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A Day in the Life of a LinkedIn Social Seller

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A Day in the Life of a LinkedIn Social Seller

  1. 1. A Day in the Life of a LinkedIn Social Seller
  2. 2. Today’s Speakers John Kuhns Senior Account Executive LinkedIn Sales Solutions Andy Kellam Head of Mid-Market Sales LinkedIn Sales Solutions Laurel Monroe Sales Development Specialist LinkedIn Sales Solutions
  3. 3. A Day in the Life of a LinkedIn Social Seller John Kuhns Senior Account Executive LinkedIn Sales Solutions
  4. 4. Agenda •  Why social selling? What is social selling? •  AE & SD Partnership •  AE Workflow •  SD Workflow •  AE & Manager Partnership •  Q&A
  5. 5. Why social selling?
  6. 6. Source: Brent Adamson, Author, The Challenger Sale. Simplifying Truth #1: We are all selling the same thing: Change.
  7. 7. Simplifying Truth #2: Your customers won’t change to you and your offer if you’re not talking to them.
  8. 8. Simplifying Truth #3: We all lose deals.
  9. 9. Missing critical players Lacking credibility Losing touch with prospects Why we lose deals people on average are involved in the buying decision 6.8 77% of buyers don’t believe that sales understands their business and don’t think they can help of forecasted deals go dark 24%
  10. 10. Relationships
  11. 11. How we do we define social selling? •  Is it using a tool, a methodology, 
 or a blend of the two?
  12. 12. The Components of Social Selling Create a professional brand Find the right people Engage with insights Build strong relationships Each component is part of your Social Selling Index (SSI) score and valued at 25 points for a total possible score of 100
  13. 13. 2x The Impact of Social Selling New clients Meetings secured Opportunities generated
  14. 14. Do it all the time, not just the beginning
  15. 15. LinkedIn.com Member Experience
  16. 16.  LinkedIn Sales Navigator Purpose-built for Sales
  17. 17. AE/SD Partnership
  18. 18. Account Prioritization •  Which companies make sense for me to work on •  Which companies should the SD work on •  Plan approach
  19. 19. Prospect Prioritization •  Who are we reaching out to? •  With what message? •  Division of Labor
  20. 20. Building Pipeline
  21. 21. Find the right people Lead Builder is critical in preventing leads from slipping through the cracks
  22. 22. Reach out at the right time Listen for social triggers to help you engage
  23. 23. Leverage the power of relationships to boost win rates A decision maker is 5x more likely to talk to me if I’m introduced to them
  24. 24. If no relationship is there, use insight Every other salesperson has a name and a title—how is your outreach unique?
  25. 25. Reach out to multiple stakeholders The average deal includes 6.8 people whose opinions dictate buying or not buying
  26. 26. Tips for increasing response rates •  Use insights about the prospect’s company to personalize the InMail •  Mention: •  Prospect’s experience •  Items from their profile •  What you know of their company, industry or a recent post •  Keep to a relatively informal tone offering a conversation, not a hard sales message
  27. 27. RE: LinkedIn Sales Solution and Company ABC George Thomas CEO, Company ABC July 24 2015 3:59PM
  28. 28. Growing Deals & Mid-stage Deals
  29. 29. Tips for increasing win rates and deal size Use Lead Recommendations and Saved Searches •  Are there other buying centers? •  Are there higher-ups that can be a supporter? •  Are there new hires who are potential buyers? Be agile, there’s more than one way to skin a cat •  Decision makers aren’t always signers •  Use social insights to weave into your messages •  Transparency is your friend
 Aim to provide insight and context in each conversation •  Don’t let connections go cold, keep leaders who you’ve engaged with updated of what’s happening
  30. 30. SD Workflow Engaging prospects & building relationships Laurel Monroe Sales Development Specialist LinkedIn Sales Solutions
  31. 31. The Challenge for SDs •  How do we produce a high volume of outreach while maintaining great quality? •  How is Sales Navigator the best solution to solve this problem?
  32. 32. Partnership with AE •  How do I ensure my AE overachieves his quota? •  Division of Labor (account level, prospect level, etc.) •  Collaboration (insights, alerts, groundswell, C-level buy in, etc.)
  33. 33. Inbound & Outbound •  Find the Right People Quickly (buying committee) •  Engage With Insights (business & personal) •  Build Strong Relationships (uncover warm introductions)
  34. 34. 34 CRM Widgets View LinkedIn data within your CRM •  Turn your contact records into rich sources of insight •  Plus, see which of your colleagues could introduce you •  Get updates including news mentions and job changes when viewing accounts. •  Search for the right people using Premium Search filters – within Salesforce. •  Discover other relevant leads
  35. 35. Inbound Example
  36. 36. 6.8
  37. 37. Source: LinkedIn Insights
  38. 38. 38 Multithread
  39. 39. Partnership with AE •  Saw AE had previous opportunity with the 3rd lead recommendation who is the ultimate Decision Maker •  AE used inbounds lead to re-engage DM •  Scale effectively with division of labor and communication
  40. 40. Outbound: Timing Example
  41. 41. TeamLink (serendipity) Engage through your company’s network
  42. 42. 42 Who’s Viewed Your Profile Quickly see prospects who view your profile
  43. 43. Personalization Laurel Noah Smith
  44. 44. Sales Navigator helps build pipeline •  Make multithreading easy •  Provide reps with timely information •  Helps reps balance high volume of activity •  Enhance outreach with relevant talking points
  45. 45. AE/Manager Partnership Andy Kellam Head of Mid-Market Sales LinkedIn Sales Solutions
  46. 46. It’s all about Forecasting
  47. 47. Key Takeaways Multithread to reach the whole buying panel Lead with relevant information Leverage social signals to stay engaged LinkedIn Sales Navigator
  48. 48. Questions? John Kuhns Senior Account Executive linkedin.com/in/johnbkhuns Andy Kellam Head of Mid-Market Sales linkedin.com/in/andykellam Laurel Monroe Sales Development Specialist linkedin.com/in/laurelmonroe lnkd.in/letschat