social selling webinar - 24th july 2014
TRANSCRIPT
Members Worldwide
+2 newMembers Per Second
180M+Monthly Unique Visitors
300M+
LinkedIn: Worlds largest professional network
North America: 100M+
Latin America and Caribbean:
20M+
Europe, Middle East and Africa:
50M+Asia Pacific:
54M+Australia: 6M+
are now involved in the average B2B buying decision
peopleBoss
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
75%of B2B buyers now usesocial media to be more informed on vendors
International Data Corporation 2014 – Social Buying Meets Social Selling
Decision makers rely on social media to choose between potential vendors
Network referrals
White papers
Company websites
Blogposts
Company pages
Your target buyers
Socialrelationships
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 75of B2B buyers now usesocial media to be more informed on vendors
% 90of 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 PurchaseCorporate 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
%75of B2B buyers now use social media to be more informed on vendors
Relying on the buyer to inform you onkey updates
5.4people are now involved in the average B2B buying decision
Looking for one all-powerful decision maker
%90of decision makers say they never respond to cold outreach
Cold-calling prospects like they’re just a name in a database
Months later I find out he left my account and
joined another
My contact went dark and now
I’m back at square one
I keep pounding – email, phone, voicemail
– but can’t get a response
How well has your team adapted to this new normal?Are you still:
“
”
“
”
“
”
Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
and relationships.
HowDo I get a warm intro?
+300Mmembers
+2Bmember updates
per week
Billionsconnections
WhatTo talk about?
WhoAre the right people?
Connections Profiles4 5
1 2 3
5 Core Competencies of Social Selling
HowDo I get a warm intro?
+300Mmembers
+2Bmember updates
per week
Billionsconnections
WhatTo talk about?
WhoAre the right people?
Connections Profiles4 5
1 2 3
5 Core Competencies of Social Selling
HowDo I get a warm intro?
+300Mmembers
+2Bmember updates
per week
Billionsconnections
WhatTo talk about?
WhoAre the right people?
Connections Profiles4 5
1 2 3
5 Core Competencies of Social Selling
HowDo I get a warm intro?
+300Mmembers
+2Bmember updates
per week
Billionsconnections
WhatDo I talk about?
WhoAre the right people?
Connections Profiles4 5
1 2 3
Your network is valuable
5 Core Competencies of Social Selling
HowDo I get a warm intro?
+300Mmembers
+2Bmember updates
per week
Billionsconnections
WhatDo I talk about?
WhoAre the right people?
Connections Profiles4 5
1 2 3
Your network is valuable
5 Core Competencies of Social Selling
HowDo I get a warm intro?
+300Mmembers
+2Bmember updates
per week
Billionsconnections
WhatDo I talk about?
WhoAre the right people?
Connections Profiles4 5
1 2 3
Would you do business with you?
5 Core Competencies of Social Selling