneyMake the ConnectionOctober 29 2014ivy Sydney
©2013 LinkedIn Corporation. All Rights Reserved.
Why attend?
29
Learn how LinkedIn has transformed its sales organization through social selling.
Get strategies and best practices from the most progressive leaders in sales and operations.
Attend breakout sessions tailored to sales and operations leaders.
Experience hands-on product education to leverage the full power of LinkedIn for sales.
Connect with LinkedIn executives and other leaders in sales and operations.
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2
3
4
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©2013 LinkedIn Corporation. All Rights Reserved.
Inspirational Keynotes
30
Mike DerezinVP of Sales Solutions,
Matt LoopHead of Sales Solutions, ANZ,
Ralf VonSosenHead of Marketing,
Sales Solutions, LinkedIn
Dan LurieSenior Insights Analyst,
Sachin RekhiHead of Product Management,
Sales Solutions, LinkedIn
Vicky SkippDirector, LinkedIn
Sales Solutions, LinkedIn
©2013 LinkedIn Corporation. All Rights Reserved.
Additional Speakers
31
Dana FeldmanHead of SMB Sales Solutions,
ANZ, LinkedIn
Jo DooleyGeneral Manager,
Midmarket and Digital, IBM ANZ, IBM
Michael DaviesHead of Sales,
Macquarie Telecom
Koka SextonSenior Manager, Social Marketing,
Sales Solutions, LinkedIn
Trish SparksGlobal Manager,
Sales Product Consulting, Sales Solutions, LinkedIn
Anthony RobertsGeneral Manager Enterprise,
Vendor & Commercial Finance, Flexigroup Limited
Sandra NgGroup Vice President,
Practice Group,IDC Asia/Pacific
Scott GuntherNational Manager,
Channel Enablement,CGU Insurance
©2013 LinkedIn Corporation. All Rights Reserved.
Register today!
32
$200
+ GST For groups of 3 or more – available until 29 August
Register Today:
$300
+ GST Available until 30 September
http://business.linkedin.com/events/sales-connect/sydney/register.html
EARLY BIRD GROUP RATE
$450
+ GST
FULL PRICE
Any Questions?
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