social selling tools and best practices 020315
TRANSCRIPT
Sales Solutions
©2014 LinkedIn Corporation. All Rights Reserved.
Arjen SoetekouwLinkedIn Sales Solutions
Social SellingTools and Best PracticesEindhoven, 2 maart ‘15
Social Selling in Business
Agenda
A different day in Sales
How Socially Adept are we Today?
Value of Social Selling
Value of Social Selling
Philip
What makes social sellers more successful?
4LSS©2013 LinkedIn Corporation. All Rights Reserved.
Lead with insight
Use social media as critical channel
Personally own lead generation
Reps using this are 30-40% more successful
Sales Navigator
Targeted
Search
Social Profile
WarmIntroduction
Social Selling leaders create 45% more opportunities per quarter
than Social Selling laggards.
Social Selling leaders are 51% more likely to hit quota than Social Selling laggards.
45%more opportunities
51%more likely to hit quota
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
Why is social selling important?
Focus on the right people and
companies
Stay informed on key updates at
your target accounts
Build trust with your prospects and customers
To build customer relationships with knowledge and insight, You need to:
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
A different day in the life ofa Sales Person
LinkedInSalesNavigator
LeadBuilder
Advanced search drop down• Build an advanced search with
filters that mirror the way you prospect
• Get real-time feedback on how adding each filter narrows the result count
• See recently used filters to easily access the people that matter to you
Lead Builder video
Save leads wherever you find a potential prospect
From a profile in Sales Navigator
From Who’s Viewed Your Profile
From search results
From a Lead Recommendation on a profile
From a Lead Recommendation at a saved account
From a profile on LI.com
SaveLeads
Qualify prospects by seeing the full name, profile and activity for up to 3rd degree connections – and save them if they seem like a good fit
TeamLinkTeamLink automatically expands your LinkedIn network, showing you which colleagues can help connect you with
prospects and accounts
TeamLink video
Once you qualify a prospect, approach them in a natural way by leveraging your TeamLink network to get a warm introduction
Send Noah an InMail
If you don’t happen to have a warm introduction, you can reach them directly and credibly with an InMail
LeadRecommendations
On the Account Page:• Recommendations based on
your preferences and the types of leads you’ve saved in the past
• Use the star to save a lead
• Click “Show more” to view more recommendations
On a profile:• Recommendations of similar
decision makers and influencers at the same company of the person you’re viewing
• Use the star to save a lead
• Click the right or left arrow to view more recommendations
AccountPages
save accounts
save leads
map the DMU
never missan opportunity
stay up-to-date on what’s happening with the people and companies you’re interested in. Your homepage and emails will
offer up four types of alerts
career updates
shares
in the news
connections
SalesUpdates
Usage Reporting
Review trend graphs to gauge adoption of your best practices and proactively identify red flags
Quickly see who is excelling and who may need training
Filter reporting down to specific individuals or groups
See average usage per user
Change date ranges
Build trust with your prospects and customers
Stay informed on key updates
at your target accounts
Find the right people quickly and easily
Receive recommendations on leads to contact
Access more people at your accounts
Focus on the right people
and companies
Stay up-to-date on the people you’re interested in
Be informed of what’s happening at your accounts
Research prospects wherever you work
Engage with prospects and customers through your company
Build your professional reputation
Reach prospects outside of your network
Sales Navigator is your partner throughout every stage of relationship development
Social Selling in business
“We use LinkedIn Sales Navigator for every single deal. It dramatically reduced the length of time to acquire a merchant.”
Paul Weingarth
Head of Field Sales,
Before Sales Navigator
Acquiring rich data for sales leads was expensive. Plus, data scrubbing was time consuming.
A New Approach
With LinkedIn Sales Navigator, PayPal’s sales team was able to get more accurate sales leads and speed up their sales cycle effortlessly and inexpensively.
Success with LinkedIn
Achieved almost 3000% ROI Reduced sales cycles by 25% Over $300,000 in revenue in
About the company
PayPal is the leading international e-commerce business that facilitates online payments and money transfers.
the first year.
“Sales Navigator has a direct impact on sales of financial products. The ROI on the meetings we’ve obtained by using LinkedIn and the educational curriculum is 400%.”
Martin Gagnon
Senior VP of Intermediary Business Solutions
Before Sales Navigator
In a highly regulated industry, it was challenging for NBC wholesalers to differentiate themselves and establish new business relationships.
A New Approach
With LinkedIn Sales Navigator, NBC wholesalers can find and engage new prospects and share thought leadership content.
Success with LinkedIn
About the company
National Bank of Canada (NBC) is the sixth largest commercial bank in Canada, and was ranked third in Bloomberg’s 2011 list of “The World’s Strongest Banks.”
Over 500 Advisors participated in LinkedIn
Training with NBC 400% ROI within 10 months 36% average growth in Monthly Net Sales with
Sales Navigator
“Our team is securing prospect meetings, and valuable opportunities thanks to LinkedIn’s Sales Solutions. Currently 18 deals sitting inthe pipeline were sourced by LinkedIn”
Jeremy Harpham
Product Marketing Manager
Before Sales Navigator
Outbound marketing and cold-calling were losing effectiveness as IT buyers conducted their own research on social media.
A New Approach
Sales reps are using Sales Navigator’s Lead Builder and TeamLink features to navigate complex buying committees and generate warm introductions through senior executives’ contacts.
Success with LinkedIn
Shortened sales cycle, closing deals within 6 months
In first 6 months, 18 pipeline deals attributable to LinkedIn
70% of Sales Team are Power Users (5+ days per week)
About the company
The brand name Pitney Bowes is traditionally associated with mailing solutions and franking machines. However, the company is actually one of the world’s top 100
software providers and raising its profile in the space.
Social Selling capabilityof a Dutchman <corr. Belgian>
How can you use LinkedIn to socially sell?
Establish a professional presence on LinkedIn with a complete profileCreate a professional brand
Prospect efficiently with powerful search and research capabilitiesFind the right people
Discover and share valuable information to initiate or maintain a relationshipEngage with insights
Expand your network to reach prospects and those who can introduce you to prospectsBuild strong relationships
NAMER
24.6
LATAM
15.3
EMEA
22.5
SE ASIA
19.9
ANZ
24.0
Benelux
23.8
NAMER
24.6
LATAM
15.3
EMEA
22.5
SE ASIA
19.9
ANZ
24.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Netherlands
Reps
10.7
5.7
1.9
6.5
24.8
LuxemburgReps
9.9
5.5
1.6
7.1
BelgiumReps
9.9
4.5
1.5
5.7
21.7 24.2
Which attendees have adopted social selling the most?
1Johan van HeldenManager Audi, Van den Udenhout 78
2Michaël MelchiorMarketing Business Analyst, Van den Udenhout 67
3Timo BosmaConsultant, DMD Consulting 65
4Naomi JanssenOffice Manager, NeVaP 60
5Mariëlle WiemanDirecteur, NeVaP 58
Which experts have adopted social selling the most?
1Perry van BeekFounder, Linked Into Results 86
2Henk MeijerDirecteur, Koopplein.nl 77
3Marjolein BongersEigenaar, House of Social Media 76
4Chris HerbenConsultant, lvengi.com 73
5Sander ScholtenSocial Business Trainer, Social Inc 66
Which attendees have adopted social selling the most?
1Stefaan LammertynSocial Media Evangelist & Owner, Pixular 78
2Martijn HoltesSocial Business Consultant, Just Connecting 74
3Mischa CosterChief Psychology Officer, Grey Matters 67
4Hugo StijnenBranch Manager, ES Electro 62
5Bert SchodtsIndependent Cross Media Professional 42