#socialselling16

SOCIAL SELLING Hallmarks of a Social Seller

Justin Shriber

Head of LSS Marketing

LinkedIn

It’s not personal…it’s business It’s all personal

#socialselling16

Unique Journey

Verification

Warm Intro

Generic Process

Discovery

Cold Call

400M+ Members

Interests

Intentions

Methods

Sales Navigator

Target

Understand

Act

Act

Understand

Target

67% of marketers think intent data will help them gain a

competitive edge.

#socialselling16

Only 46% of companies use intent data to target companies

that are ready to buy.

#socialselling16

Target based on interest and intent

90%

Universe of Potential Customers

46%

Target Prospects

INTEREST INTENT INTEREST

Global Social Media Marketing Manager, Pitney Bowes

“I use Sales Navigator to target leads and

get triggers based on significant events

such as an acquisition or promotion.”

#socialselling16

Act

Understand

Target

Top performers spend 25% more time on research and

preparation.

#socialselling16

Understand buyers and their process

Vs.

Regional Sales Director, SugarCRM

”I sent several inmails into First Solar

and got hits on my profile from people

I hadn’t contacted. That told me my

message was forwarded."

#socialselling16

Account Executive, LinkedIn Sales Solutions

“Through my network, I was able to

get detailed information about the

buying process in one of my key

accounts.”

#socialselling16

Act

Understand

Target

Indispensible sales and marketing pros send 148% more connection requests and share

23% more content

#socialselling16

Influence every stakeholder

Vs.

Sales Development Representative, SugarCRM

“I sent the CTO of TIAA-CREF an

Inmail referencing his LinkedIn post

and our disruptor pitch. He sent me to

someone who took a meeting.”

#socialselling16

Director, New Business Development, Active International

“I tailor each message based on what I

learn from content individuals have

published. That’s how I recently

closed a $1M deal”

#socialselling16

To be indespesible, focus on the right signals

Signal Intent Interest

Website visit

Pages viewed

Call to action (CTA) response

Job change

Hiring activity

Content sharing

Social comments

People connections

INTEREST INTENT

Social Signals

Target • Receive daily lead recommendations • Use advanced search to identify prospects

• Get alerts that signal intent to buy • Analyse profile and social activity data

• Connect via warm introductions and InMail • Deliver relevant content at the right time

Act

Understand

LinkedIn Sales Solutions LinkedIn Sales Solutions

Relevant news

LinkedIn’s network data

Your accounts, leads & preferences

Sales Navigator makes it simple to establish and grow relationships with your prospects and customers

Sales

Navigator

0%

1%

2%

3%

0 20 40 60 80 100

% o

f to

tal N

um

be

r

of S

ale

s N

avig

ato

r U

sers

SSI Source: LinkedIn Internal Data – January 2016

Avg SSI

of Sales Navigator Users

January 2016

64.03

AVG Pre SSI

of Sales Navigator Users

pre licence deployment 50.01

Sales Navigator has fundamentally improved Social Selling Behavior across all Ireland Sales Navigator Users

5X More

connections

Source: LinkedIn Internal Data – January 2016

Sales Navigator is extending the network of reps It can extend your network by…

Commercial Support Manager, CEB

“Sales Navigator allows me to prospect more quickly,

find the correct contacts, stay up to date on my accounts

and prospects, and hit my quotas. I doubt I would have

been promoted if I did not have Sales Navigator!”

#socialselling16

#socialselling16

And the winner is…..

#socialselling16

QUESTIONS