Social Selling Implementation, Leadership event at LinkedIn UK HQ
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The presentation is designed for business leaders who already have an advanced knowledge of LinkedIn's solutions for sales teams. Our Social Selling leadership morning showcases companies who are embracing social selling and transforming how their organisations approach to sales. Our guests heard first hand from our customers AON, PTC and Vodafone, who shared their journey, insights and step by step advice on how they implemented successful social selling programmes.
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Social Selling Implementation, Leadership event at LinkedIn UK HQ
- 1. 11 June 2015 LinkedIn London Headquarters Social Selling Leadership Morning
- 2. Welcome to LinkedIn Simon Kelly Strategic Sales Leader LinkedIn Welcome toLinkedIn Simon Kelly Strategic Sales Leader LinkedIn Welcome toLinkedIn Simon Kelly Strategic Sales Leader LinkedIn Welcome toLinkedIn Simon Kelly Strategic Sales Leader LinkedIn
- 3. This Morning’s Agenda 10.00: Welcome & Introduction 10.15: The 5 Best Practices for Implementing a Social Selling Programme 10.40: A Story of Success: PTC's implementation of Social Selling 10.50: Customer Panel featuring Vodafone, AON and PTC 11.15: Q & A 11:30: Networking, hors d'oeuvres & live demo’s
- 4. Your Professional Brand on LinkedIn 19Countries 5Continents Thank you for being on LinkedIn 872 UnitedStates 140 Canada 80 UnitedKingdom 26 CzechRepublic 8 Netherlands 11264.2M 4892004 JoinedLinkedInon November16,2004 Amongthefirst 4.2M memberstojoinLI Connectionson LinkedIn ProfileViews DianeKramer LINKEDINMOMENTS QUICKSTATS: YOU&YOURNETWORKSONLINKEDIN YOURNETWORK companiesconnectedto NOVEMBER2005 CAMERONREID Last90Days your1st connectiononLinkedIn EDUCATIONNETWORKSHOWYOUCOMPARE PROFILEVIEWS Yourankinthe ENDORSEMENTS Yourankinthe 41 30 23 10 8 AdamGrant (168,722followers) Your Professional Brand on LinkedIn 19Countries 5Continents Thank you for being on LinkedIn 872 UnitedStates 140 Canada 80 UnitedKingdom 26 CzechRepublic 8 Netherlands 1126!4.2M" 489#2004$ JoinedLinkedInon November16,2004 Amongthefirst 4.2M memberstojoinLI Connectionson LinkedIn ProfileViews DianeKramer LINKEDINMOMENTS% QUICKSTATS: YOU&YOURNETWORKSONLINKEDIN& YOURNETWORK companiesconnectedto NOVEMBER2005 CAMERONREID Last 90Days your1st connectiononLinkedIn ( EDUCATIONNETWORKS% HOWYOUCOMPARE PROFILEVIEWS Yourankinthe ENDORSEMENTS Yourankinthe 41 30 23 10 8 AdamGrant (168,722followers)
- 5. 75% of B2B Buyers use social media to make purchasing decisions 75% of B2B Buyers use social media to make purchasing decisions
- 6. 95% Of B2B decision-makers expect new or different insights from sales professionals 95% Of B2B decision-makers expect new or different insights from sales professionals
- 7. 5X More likely to engage with sales professionals via warm introduction than cold outreach. 5X More likely to engage with sales professionals via warm introduction than cold outreach.
- 8. Social Selling Defined Create a professional brand Find the right people Engage with insights Build strong relationships Social Selling Defined Create a professional brand1 Find the right people2 Engage with insights3 Build strong relationships4
- 9. Social Selling Index Laggards 0 100 Leaders Social Selling Index Laggards 0 100 Leaders
- 10. Top Social Sellers in the room Source: LinkedIn Internal Data – June 2015 1 Alison Burrell Sales & Marketing Manager, G4S Risk Consulting Ltd 95 2 Paul Lewis Global Social Media Marketing Manager, Pitney Bowes 91 3 Alexander Low Head of Client Development, JLL 87 4 Jason Emanuel Business Development Manager, Duedil 87 5 Mark Edge RVP of Sales & Managing Director UK, Brainloop AG 85 Top Social Sellers in the room Source: LinkedIn Internal Data – June 2015 1 Alison Burrell Sales & Marketing Manager, G4S Risk Consulting Ltd 95 2 Paul Lewis Global Social Media Marketing Manager, Pitney Bowes 91 3 Alexander Low Head of Client Development, JLL 87 4 Jason Emanuel Business Development Manager, Duedil 87 5 Mark Edge RVP of Sales & Managing Director UK, Brainloop AG 85
- 12. The 5 Best Practices for Implementing a Social Selling Programme Anita Windisman Sales Product Consultant LinkedIn
- 13. 5 Best Practices for Implementing a Social Selling Programme 1. Be Clear on the Business Need 1. Select an Executive Sponsor 2. Ensure Sales and Marketing Are Aligned 3. Assign a Champion Committed to Project Execution 4. Focus on Engagement and Adoption
- 14. Session Goals Appreciate strategic and tactical requirements for a successful social selling programme Know which stakeholders to involve in implementation Understand how to drive usage and engagement of LinkedIn Sales Navigator
- 15. Strategic What are your business goals? Faster sales cycle? More focused sales pipeline? Better sales intelligence? 1. Be Clear on the Business Need and Agree Upon Criteria for Success
- 16. 1. Be Clear on the Business Need and Agree Upon Criteria for Success Strategic
- 17. 2. Select an Executive Sponsor Champion to Drive the Programme Strategic
- 18. Strategic 2. Select an Executive Sponsor Champion to Drive the Programme
- 19. 3. Ensure Sales and Marketing Are Aligned with a Common Goal Strategic
- 20. 3. Ensure Sales and Marketing Are Aligned with a Common Goal Every sales rep is a brand ambassador Strategic
- 21. 4. Assign a Champion Committed to Project Execution Tactical
- 22. 4. Assign a Champion Committed to Project Execution Tactical
- 23. 5. Focus on Engagement and Adoption Create a Leader Board Tactical 5. Focus on Engagement and Adoption Create a Leader Board Tactical
- 24. 5. Focus on Engagement and Adoption Adoption Competitions: Territory Planning Contest - Get reps into the habit of saving Accounts and Leads LinkedIn Success Story Contest - Uncover and share stories that highlight the value of Sales Navigator Best LinkedIn Profile Contest - Recognise reps who best represent your brand Tactical
- 25. 5 Best Practices for Implementing a Social Selling Programme Strategic 1. Be clear on the business need and criteria for success 2. Select an Executive Sponsor champion 3. Ensure that Sales and Marketing are aligned Tactical 4. Assign a champion who is committed to project execution 5. Focus on engagement and adoption Tactical Strategic
- 26. Implementing Social Selling 6 Continents 500 licenses 20X ROI Julian Lee Sr. Director, Sales Enablement PTC, Inc. Implementing Social Selling 6 Continents 500 licenses 20X ROI Julian Lee Sr. Director, Sales Enablement PTC, Inc.
- 27. Set a Vision Get Senior Leadership on board Combine Scale with Regional Support Make it easy to share content Use SSI as your yardstick ACHIEVING SOCIAL SELLING MOMENTUM Reinforce your vision at every turn
- 28. Victoria Mason Sr. Marketing Manager AON Julian Lee Sr. Director, Sales Enablement PTC, Inc. Tony Finn Head of Solution Sales, Northern Europe Vodafone Featured Panelists Victoria Mason Sr. Marketing Manager AON Julian Lee Sr. Director, Sales Enablement PTC, Inc. Tony Finn Head of Solution Sales, Northern Europe Vodafone Featured Panelists
- 29. Q & AQ &A
Notas do Editor
- So, enough about LinkedIn. Why are we here today? If you think about buyer and seller relationships…it used to be very 1:1, face to face relationships where sales reps were limited to the ‘who they knew’ and referrals from existing customers. With the advent of technology like the internet, buyers can find lots of information about what they need. Buyers are increasingly relying on the internet to do their own research. Technology also made it easier for sales professionals to bombard buyers (with emails, with phone calls). However….we’ve veered too far. Let me share with you a staggering fact… 50% of B2B decision-makers /influencers say they aren’t the right person to contact about new business when sales reps contact them. That’s 1 out of every 2 people. I want to take a step back and start thinking about…how…the dynamic between sellers and buyers have somewhat changed. [key takeaway: we want to bring 1:1 relationships to scale] Family-run company As companies have become less intimate and less personal, companies realized that, in order to compete, they had to try to maintain the level of trust that a family-run company had with his or her customers. That led to massive investments in brands – Wal-Mart, Oracle. They have built brands so that you know they’re high quality, reliable, etc. Every customer couldn’t know and trust the owner but every customer could know and trust the brand, the thinking went. But in the new economy, constant connectivity, someone somewhere knows someone somewhere…and this leads…to personalized relationships…done at scale.
- Recall that buyers have access to the same information that you do on the Internet to find information about products/services. They need you to help them solve business challenges and problems that arise. They need you to educate them on what’s new in the industry and what their competitors are doing.
- With so many offers to choose from, we found that B2B buyers were 5X more likely to engage with sales professionals who were introduced to them through someone in their professional network.
- Alison Burrell = 95 Paul Lewis = 91 Rebecca Elaine Smith = 90 Jason Emanuel = 87 Mark Edge = 85
- Simon: introduce Julian Lee following Anita’s presentation slides. I am delighted to have Julian Lee, Senior Director of Sales Enablement at PTC with us this morning. Julian has overseen a 500 seat global deployment across PTC’s global sales operations and will give us an inside look at their transformative journey with Social Selling and the implementation of Sales Navigator.
- - Sum up missions: Sales Productivity. Process, People & Technology drive Sales Productivity at PTC.
- This is from 10:30 – 11:00, and is indended to be an informal Q&A (perhaps Ariel might start things off with asking Deep to comment on a certain discussion area). With predominant representation from Sales Solutions in the room (18 LSS versus 5 LTS), and the LSS Sales executives not able to yet share information with clients as around the new LSS Sales Connect product, they wondered if this is something Deep can bring up tomorrow? Many of the companies in the room are working with a small number (a few hundred) of licenses in EMEA and the reps are hoping to grow this number. Calling out Teamlink and how other companies are leveraging Teamlink to find the warmest path to a prospect Many of these people are going to be evangelizing our LSS products in their business – perhaps talking about how to drive innovation and change in Enterprise and lead innovation
- This is from 10:30 – 11:00, and is indended to be an informal Q&A (perhaps Ariel might start things off with asking Deep to comment on a certain discussion area). With predominant representation from Sales Solutions in the room (18 LSS versus 5 LTS), and the LSS Sales executives not able to yet share information with clients as around the new LSS Sales Connect product, they wondered if this is something Deep can bring up tomorrow? Many of the companies in the room are working with a small number (a few hundred) of licenses in EMEA and the reps are hoping to grow this number. Calling out Teamlink and how other companies are leveraging Teamlink to find the warmest path to a prospect Many of these people are going to be evangelizing our LSS products in their business – perhaps talking about how to drive innovation and change in Enterprise and lead innovation