linkedin breakfast: generating more opportunities with linkedin sales navigator

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The Art of Social Selling

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The Art of Social Selling

LinkedIn: World’s Largest Professional Network

5M+ INDONESIA

3M+ PHILIPPINES

2M+ MALAYSIA

1M+ SINGAPORE

1M+ SAUDI ARABIA

21M+ BRAZIL

124M+ UNITED STATES OF AMERICA

12M+ CANADA

34M+ INDIA

7M+ AUSTRALIA

1M+ NEW ZEALAND

4M+ SOUTH AFRICA

2M+ UNITED ARAB EMIRATES

18M+ UNITED KINGDOM

9M+ FRANCE

7M+ ITALY

2M+ BELGIUM

1M+ DENMARK

4M+ TURKEY

5M+ NETHERLANDS

2M+ SWEDEN

6M+ SPAIN

16M+ CHINA

414M+ Members

Worldwide

+2 New members per second

50% Access via mobile devices

24 Languages

1M+ HONG KONG

1M+ JAPAN

1M+ S. KOREA

850k+ VIETNAM

Americas 180m+ members

Europe, Middle East, Africa 116m+ members

Asia Pacific 68m+ members

1M + THAILAND

5M+ RUSSIA

8M+ MEXICO

4M+ ARGENTINA

STAY INFORMED

through professional news

and knowledge

CONNECT

with your

professional world

GET HIRED

and build your

career

For members

@WORK SELL MARKET HIRE

An All Too Familiar Experience

Sales Customer

What’s the outcome?

How effective is your sales team today?

56%

of B2B sales professionals won’t hit quota this year

Sirius Decisions

How effective is your sales team today?

HOURS CALLS

QUALIFIED APPOINTMENT

Keller Research Centre

=

Sources: *Forrester, “Buyer Behavior Helps B2B Marketers Guide the Buyer’s Journey,” October 2012; **Zero Moment of Truth Study, Google

Acquiring customers today is challenging Access to more information, buyers self informed and 90% through the buying journey

% of B2B Buyers use social media to

research purchasing decisions

B2B buyers expect new or different

insights from sales professionals

Building sales relationships has changed

95 %

content consumed before ready to

engage

LinkedIn

Top 3 challenges facing sales today

64%

56%

51%

Ability to build trust with a customer or prospect quickly

Providing value to the buyer from the first engagement

Personalise interactions based on previous engagements

Target Understand Act

Social Selling Tactics

Target • Receive daily lead recommendations • Use advanced search to identify prospects

• Get alerts that signal intent to buy • Analyze profile and social activity data

• Connect via warm introductions and InMail • Deliver relevant content at the right time Act

Understand

LinkedIn Sales Navigator

Matt Tindale

More likely to engage

through warm introduction

X

72.6%

Salespeople using social selling tactics outperform their peers

Aberdeen Research

26

Sales Navigator users are generating 1.7x the number of opportunities & revenue

1.7x More opportunities & revenue on average

1.9x

2.3x

3.0x Enterprise &

Partner Group

Corporate Group

Public Sector

1.5x

1.2x

5.0x

$

Opportunities Revenues

Thank You