virtuallearninglabplus.march.final

Jaymie Brill Head of Financial Services Sales Solutions – New York LinkedIn

LinkedIn Value Strategies… What’s Now, What’s Next?

Pamela Hannett Salesforce.com Practice Lead SilverTech, Inc.

 Our mission

Connect the world’s professionals to make them more productive

and successful.

Billions of professional relationships

347M+ members

2B+ member updates per week

LinkedIn: The world’s largest professional network

The business environment has changed

©2012 LinkedIn Corporation. All Rights Reserved.

75 % of buyers now use social media to conduct research

IDC 2014 – Social Buying Meets Social Selling

Network referrals

White papers

Company websites

Blog posts

Company pages

Your target prospects

Social relationships

FACT: Your target audience relies on social media when determining their needs from the financial services industry

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Your competitor

Harvard Business Review 2014 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

90 % of decision makers say they never respond to cold outreach

FACT: Decision makers now ignore cold outreach.

You

Your competitor

X X

X

Your prospects

Sales Benchmark Index

FACT: 84% of B2B deals start with an introduction

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Where to begin?


Create a professional brand 1

Billions of professional relationships

300M+ members

2B+ member updates per week

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

Results


“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, National Bank of Canada

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.

“I called on companies for 2 years without getting a meeting, and within 3 months of using Sales Navigator, I

was able to get in the door.”

“We haven’t found a better source for getting to the proper contact as quickly

as we can with LinkedIn Sales Navigator.”

–Lynn Sigfred, Vice President, First Business Bank

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.

SALES SOLUTIONS

Relationship selling leaders create 45% more opportunities per quarter than relationship selling laggards.

Relationship selling leaders are 51% more likely to hit targets

than relationship selling laggards.

45% more opportunities

51% more likely to hit targets

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 engagement. Relationship leaders have an SSI > 70; Relationship laggards have an SSI < 30

Relationship selling through Sales Navigator Solution– why is it important?

Measuring success of your LinkedIn Sales Navigator program

©2014 LinkedIn Corporation. All Rights Reserved. 17

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What’s LinkedIn’s Social Selling Index?

First-of-its kind measure that measures your company’s adoption of social selling practices on LinkedIn

•  Gain visibility into your company’s activities

•  Uncover new opportunities •  Benchmark yourself

against peers and competitors

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

9.4

3.9

1.1

6.7

Social Selling Index 21.1 Social Selling Index measures adoption of LinkedIn social selling practices on a 0-100 scale

SSI is how LinkedIn measures relationship selling

Performance on four key dimensions, each worth 25 points

Company X:

Company

Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.

All sales pros

What’s new and what’s next?



LinkedIn Sales Navigator comes to iOS as a standalone application

LinkedIn empowers you with information across multiple platforms

Desktop Email

Mobile

CRM

SALES SOLUTIONS

Sales Navigator Functionality within Salesforce / Microsoft Dynamics


So what does your company need to do to get started on social selling and deliver heightened value for bankers and revenue

producers?

3 Proactive steps : • Tap into the LinkedIn network and share knowledge

• Obtain engagement & opportunity data on your bank through

LinkedIn

• Begin training on relationship selling and best practices

Takeaways

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Questions?

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§  Coaching the Conversation •  April Edition: Business Banking – Building Trust, Creating

Partnerships

§  Virtual Learning Labs – Plus •  April 16, 2015 Challenging the Way

•  Matt Dixon, author of The Challenger Sale

§  Public Sales Management Workshops •  April 21-22, Hilton Suites Chicago SOLD OUT •  September 15-16, Hilton Suites Chicago

§  Sales Execution Forum •  July 28-29, Park Hyatt Chicago

Make 2015 the year of HOW with St. Meyer & HUBBARD

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§  Your profile is an opportunity to make the right first impression to prospects, business partners or recruiters.

§  Ability to build a community to engage with regarding your subject matter expertise

§  Creates opportunities for engagement •  Content distribution

•  Speaking engagements

•  Volunteering

Benefits of a LinkedIn Profile Joining LinkedIn is like attending the largest and most convenient business after hours...ever.

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Profile Building

§  Add a Photo •  Do you want to be the attendee at the Business

After Hours with the bag over your head?

§  Add a compelling headline. Use industry terminology to increase your ranking in search results.

Creating a profile takes time: LinkedIn makes it easy to build your profile in smaller segments. It’s important to focus on the following:

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§  Enter a Summary •  Great place to set yourself apart from others.

•  Accentuate your “superpowers” •  Measurable outcomes •  List your skills in concise industry terms

(Use as many keywords as possible that can be used to increase your search returns.)

§  Most Recent Position •  At the very least make sure your most recent position is listed with

a brief list of your responsibilities.

Profile Building, continued

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§  Drive Visitors to Your Website or other Social Channels •  Add links to website content •  Add links to social profiles •  Add links to blogs, photos and or webinars

§  References

•  Ask those that have worked with you to reference your work.

Profile Building, continued

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§  Do Your Homework •  Research those that you are scheduled to meet with •  Make online introductions through inMail or Request to Add before

you meet. •  Review their profile for shared connections and talk to your existing

connections to understand their relationship and ask for introductions, if applicable.

§  Know Your Customers Behavior •  Check in on your customers, if you notice they are linking in with

other bankers (competitors), be sure you are in contact with them to ensure they are not considering a move. As well as, watch your competitors behavior and note their connections for prospecting.

The Power of Networking

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§  Learn from Others •  Limited to 50, choose wisely •  Utilize groups to obtain best practices of connections similar to you

that may cover different demographics and/or geography. •  Find new compelling ways to sell products as well as the creation of

new products.

§  Build Your Reputation •  Join groups that are focused on either industry expertise, sales, etc.

where you can provide thought leadership.

Joining Groups


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Documents

linkedin sales navigator

linkedin corporation

week linkedin

sales solutions relationship

linkedin profiles

sales of financial products

new business

business bank