Post on 29-Jan-2018
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Introduction to Social Selling for
Financial Services
Ryan Freeman
Head of Financial Services Sales
– Midwest
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Why are we here today?
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Social Selling Defined
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Who are the Social Selling leaders in the room?
1 81Mike Harley
3 79Bob Swanson
2 81Jack McGreal
4 77Belinda Macaluso
5 77Dominick Cabal
6 76Erin Egan
8 75Dawn Hershik
7 76David Heinke
9 73Erica Sundstrom
10 72Shellane Sauer
* Data represents the previous month’s SSI score and is not representative of a cohort.
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You have vast and important networks
69,239 Connections
44% Director & Above Connections
6% of Connections outside your Country
Social selling is happening across all social media
For B2B, LinkedIn is at the bulls eye
400M+
HIRE MARKET SELL WORK
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Connect the world’s buyers and sellers to build relationships.
LinkedIn Sales Solutions Mission
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Why is social selling here today?
The Buying Process Has Changed
people are now involved
in the average B2B
buying decision
of B2B buyers now use
social media to be more
informed on vendors
of decision-makers say
they never respond to cold
outreach
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Traditional vs Social
The Competitive Landscape has Changed
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LinkedIn Sales Navigator
Overview
Social Selling with Sales Navigator:
Components & Measurement
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 score
and valued at 25 points for a total possible score of 100
The impact of SSI
New clients
Meetings secured
Opportunities generated
(1) Based on responses to the question “which of the following best describes your expected performance against your individual projected target revenue for 2014?”
Source: LinkedIn Data
Why does this matter? Agents and brokers with a higher SSI score are
significantly more likely to win business through LinkedIn
3xAs likely to find a
potential new
client
5xAs likely to
accelerate a deal
cycle
2xAs likely to
exceed quota(1)
• Publish brand-
related content
• Have a complete
profile
• Ensure a
professional photo
1. Create a Professional Brand
Miranda BaylorSupporting Bio-Pharmaceutical Innovation at XYZ Co.
XYZ Co.
New State Co.
Alma Mater University
Current:
Previous:
Education:
Published by Miranda:
2. Find the Right People | Targeted Search
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2. Find the Right People | Contextualized Results
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2. Find the Right People | Money in Motion
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2. Find the Right People | Leverage networks
Tap into wider
connections of your
colleagues
TeamLink
enables you to leverage
your company’s network
to find introductions into
your accounts or territory
even when you’re not
connected
The ultimate “Who Know
Who”
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2. Find the Right People | 24x7 Prospecting
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2. Find the Right People | Actionable Timely Relevant
Respond to trigger events Lead
updates
• New team connections
• Job changes or
promotions
• A share by a saved lead
• A new lead
Personalize your
messages
Demonstrate Subject
Matter Expertise
Let your prospects
understand how you
can relate
3. Engage with Insights
4. Build Strong Relationships
Leverage your network
and Navigator to gain
access to your
prospects
Join groups that your
prospects might find of
interest and engage
with content and
comments that show
your added value
Gain insights and engage from anywhere
Desktop Email
Mobile
CRM
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Call to Action: Start Social Selling
Build Strong Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
For more on LinkedIn Sales Navigator, visit sales.linkedin.com
Polish Your LinkedIn Profile
Learn what they care about
Leverage Warm Introductions
Use Personalized InMails
Measure Your Success Track Social Selling Index
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Customer Panel
Mike WerryDirector of Sales Strategy,
Operation & Partnerships
Home Equity Bank
Financial Services: Leveraging LinkedIn to Successfully Social Sell
Kara WolfeSocial Media Manager
Marsh
Learn more at: business.linkedin.com/sales-solutions/financial-services
Q&A
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Kara WolfeSocial Media Manager
Marsh
Ryan Freeman
Head of Financial
Services - MidwestLinkedIn
Mike Werry
Director of Sales
Strategy, Operations &
PartnershipsHomEquity
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