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Social Selling at LinkedIn

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Social Selling at LinkedIn
©2015 LinkedIn Corporation. All Rights Reserved.
John Mayhall
North America Sales Leader
Linked...

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2015 Objectives:
1. Hire half the team
2. Improve ramp time
3. Improve productivity
#saleshacker

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Sales Solutions Vision:
Elevate the Sales Professional

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Social Selling at LinkedIn

  1. 1. Social Selling at LinkedIn ©2015 LinkedIn Corporation. All Rights Reserved. John Mayhall North America Sales Leader LinkedIn Sales Solutions
  2. 2. 2015 Objectives: 1. Hire half the team 2. Improve ramp time 3. Improve productivity #saleshacker
  3. 3. Sales Solutions Vision: Elevate the Sales Professional
  4. 4. Significance - impact on the lives or work of other people Identity - contribution to a clearly identifiable larger project Variety - the use of different skills and talents Autonomy - independence, freedom and discretion Feedback - clear, specific, detailed, actionable information about the effectiveness of her job performance 1 2 3 4 5
  5. 5. Vision: Elevate the Sales Professional Mission Connect the world’s buyers and sellers to build relationships SMB Strategic Objectives To be the essential sales platform in the SMB space To demonstrate the LinkedIn selling model works To trigger a selling revolution Significance Identity
  6. 6. …the talent and corporate brands are converging A bi-product of the rise of social media is that
  7. 7. 8 but still…
  8. 8. A hybrid lead gen engine? Variety
  9. 9. Establish a professional presence on LinkedIn with a complete profile Create a professional brand Prospect efficiently with powerful search and research capabilities Find the right people Discover and share valuable information to initiate or maintain a relationship Engage with insights Expand your network to reach prospects and those who can introduce you to prospects Build strong relationships #socialselling Prospecting = Engaged Selling Time
  10. 10. AccountPotential Likelihood to Buy Account Executive Prioritize Focused prospecting approach
  11. 11. 12 Prioritize for size and shape Geography, Industry, Size, Revenue
  12. 12. 13
  13. 13. Social prospecting snapshot Q1 14 Q1 15 Deal Size SD AE Opportunity Source Large Medium Small Large Medium Small
  14. 14. An engaged SDR? Variety
  15. 15. Remember, we are asking for a favor Selling through relationships – Introductions Silver Bullets Request intros when they will have the most impact Make it easy Offer to ghost-write the intro email Follow-through Close the loop with the introducer Alex Richards Bob JacobsenJohn Hastings Allan Connor Tim Doolittle XYZ
  16. 16. • Fast and lightweight, yet powerful • Best used on less senior prospects or if connection is tenuous • Appropriate to name drop without permission Get the value of an intro with a fraction of the effort Selling through relationships – Name Drop Name Drop
  17. 17. Listen for social triggers that create selling moments Tune in Rachel Stewart Chris Jeffers XYZco XYZco XYZco Ben Green:
  18. 18. Appeal first to emotional (right) side of the brain… • Personal interests • School pride • Articles and posts • Recommendations …Before challenging the logical (left) side of the brain • Insights • Data • Rankings 1 2 As a last resort, “cold” outreach can still be warm Right side, left side outreach
  19. 19. Autonomy Accountability
  20. 20. Significance & Identity help you attract and retain self-motivated talent Social Selling Adds Variety to tasks that were once mundane Accountability needs to be Coupled with Autonomy. Goal oriented reps will hold themselves to a higher standard than you can 1 2 3
  21. 21. ©2014 LinkedIn Corporation. All Rights Reserved.

Hinweis der Redaktion

  • Why don’t kids say they want to be in sales when they grow up?  Why is there a stigma around sales professionals?  How can we change the image?  How can we elevate the sales profession? 
  • There’s a lot of thought and science out there about employee engagement and motivation. A model that has always appealed to me captures many of the common themes and I think is particularly relevant when managing millenials who can better articulate what they want from a work environment. 5 things:
    Signficance
    Identity
    Variety
    Autonomy
    Feedback

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