5 Ways To Close More Business With Social Selling
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Transcript of 5 Ways To Close More Business With Social Selling
©2013 LinkedIn Corporation. All Rights Reserved.
Live Webcast: 5 ways to close more business with Social SellingDecember 12, 2013
Sascha AmbroseEnterprise Sales LinkedIn Sales Solutions APAC
2Sales Solutions 2
Today’s Agenda
1. Your profession: What’s changed?
2. What IS Social Selling
3. Becoming a Social Selling Expert
4. 3 steps to prospecting with Sales Navigator
5. How social is your sales organisation right now?
Buying process has fundamentally changed“ ”
4Sales Solutions 4
Buyers are tech-savvy, and socially empowered.
Members Worldwide
+2 newMembers Per Second
259M+ 6M+Members ANZ
49M+Members in APAC
What is Social Selling?
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Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility
Gathering Intelligence: Researching social information to prepare for sales conversations
Building your Network: Developing relationships with people who can share information and provide referrals
Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts
Using Social Selling Solutions: Taking advantage of innovative selling solutions such as LinkedIn Sales Navigator
What is Social Selling?
Leveraging your social brand to fill your pipeline with the right people,
insights and relationships.
Social Selling Defined:
Leveraging your social brand to fill your pipeline with the right people,
insights and relationships.
Social Selling Defined:
Becoming a Social Selling Expert
5 Steps to Becoming a Social Selling Expert
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Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility
Gathering Intelligence: Researching social information to prepare for sales conversations
Building your Network: Developing relationships with people who can share information and provide referrals
Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts
1. Build Your PROFILE
3. Gather INSIGHTS
2. Develop Your NETWORK
4. Contribute INSIGHTS
5. Use Social SOLUTIONSGain competitive advantage: Use targeted social media engagement and turn cold leads into warm prospects
1. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU
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Leading with InsightsResume to Reputation
2. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives
TeamLink
Leverage Relationships
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3. Gather IntelligenceBe prepared for every interaction by researching contacts and companies
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4. Contribute InsightsShare ideas through status updates, and participate in groups
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Social Selling Evolution Doesn’t happen overnight
©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling Evolution Doesn’t happen overnight
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HowHow do I get in?
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259Mmembers
2Bmember updates
per week
BillionsOf Connections
5. LinkedIn Enables Social Selling
WhatWhat to
talk about?
WhoWho are the Right People?
Macro to Micro:Best-in-class reps do these three things
LeverageRelationships
LeadWith Insights
FindRight People
Who are the right people?
My search yielded 10,514 search results!
I don’t have time to sort through all these searches
By using the premium search filters, it gets
much narrower… 374
Find Key Prospects1
I can narrow down to 22 profiles that have connection paths to my existing clients, influencers and colleagues
Brian
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What to talk about?
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Discover Actionable Insights2Brian
How do I get in?
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Brian
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Find a common connection
This profile fits all my criteria, and has a connection with an accountant I do regular work with
I have a meeting set up for Tuesday!
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Asks connection for an introduction
Success Story: NetSuite
LinkedIn Confidential ©2013 All Rights Reserved 26
“Sales Navigator is embedded
in almost every stage of the
sales process. It has become
mission-critical for our team.”
Jake Hofwegen, VP Global Sales Operations, Netsuite
Since using TeamLink, sales team has seen a seven-fold increase in second-degree connections
• Network grew from 15,730 to 115,891• InMail connects sales team directly to key decision-makers. • Sales reps are more excited about their jobs because they are
seeing fast results, which motivates them and creates a positive cycle
Increased number of relationships with clients
NetSuite Inc. is the industry’s leading vendor of cloud-based financials/ ERP software suites. NetSuite enables companies to manage core key business operations in a single system.
Time for prospecting
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Build Your PROFILE
In Summary
Gather INTELLIGENCE
Develop Your NETWORK
Contribute INSIGHTS
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Use Social Selling SOLUTIONS5
Just how Social is YOUR sales organisation……?
LinkedIn’s Social Selling Index
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First-of-its kind measure that ranks company utilisation of LinkedIn as a social selling tool.
http://promo.linkedinsocialsellingindex.com/register/
• Gain visibility into your company’s activities
• Uncover new opportunities
• Benchmark yourself against peers and competitors