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How Top Sales Teams Leverage 
LinkedIn for Social Selling 
©2013 LinkedIn Corporation. All Rights Reserved.
Agenda 
07.30 – 08.00 Breakfast & Networking 
08.00 – 08.25 Social Selling with LinkedIn 
Matt Loop, Head of Sales Solutio...
Introducing the LinkedIn Social Selling Index 
How well does your team embrace social selling? 
Laggards Leaders 
0 100 
©...
Social Selling Index 
13.8 15.5 
48 
Australia Sales People in AU SSI for the Room
Who are we connected to? 
13.2M Second Degree 
Connections 
96K First Degree 
Connections 
161 Attendees 
©2013 LinkedIn C...
The story of one of our reps: 
©2013 LinkedIn Corporation. All Rights Reserved. 6
7 
©2013 LinkedIn Corporation. All Rights Reserved. 7
A few months later… 
©2013 LinkedIn Corporation. All Rights Reserved. 
8
LinkedIn Sydney Office Map 
©2013 LinkedIn Corporation. All Rights Reserved. 
9
©2013 LinkedIn Corporation. All Rights Reserved. 10
Relationships are foundational for sales success 
Matt 
Company 
A 
Company 
B 
Company 
C
Decisions involve more people than ever before 
5.4 
people 
are now involved in the 
average B2B buying decision 
Boss 
P...
Decision makers rely on social media to choose 
between potential vendors 
75% 
of B2B buyers now use 
social media to be ...
Decision makers now ignore cold outreach 
Your 
competitor 
90% 
of decision makers say 
they never respond to 
cold outre...
The buyer’s process has changed 
5.4 75 
% 90 
of B2B buyers now use 
social media to be more 
informed on vendors 
% 
of ...
How well has your team adapted to this new normal? 
Are you still: 
75% 
of B2B buyers now use 
social media to be more 
i...
Building relationships with prospects and customers 
is different in this new normal. You need to: 
Focus on the 
right pe...
LinkedIn has a wealth of information on the people & 
companies with whom you want to build relationships 
Billions 
of pr...
To tap into the power of LinkedIn for sales, you need 
to expand your access and tailor your experience 
Today: 
your pers...
Sales Navigator makes it simple to establish and grow 
relationships with your prospects and customers 
Relevant 
news 
Li...
Social sellers perform better on key metrics 
SSI leaders create 
45% more opportunities per quarter 
than SSI laggards. 
...
The New Sales Navigator 
©2013 LinkedIn Corporation. All Rights Reserved.
I’m going to 
need a few 
more months 
Looks great! Let’s 
discuss more in 2 
months… 
I’m convinced – 
but there are 
oth...
How well do you 
know the CEO of 
NetComm Wireless? 
Mate, he’s my 
father in law!
Two closed deal in a single day
LIVE DEMO
Anthony Roberts 
GM Enterprise,Vendor & 
Commercial Finance 
©2013 LinkedIn Corporation. All Rights Reserved. 
Anne Nicole...
Any Questions?
How Top Sales Teams Leverage LinkedIn for Social Selling
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How Top Sales Teams Leverage LinkedIn for Social Selling

  1. 1. How Top Sales Teams Leverage LinkedIn for Social Selling ©2013 LinkedIn Corporation. All Rights Reserved.
  2. 2. Agenda 07.30 – 08.00 Breakfast & Networking 08.00 – 08.25 Social Selling with LinkedIn Matt Loop, Head of Sales Solutions – Australia, LinkedIn 08.25 – 08.45 The New Sales Navigator Anthony Slater, Sales Product Consultant -- LinkedIn 08.45 – 09.00 Customer Story Anthony Roberts, GM Enterprise -- Flexigroup Anne Nicole, Relationship Manager – Linkedin ©2013 LinkedIn Corporation. All Rights Reserved. #SocialSellingBreakfast
  3. 3. Introducing the LinkedIn Social Selling Index How well does your team embrace social selling? Laggards Leaders 0 100 ©2013 LinkedIn Corporation. All Rights Reserved.
  4. 4. Social Selling Index 13.8 15.5 48 Australia Sales People in AU SSI for the Room
  5. 5. Who are we connected to? 13.2M Second Degree Connections 96K First Degree Connections 161 Attendees ©2013 LinkedIn Corporation. All Rights Reserved. 45.5K companies 33K are Director level+ 7K started a new role in the past year
  6. 6. The story of one of our reps: ©2013 LinkedIn Corporation. All Rights Reserved. 6
  7. 7. 7 ©2013 LinkedIn Corporation. All Rights Reserved. 7
  8. 8. A few months later… ©2013 LinkedIn Corporation. All Rights Reserved. 8
  9. 9. LinkedIn Sydney Office Map ©2013 LinkedIn Corporation. All Rights Reserved. 9
  10. 10. ©2013 LinkedIn Corporation. All Rights Reserved. 10
  11. 11. Relationships are foundational for sales success Matt Company A Company B Company C
  12. 12. Decisions involve more people than ever before 5.4 people are now involved in the average B2B buying decision Boss Peer Direct report Cross-functional Business leader partner Your target buyer Corporate Executive Board 2013 – Winning The Consensus Purchase
  13. 13. Decision makers rely on social media to choose between potential vendors 75% of B2B buyers now use social media to be more informed on vendors Network referrals Blog posts White papers websites International Data Corporation 2014 – Social Buying Meets Social Selling Company pages Your target buyers Social relationships
  14. 14. Decision makers now ignore cold outreach Your competitor 90% of decision makers say they never respond to cold outreach Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level You Your competitor X X X Your target buyers
  15. 15. The buyer’s process has changed 5.4 75 % 90 of B2B buyers now use social media to be more informed on vendors % of decision makers say they never respond to cold outreach people are now involved in the average B2B buying decision Corporate Executive Board 2013 – Winning The Consensus Purchase Corporate Executive Board 2012 – New Decision Timeline Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
  16. 16. How well has your team adapted to this new normal? Are you still: 75% of B2B buyers now use social media to be more informed on vendors Relying on the buyer to inform you on key updates 5.4 Looking for one all-powerful decision maker people are now involved in the average B2B buying decision 90% of decision makers say they never respond to cold outreach Cold-calling prospects like they’re just a name in a database Months later I find out he left my account and joined another My contact went dark and now I’m back at square one I keep pounding – email, phone, voicemail – but can’t get a response “ ” “ ” “ ”
  17. 17. Building relationships with prospects and customers is different in this new normal. You need to: Focus on the right people and companies Stay informed on key updates at your target accounts Build trust with your prospects and customers
  18. 18. LinkedIn has a wealth of information on the people & companies with whom you want to build relationships Billions of professional relationships 313M+ members 2B+ member updates per week
  19. 19. To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience Today: your personal network All that LinkedIn has to offer YOU Just what you need for sales
  20. 20. Sales Navigator makes it simple to establish and grow relationships with your prospects and customers Relevant news LinkedIn’s network data Your accounts, leads & preferences Sales Navigator
  21. 21. Social sellers perform better on key metrics SSI leaders create 45% more opportunities per quarter than SSI laggards. ©2013 LinkedIn Corporation. All Rights Reserved. SSI leaders are 51% more likely to hit quota than SSI laggards. 45% more opportunities 51% more likely to hit quota Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
  22. 22. The New Sales Navigator ©2013 LinkedIn Corporation. All Rights Reserved.
  23. 23. I’m going to need a few more months Looks great! Let’s discuss more in 2 months… I’m convinced – but there are other decision makers
  24. 24. How well do you know the CEO of NetComm Wireless? Mate, he’s my father in law!
  25. 25. Two closed deal in a single day
  26. 26. LIVE DEMO
  27. 27. Anthony Roberts GM Enterprise,Vendor & Commercial Finance ©2013 LinkedIn Corporation. All Rights Reserved. Anne Nicole Relationship Manager LinkedIn Case Study: Flexigroup
  28. 28. Any Questions?

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