social selling roadshow, london part 2 of 2 - hallmarks of social seller
TRANSCRIPT
#socialselling16
SOCIAL SELLING Hallmarks of a Social Seller
Justin Shriber
Head of LSS Marketing
It’s not personal…it’s business It’s all personal
#socialselling16
Generic Process
Discovery
Cold Call
Unique Journey
Verification
Warm Intro
Generic Process
Discovery
Cold Call
400M+ Members
Interests
Intentions
Methods
Sales Navigator
Target
Understand
Act
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Act
Understand
Target
67% of marketers think intent data will help them gain a
competitive edge.
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Only 46% of companies use intent data to target companies
that are ready to buy .
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Target based on interest and intent
90%
Universe of Potential Customers
46%
Target Prospects
INTEREST INTENT INTEREST
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Senior Vice President of Marketing, Alteryx
”We get leads who are not only interested
in our content but also fit our audience
profile perfectly.” 4X reduction in cost
per lead vs. search ads.
#socialselling16
Global Social Media Marketing Manager , Pitney Bowes
“I use Sales Navigator to target leads and
get triggers based on significant events
such as an acquisition or promotion.”
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Act
Understand
Target
Top performers spend 25% more time on research and
preparation.
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Understand buyers and their process
Vs.
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Regional Sales Director, SugarCRM
”I sent several inmails into First Solar
and got hits on my profile from people
I hadn’t contacted. That told me my
message was forwarded."
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Account Executive, LinkedIn Sales Solutions
“Through my network, I was able to
get detailed information about the
buying process in one of my key
accounts.”
#socialselling16
Act
Understand
Target
Indispensible sales and marketing pros send 148% more connection requests and share
23% more content
#socialselling16
Influence every stakeholder
Vs.
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Sales Development Representative, SugarCRM
”I sent the CTO of TIAA-CREF an
Inmail referencing his LinkedIn post
and our disruptor pitch. He sent me to
someone who took a meeting."
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Director, New Business Development, Active International
”I tailor each message based on what I
learn from content individuals have
published. That’s how I recently
closed a $1M deal"
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To be indespesible, focus on the right signals
Signal Intent Interest
Website visit
Pages viewed
Call to action (CTA) response
Job change
Hiring activity
Content sharing
Social comments
People connections
INTEREST INTENT
Social Signals
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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 Solutions LinkedIn Sales Solutions
Relevant news
LinkedIn’s network data
Your accounts, leads & preferences
Sales Navigator makes it simple to establish and grow relationships with your prospects and customers
Sales
Navigator
0%
1%
2%
3%
0 20 40 60 80 100
% o
f to
tal N
um
ber
of
Sa
les N
avig
ato
r U
se
rs
SSI
Source: LinkedIn Internal Data – January 2016
Avg SSI
of Sales Navigator Users
January 2016
59.3 AVG Pre SSI
of Sales Navigator Users
pre licence deployment
47.9
Sales Navigator has fundamentally improved Social Selling Behavior across all United Kingdom Sales Navigator Users
5X
More connections
Source: LinkedIn Internal Data – January 2016
Sales Navigator can is extending the network of reps It can extend your network by…
Commercial Support Manager, CEB
Using LinkedIn Sales Navigator has helped me in so
many ways. Sales Navigator allows me to prospect
more quickly, find the correct contacts, stay up to date
on my accounts and prospects, and hit my quotas--and
earn a promotion. I doubt I would have been promoted if
I did not have Sales Navigator!
#socialselling16
#socialselling16
QUESTIONS