With over 380 Million users, chances are that your buyer is on LinkedIn, if not, one of the 2 billion active users of social media. In this presentation you’ll learn how to leverage social media to capitalize on your buyer’s social behaviors in order to generate and win more social selling opportunities.
30. 72% of buyers use social media to
research before making a purchase, and
81% of buyers are more likely to engage
with a strong professional brand.
-LinkedIn
43. LinkedIn Sales Navigator – HireVue Sales Pipeline Creation
January 2015 February 2015 March 2015 April 2015 May 2015 June 2015 July 2015
Sales Pipeline in $
from LinkedIn
Sales Navigator
10.3M Sales Pipeline in 7 Months
44. • No social selling process,
culture or goals.
• No way of tracking social
selling efforts and ROI.
• Lack of executive buy-in.
• Daily, weekly, and
monthly social selling
trainings customized for
each sales team
respectively.
• 93% social selling adoption.
• 10.3M in sales pipeline in 7
months.
• Biggest mid-market deal
closed within 24 hrs. - $50k.
45. Q & A
Download Slides: http://www.embedsocialselling.com
Hinweis der Redaktion
Jake – Thanks for being here, I’m the North Ame… for HireVue Accelerate.
We’re stoked to be here
I’ve bee in sales 12 years etc... 10 years med 2 years social selling.
Hat joke
Kick it off to Gabe
Everyone stand up. Keep standing if you’ve ever climbed Mount Everest.
K stand up again and remain standing if…
Started my career in sales at Nuskin Enterprises
Learned all things marketing at Southwest airlines
At IS.com I had the opportunity to apply both
I joined IS.com in 2012 as employee number 212 with an epic group of hustlers whom built the foundation of what the company is today
I came onboard as an outbound/inbound lead gen rep…
After seeing my team do the same thing over and over while achieving the same results…I knew There had to be a better way…
That’s when I began applying my marketing skills in social media that I gained at Southwest to help me set more appointments for three months…
I got the attention of Ken Krogue, President and Founder at that time of IS.com
That’s when I went from lead gen rep to social selling trainer for our sales org.
We tested a lot of social selling hacks. And a lot of them flopped, but a lot of them turned out to be epic wins. For example, when our lead gen reps the executive that was most connected with that buyer… appointments from Ken’s account…
And what we found executive social engagement increased hold rates by 30%
We closed a 1M becaus
Let’s talk about the problem that we all face but in that moment I was dealing with at IS.com
Increased contact ratios by 30%
Response rate 300%
I would then focus my time on teaching sales reps how to use LinkedIn, Twitter and FB to help them close more deals.
Ask question: how many of would say that your org still takes a traditional sales approach like this one?
My man Gabe has talked to us why of social selling. Now let’s deep dive into the how!
In Mike’s keynote yesterday he said social selling early adopters see the future. Here’s how we do it! 1st, 2nd, 3rd.
If we go back in time, we see the tradition buying process as represented here.
Let’s do something cool with the Acronym and how we intro each section of L.E.A.D. You have creative control
same
same
In today’s noisy world, marketing is having less of an impact on the buyers decision. The experience that the buyer gets from a sales rep has bigger on the success of the sale.
same
Do you have time for this one? Complete creative control