social selling in regulated environments; discover how social selling is generating warm leads for...
TRANSCRIPT
©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling in a Regulated WorldLinkedIn and Hearsay Social
©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.
How Top Sales Teams Leverage LinkedIn for Social Selling
Andy Eustace, Account Executive
LinkedIn Sales Solutions
@andyeu
©2013 LinkedIn Corporation. All Rights Reserved.
How Tops Sales Teams Leverage LinkedIn for Social Selling
Why Social Selling is gaining traction
LinkedIn as a platform
Social Selling and measurement
LinkedIn’s Sales Navigator
Success stories
©2013 LinkedIn Corporation. All Rights Reserved.
©2013 LinkedIn Corporation. All Rights Reserved.
The world and buyers have changedWhat once worked, will not anymore
97% 75% 57% Of the time cold calls do not work
*7% worse every year since 2010
B2B purchaser influencedby social
Buying decisions are made before
sales rep involvement
Sources: CEB, Connect & Sell, IBM
Our MissionConnect the world’s professionals to make them more productive and successful
©2013 LinkedIn Corporation. All Rights Reserved.
277,000,000+registered members
22
26Global offices
Languages
85MMembers in EMEA
6
Leveraging your social brand to find the right people, develop insights
and build relationships.
Social Selling Defined:
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5 steps to becoming a social selling expert
Developing a Reputation: Establish a professional presence on LinkedIn with a complete profile
Gathering Intelligence: Prospect efficiently with powerful search and research capabilities
Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts
1. Create a Professional Brand
2. Find the right people
3. Engage with insights
5. Use Social solutions Gain competitive advantage: Use targeted social media engagement and turn cold leads into warm prospects
Connect: Expand your network to reach prospects and those who can introduce you to prospects
4. Build strong relationships
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Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?
.
1000
LeadersLaggards
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LinkedIn Social Selling IndexCorrelates to sales success
Source: Aberdeen Group
15%More customer
renewals
31%Greater team
quota attainment
21%More reps
achieving quota
LinkedIn Sales Navigator
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Macro to Micro:Best-in-class do these three things
LeverageRelationships
LeadWith Insights
FindRight People
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Lead Recommendations
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Andy
390,000
13,000,000
Your 1st degree connections:
Your estimated 3rd degreeconnections:
Your estimated 2nd degreeconnections:
780Free
Free
Exec
Profile visibility
Leverage the power of your network
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Dave
4
1,576
People Lynn knowsat Unilever
People your entire Sales Team knowsat Unilever
People your network knowsat Unilever
0
Your current connections
Your entire team
Free
Free
Sales Navigator
How do I get a warm intro?
Leverage a common connection
Change Program
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Social Selling Evolution Doesn’t happen overnight
©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling Evolution Doesn’t happen overnight
LSS©2013 LinkedIn Corporation. All Rights Reserved.
Who Are We Working With Today
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Sales Navigator Shortens Sales Cycle & Opens Doors to New Leads
Challenge:Increase Pipeline and reduce the sales cycle
Solution: Sales Navigator opens up a new prospect pool and makes it easy to get straight to the right contact.
Results: Discovered target accounts that they didn’t have access to before Using teammates’ connections – 80% success rate of setting up Reps use TeamLink and warm introductions have shorter sales cycles
21
First Business focuses exclusively on the specific needs of businesses, key executives, and high net worth individuals seeking a higher level of financial service and expertise.
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National Bank of Canada Grows Net Sales with LinkedIn Sales Navigator
National Bank of Canada forms one of Canada’s leading integrated financial groups, and has been named among the 20 strongest banks in the world by Bloomberg Markets.
other Top 25
7%
36%
Sales reps not on LinkedIn Sales
Navigator
Sales Navigator users:- Do 4.3x more searches
for prospects than their peers
- View 2.1x more pages than their peers
- Are connected to 2.0x more people than their peers
Sales reps w/ LinkedIn Sales
Navigator
5.2x
Average growth in Monthly Net Sales after
activating LinkedIn Sales Navigator
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SUCCESSFUL SOCIAL BUSINESS WITH LINKEDIN SALES SOLUTIONS AND HEARSAY SOCIAL
Michael Lock
COO & President
linkedin.com/in/michaelhlock @michaelhlock
Y O U R T R U S T E D PA R T N E R F O R S O C I A L B U S I N E S S
Clara Shih CEO & Co-FounderFormerly Salesforce
Steve Garrity CTO & Co-FounderFormerly Microsoft
The first book on social media for business
110% renewal rate in 2013
(customers come back for more)
75,000+ users in 3 years
SOLID FOUNDATION & SOCIAL EXPERTISE RAPID GROWTH & PROVEN SUCCESS
2011 2012 20130
20
40
60
80
Hearsay Social Customers
DISTRIBUTION IN FINANCIAL SERVICES IS BROKEN
WHAT DOES LINKEDIN & HEARSAY SOCIAL ALLOW YOU TO DO?
Build a Brand &
Be Found
On LinkedIn
Professional Graph
Conversation feed
Profiles, Updates, Professional Triggers
Personal Buying Triggers
Updates, Discussion Groups
Marketing content library
Grow a Network &
Foster Relationships
Research & Listen to understand prospects
& timely information
Publish to
establish expertise
On G+ & Facebook, Meet compliance requirements
Compliance & Brand Consistency Across Platforms
G R O W B U S I N E S S O N S O C I A L |
2
3
C H A L L E N G E : TOO MUCH NOISE ON SOCIAL1
C H A L L E N G E : ADVISORS ARE NOT SURE WHAT TO SAY OR HOW TO GET STARTED
C H A L L E N G E : COMPLEX REGULATIONS AND POLICY
WE ADDRESS THE CHALLENGES OF SOCIAL BUSINESS AT SCALE
??
CHALLENGE: TOO MUCH NOISE
SOLUTION: SOCIAL SIGNALS
(BIG DATA ANALYTICS)
CHALLENGE: NOT SURE WHAT TO SAY OR HOW TO GET STARTEDSOLUTION:
CONTENT LIBRARY & SUCCESS FORMULA
CHALLENGE: COMPLEX REGULATIONS AND POLICYSOLUTION:
REGULATORY PROTECTION WITH
ENTERPRISE ARCHITECTURE &
COMPLIANCE SOLUTION
| HEARSAY SOCIAL + LINKEDIN SALES SOLUTIONS32
A SINGLE PLATFORM ACROSS THE ENTERPRISE
Brand PagesField Pages & ProfilesCompliance & Governance
THANK YOU. QUESTIONS?