the new sales navigator - linkedin breakfast melbourne august 2014

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©2013 LinkedIn Corporation. All Rights Reserved. ©2013 LinkedIn Corporation. All Rights Reserved. How Top Sales Teams Leverage LinkedIn for Social Selling Dana Feldman, Head of SMB Sales LinkedIn Sales Solutions

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Page 1: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

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

How Top Sales Teams Leverage LinkedIn for Social Selling

Dana Feldman, Head of SMB Sales

LinkedIn Sales Solutions

Page 2: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

I will continue to ignore this dude like all other solicitors

Page 3: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved. 3

From: XXXXSent: Tuesday, June 24, 2014 6:44 PMTo: ‘[email protected]’ Subject: Increased Traveler Optimism and LinkedIn Hi Jeff, We haven't spoken before, but my name is Ben and I'm a travel industry consultant with LinkedIn’s Marketing Solutions team.

I’m reaching out because projections indicate 2014 to be an enormous year for traveler optimism and sector revenue growth (Skift, 2014).  I wanted to discuss ways you could better leverage LinkedIn to reach that audience at scale and benefit from the trend. LinkedIn offers a variety of targeted marketing solutions above and beyond what your team is leveraging today, and I would love to speak with you about how you can improve your strategy.

When would be a good time to connect briefly this week or next? Best, XXXX

Page 4: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

I will continue to ignore this dude like all other solicitors

BESTIE ALERT!!!!

Page 5: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Elevate the Sales Profession

Page 6: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved. 6

Where to focus a social strategy?

Page 7: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

9.8M+

Canada

102M+

USA

17M

Brazil

81M+

EMEA15.8M

UK

26M+

India

4.8M+

China

5.8M+

Australia

1.2M

Singapore

1M+NZ

3.2M+

Indonesia

2.4M+Philippines

1M+Japan

860k

Hong Kong

3.1M+

South Africa

820kKorea

1.7M+Malaysia

690kTaiwan

50MMembers in APAC

+2New members every

second

300MMembers worldwide

Page 8: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

What is social selling?

Social selling leverages

your professional brand to fill your pipeline with the right people, insights,

and relationships.

Social selling helps you adapt to the buyer’s new process

Page 9: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

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

1000

LeadersLaggards

Page 10: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

Australia Sales People in AU SSI for the Room

13.8 15.5

45

Social Selling Index

Page 11: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

72K First DegreeConnections

121 Attendees

11.4M Second DegreeConnections

Who are we connected to?

36.5K companies

25K are Director level+

5.2K started a new role in the

past year

Page 12: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

Relationships are foundational for sales success

Matt

Company

A

Company

B

Company

C

Page 13: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

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

Page 14: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

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 papersCompany websites

Blogposts

Company pages

Your target buyers

Socialrelationships

Page 15: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

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

Page 16: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

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

Page 17: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

Focus on the right people and companies

Stay informed on key updates at

your target accounts

Build trust with your prospects and customers

Building relationships with prospects and customers is different in this new normal. You need to:

Page 18: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

Billionsof professional relationships

313M+members

2B+member updates per week

LinkedIn has a wealth of information on the people & companies with whom you want to build relationships

Page 19: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

SSI leaders create 45% more opportunities per quarter

than SSI laggards.

SSI leaders are 51% more likely to hit quota

than SSI 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

Social sellers perform better on key metrics

Page 20: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved. 20

The story of one of our reps:

Page 21: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

“Andrew thanks, but no thanks”

LinkedIn rep, Andrew, trying to sell into Panasonic, but can’t break through

Page 22: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Andrew receives his daily Sales Navigator email… learns there is a new Country Head

Page 23: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

New Country Head, former happy client from Canon, and connected to Andrew’s colleague, Danielle

Page 24: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Danielle makes Andrew a warm introduction into Panasonic’s new Country Head

Page 25: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Sales Navigator’s Lead Recommendations module educates Andrew about other key decision makers at Panasonic

Page 26: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

As a result of the warm introduction from Danielle, Andrew has a meeting set up with Panasonic several days later

Page 27: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Signed contract follows. Great news but not a surprise as new decision maker was a happy prior customer.

Page 28: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Sales Connect SydneyMake the ConnectionOctober 29 2014ivy Sydney

Page 29: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Why attend?

29

Learn how LinkedIn has transformed its sales organization through social selling.

Get strategies and best practices from the most progressive leaders in sales and operations.

Attend breakout sessions tailored to sales and operations leaders.

Experience hands-on product education to leverage the full power of LinkedIn for sales.

Connect with LinkedIn executives and other leaders in sales and operations.

1

2

3

4

5

Page 30: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Inspirational Keynotes

30

Mike DerezinVP of Sales Solutions,

LinkedIn

Matt LoopHead of Sales Solutions, ANZ,

LinkedIn

Ralf VonSosenHead of Marketing,

Sales Solutions, LinkedIn

Dan LurieSenior Insights Analyst,

LinkedIn

Sachin RekhiHead of Product Management,

Sales Solutions, LinkedIn

Vicky SkippDirector, LinkedIn

Sales Solutions, LinkedIn

Page 31: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Additional Speakers

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Dana FeldmanHead of SMB Sales Solutions,

ANZ, LinkedIn

Jo DooleyGeneral Manager,

Midmarket and Digital, IBM ANZ, IBM

Michael DaviesHead of Sales,

Macquarie Telecom

Koka SextonSenior Manager, Social Marketing,

Sales Solutions, LinkedIn

Trish SparksGlobal Manager,

Sales Product Consulting, Sales Solutions, LinkedIn

Anthony RobertsGeneral Manager Enterprise,

Vendor & Commercial Finance, Flexigroup Limited

Sandra NgGroup Vice President,

Practice Group,IDC Asia/Pacific

Scott GuntherNational Manager,

Channel Enablement,CGU Insurance

Page 32: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

©2013 LinkedIn Corporation. All Rights Reserved.

Register today!

32

$200

+ GST For groups of 3 or more – available until 29 August

Register Today:

$300

+ GST Available until 30 September

http://business.linkedin.com/events/sales-connect/sydney/register.html

EARLY BIRD GROUP RATE

$450

+ GST

FULL PRICE

Page 33: The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

Any Questions?