Sales Navigator

©2014 LinkedIn Corporation. All Rights Reserved.

Michael Van de Velde LinkedIn Sales Solutions

Introduction to social selling

Discuss the underlying business case

Demonstrate the power of Sales Navigator

Agenda

Relationships are foundational for sales success

B

C

A

company

company

company

Networks are as important as they

used to be, but are digital now!

The challenge?

Social Selling!

Wat is Social Selling?

What is social selling exactly?

Using your online identity/brand to fill

your pipeline with the right customers

levering insights and existing

relationships.

Social Selling, defined:

Misconceptions about social selling

- Social sellers use social media to make the same old sales pitches

- Social sellers work on their computer all day

- Social sellers never talk on the phone

- Social sellers are active on all social media channels

- You need a large network to use social selling

- Decision makers don’t use social media

6 misconceptions about social selling

Where’s the business case?

are now involved in the average B2B buying decision

people Boss

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

57 % done with the buying process before you know they ever started

Pricing + discounting

Online due diligence

Consideration list formulated

Buying team organized

First contact with vendor

Social recommendations

Consideration list formulated

First contact with vendor

Buying team organized

Corporate Executive Board 2013 – Winning The Consensus Purchase

Decision makers involve vendors later in the process

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 57 B2B sellers are Involved very late in the sales cycle

% 90 of 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 Purchase

Corporate 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:

https://www.youtube.com/watch?v=jZtIk7Za4YQ&index=2&list=PLTDLlS_WS0BVJyXMqA9zpbDPFtSu6blbj

DEMO