LinkedIn Social Selling Workshop - San Francisco
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Transcript of LinkedIn Social Selling Workshop - San Francisco
LinkedIn Social Selling Workshop
1
Agenda
2
• Foundations of Social Selling • What Social Selling Success Looks Like • Best Practices for Implementing a Social
Selling Program • Q&A • Networking
Foundations of Social Selling Katie Baudler Sales Leader, North America Sales
Why reps lose deals
people on average are involved in the buying
decision
5.4
Missing critical players
77% of buyers don’t believe that
sales understands their business and don’t think
they can help
Saying the wrong things
of forecasted deals go dark
24%
Losing touch with prospects
Social Selling A modern approach to sales that utilizes information from social networks to grow
your business
Social Selling Behaviors
Create a professional brand
Find the right people
Build strong relationships
Engage with insights
LinkedIn has a wealth of information on the people and companies with whom you want to build relationships
430M+ Members worldwide
7M+ Global companies
159M Monthly unique visitors
2B+ Updates per Week
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
Where Sales Navigator Comes Into Play
Social Sellers See More Success
45% 51% 78% Create more opportunities
More likely to achieve quota
Outsell peers who don’t use social media
Demo
What Social Selling Success Looks Like Nick Kenig Relationship Manager, LinkedIn Sales Solutions
Social Selling Leaders
Lori Harmon Vice President Global Inside Sales
BlackBerry
Sylvie Moreau Director of Sales Enablement
ThousandEyes
Best Practices for Implementing Social Selling Programs
Katie Baudler Sales Leader, North America Sales
Social Selling Works
40% increase in pipeline
3.2x increase in deal size
171x return on investment
You can’t manage what you can’t measure
Accountability Education Awareness
Implementing Social Selling Programs
Awareness
Implementing Social Selling Programs
Best Practices
Communicate your vision
Get executive sponsorship
Help define and align program to business objectives
Partner on a path to success tailored for your team
How LinkedIn Can Help
Education
Implementing Social Selling Programs
Build a social selling culture
Coach for social selling behaviors
Best Practices
Share best practices and learnings
Provide dedicated resources for training
How LinkedIn Can Help
Implementing Social Selling Programs
Track Metrics & Attribution
Build an ROI Story
Provide Social Selling Index (SSI) as KPI
Support management with usage reporting and analytics
How LinkedIn Can Help
Accountability Best Practices
Social Sellers See More Success
45% 51% 78% Create more opportunities
More likely to achieve quota
Outsell peers who don’t use social media
Implementing Social Selling Programs
• Track metrics and attribution • Build an ROI story
Accountability
• Build a social selling culture • Coach for social behaviors
Education
• Communicate your vision • Get executive sponsorship
Awareness
Q&A
sales.linkedin.com Ready to Get Started?