1. A Day in the Life
of a LinkedIn Social Seller

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. A Day in the Life
of a LinkedIn Social Seller
John Kuhns
Senior Account Executive
LinkedIn Sales Solutions

4. Agenda
• Why social selling? What is social selling?
• AE & SD Partnership
• AE Workflow
• SD Workflow
• AE & Manager Partnership
• Q&A

5. Why social selling?

6. Source: Brent Adamson, Author, The Challenger Sale.
Simplifying Truth #1:
We are all selling the same thing:
Change.

7. Simplifying Truth #2:
Your customers won’t change to you and
your offer if you’re not talking to them.

8. Simplifying Truth #3:
We all lose deals.

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. Relationships

11. How we do we define social selling?
• Is it using a tool, a methodology,
or a blend of the two?

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. 2x
The Impact of Social Selling
New clients
Meetings secured
Opportunities generated

14. Do it all the time,
not just the beginning

15. LinkedIn.com Member Experience

16. LinkedIn Sales Navigator
Purpose-built for Sales

17. AE/SD Partnership

18. Account Prioritization
• Which companies make sense for me to
work on
• Which companies should the SD work on
• Plan approach

19. Prospect Prioritization
• Who are we reaching out to?
• With what message?
• Division of Labor

20. Building Pipeline

21. Find the right people
Lead Builder is critical in preventing leads from slipping through the cracks

22. Reach out at the right time
Listen for social triggers to help you engage

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. If no relationship is there, use insight
Every other salesperson has a name and a title—how is your outreach unique?

25. Reach out to multiple stakeholders
The average deal includes 6.8 people whose opinions dictate buying or not buying

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. RE: LinkedIn Sales Solution and Company ABC
George Thomas CEO, Company ABC
July 24 2015 3:59PM

28. Growing Deals &
Mid-stage Deals

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. SD Workflow
Engaging prospects & building relationships
Laurel Monroe
Sales Development Specialist
LinkedIn Sales Solutions

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. 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. Inbound & Outbound
• Find the Right People Quickly (buying committee)
• Engage With Insights (business & personal)
• Build Strong Relationships (uncover warm introductions)

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. Inbound Example

36. 6.8

37. Source: LinkedIn Insights

38. 38
Multithread

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. Outbound: Timing Example

41. TeamLink (serendipity)
Engage through your company’s network

42. 42
Who’s Viewed Your Profile
Quickly see prospects who view your profile

43. Personalization
Laurel
Noah Smith

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. AE/Manager Partnership
Andy Kellam
Head of Mid-Market Sales
LinkedIn Sales Solutions

46. It’s all about Forecasting

47. Key Takeaways
Multithread to reach
the whole buying panel
Lead with relevant
information
Leverage social signals
to stay engaged
LinkedIn Sales Navigator

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