Linked in social selling overview
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Introduction To Social Selling and the evolution of the B2B buying and selling process.
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Linked in social selling overview
- 1. Ryan Crawford Sales Solutions LinkedIn | Internet | SF Bay Area Connections: 536 | Recommendations: 2 LinkedIn Sales Solutions Transforming the Way You Sell Recruiting Solutions Sales Solutions 1
- 2. Buyers are tech-savvy, and socially empowered. Sales Solutions 2
- 3. Buyers have changed the game. Emergence of the Social B2B Buyer 75% of IBM’s B2B buyers will use social media to inform their purchase decision. Your Customers are More Informed 57% of a purchase decision is made before speaking to a sales person. Your Customers are Less Responsive 210 Million people on the US “Do Not Call” list. 4.5% Avg. Dial-to-Conversation Rate 1IBMBuyer’s Preference Study, 2011 2Corporate Executive Board, 2011 3www.ftc.gov, 2011 4Connect and Sell, 2011 Sales Solutions 3
- 4. Are you being left behind? Don’t rely on ‘chance’ for your Don’t be left out of the conversation. team to adopt social selling. Best-in-class 60% 56% Average Sales 57% of Decision Engaged 50% 40% Laggards 26% 30% 18% 20% Decision is made by customer 10% before engaging a sales person. Does your company use social selling and social media tools to achieve sales effectiveness? Source: Corporate Executive Board., 2011. Source: Aberdeen Research, Social Selling Impact Study, Spring 2012. Don’t waste an incredible company asset – your connections. Sales Solutions 4
- 5. The Evolution to Social Selling Then Now Find Buy Lists Leverage Professional Networks Limited to Private Rolodexes Expand to Company Social Network Spray & Pray to Find Decision-makers Target Decision-makers Relate Speed through Contacts Records Focus on Real People Limited to CRM Record Gather Intelligence from Internet Pile On More Data Discover More Insight Engage Pound through Cold Calling Leverage Warm Introductions Push the Sales Pitch Have a Meaningful Conversations Drive Cookie-cutter Sales Process Collaborate in Buying Process Sales Solutions 5
- 6. How do you transform to Social Selling? Find Relate Engage Organize & Research Generate, Contribute, Personalize Connections Prospects & Leverage Insights & Conversations Sales Solutions 6
- 7. REP How Sales Navigator can transform your business Find Relate Engage Organize & Research Generate, Contribute, Personalize Connections & Prospects & Leverage Insights Conversations • Lead Builder • Profile Organizer • InMails • Search Filters • Search Alerts • Introductions • Team Link • Who Viewed Me • 3rd Degree Connections • CRM Integration • Anytime, Anywhere Sales Solutions 7
- 8. Proven Success “I can point to over a dozen deals that were either created or positively 100% influenced by our use of LinkedIn’s 87% 81% 70% Sales Navigator”. 80% 60% “Understanding the background of our target buyers and leveraging our 40% collective network with LinkedIn helps us build relationships and 20% access executives in a whole different way.” 0% Information is Helped me Helped me only available identify achieve my on Sales decision sales goals "More than 80 percent of our reps found Navigator makers important LinkedIn information that they would not have known otherwise.” Source: CSO Insights, “Sales Navigator Research Results, March 2011” Sales Solutions 8
Notas do Editor
- The single most revolutionary change to the selling process is the availability of prospect information on Internet…your salespeople are going to the Internet and they are spending a tremendous amount of time doing it……without advanced technology to support social selling, the only lead enrichment you can expect is the correction of misspelled names phone numbersElevate the level of all salespeople
- So we’ve already discussed how social selling . What’s preventing How does Social Selling impact my day to day? How does it solve for the business challenges? Rep to insert verbal commentary and customize slide based on identified customer pain points from discovery call. “Identification” – Discover the right accounts , the right decision makers. Pain points = High Staff Turnover, Org Changes. Prioritizing time and effort Voice over: “Insights” –Acting on quality leads, gaining insights into new leads, territories and accounts and later contributing insights for the customer. Pain Points: stale dataVoice over: Gain Insights into new leads and accounts with intelligence form self-authored profiles, Groups, Who’s Viewed My Profile, Company Data. Lead Builder prioritizes your leads and accounts based on a number of premium search filters including social proximity. Engagement –how to now engage with likelihood that you’ll receive a response and can later grow this account by building reputation as trusted advisor. Pain Points: getting responses from decision makers, long sales cycles, earning trust, competitive displacement
- How does Social Selling impact my day to day? How does it solve for the business challenges? “Identify” – Discover the right accounts , the right decision makers. Pain points = High Staff Turnover, Org Changes. Prioritizing time and effort Solution: Lead Builder prioritizes your leads and accounts based on a number of premium search filters including social proximity. “Develop” –Acting on quality leads, gaining insights into new leads, territories and accounts and continually contributing insights for the customer. Pain Points = stale datasolution: Gain Insights into new leads and accounts with intelligence from self-authored profiles, Groups, Who’s Viewed My Profile, Company Data“Engage” –how to now engage with likelihood that you’ll receive a response Pain Points: getting responses from decision makers Solution: InMails, LinkedIn’s trusted messaging system, offers you the opportunity to deliver a personalized (and relevant) message to a prospect not in your immediate network, via a warm introduction (73% increased likelihood of a response when referencing a common connection in an InMail)“Close and Grow”: Close and grow account as trusted not transactional advisor Pain Points: long sales cycle, earning trust, competitive displacement Solution: Be recognized as a trusted advisor by continually sharing insights.