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©2013 LinkedIn Corporation. All Rights Reserved. ©2013 LinkedIn Corporation. All Rights Reserved. Social Selling in a Regulated World LinkedIn and Hearsay Social

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Page 1: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling in a Regulated WorldLinkedIn and Hearsay Social

Page 2: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©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

Page 3: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©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.

Page 4: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©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

Page 5: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

Our MissionConnect the world’s professionals to make them more productive and successful

Page 6: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

277,000,000+registered members

22

26Global offices

Languages

85MMembers in EMEA

6

Page 7: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

Leveraging your social brand to find the right people, develop insights

and build relationships.

Social Selling Defined:

Page 8: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

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

Page 9: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?

.

1000

LeadersLaggards

Page 10: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved. 10

LinkedIn Social Selling IndexCorrelates to sales success

Source: Aberdeen Group

15%More customer

renewals

31%Greater team

quota attainment

21%More reps

achieving quota

Page 11: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

LinkedIn Sales Navigator

Page 12: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

Macro to Micro:Best-in-class do these three things

LeverageRelationships

LeadWith Insights

FindRight People

Page 13: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.13

Page 14: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

Lead Recommendations

Page 15: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

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

Page 16: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

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

Page 17: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

Change Program

Page 18: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling Evolution Doesn’t happen overnight

Page 19: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling Evolution Doesn’t happen overnight

LSS©2013 LinkedIn Corporation. All Rights Reserved.

Page 20: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

Who Are We Working With Today

Page 21: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved.

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.

Page 22: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved. 22

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

Page 23: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

©2013 LinkedIn Corporation. All Rights Reserved. 23

Page 24: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

SUCCESSFUL SOCIAL BUSINESS WITH LINKEDIN SALES SOLUTIONS AND HEARSAY SOCIAL

Michael Lock

COO & President

linkedin.com/in/michaelhlock @michaelhlock

Page 25: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

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

Page 26: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

DISTRIBUTION IN FINANCIAL SERVICES IS BROKEN

Page 27: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

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

Page 28: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

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

??

Page 29: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

CHALLENGE: TOO MUCH NOISE

SOLUTION: SOCIAL SIGNALS

(BIG DATA ANALYTICS)

Page 30: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

CHALLENGE: NOT SURE WHAT TO SAY OR HOW TO GET STARTEDSOLUTION:

CONTENT LIBRARY & SUCCESS FORMULA

Page 31: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

CHALLENGE: COMPLEX REGULATIONS AND POLICYSOLUTION:

REGULATORY PROTECTION WITH

ENTERPRISE ARCHITECTURE &

COMPLIANCE SOLUTION

Page 32: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

| HEARSAY SOCIAL + LINKEDIN SALES SOLUTIONS32

A SINGLE PLATFORM ACROSS THE ENTERPRISE

Brand PagesField Pages & ProfilesCompliance & Governance

Page 33: Social selling in regulated environments; Discover how social selling is generating warm leads for the financial services sector

THANK YOU. QUESTIONS?