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Breakfast with LinkedIn: The Key to Social Media Success


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LinkedIn's Chicago Social Media Success breakfast.

Join us for best practices on how your firm can better leverage LinkedIn, the world’s largest professional network with over 400 million members, and start social selling smarter. You’ll learn how LinkedIn can help you find the right prospects, develop new business opportunities, build relationships and drive revenue.

Published in: Technology
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Breakfast with LinkedIn: The Key to Social Media Success

  1. 1. 1 Introduction to Social Selling for Financial Services Ryan Freeman Head of Financial Services Sales – Midwest
  2. 2. 2 Why are we here today?
  3. 3. 3 Social Selling Defined Create a professional brand Find the right people Engage with insights Build strong relationships
  4. 4. 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.
  5. 5. 5 You have vast and important networks 69,239 Connections 44% Director & Above Connections 6% of Connections outside your Country
  6. 6. Social selling is happening across all social media
  7. 7. For B2B, LinkedIn is at the bulls eye
  8. 8. 400M+
  10. 10. 11 Connect the world’s buyers and sellers to build relationships. LinkedIn Sales Solutions Mission
  11. 11. 12 Why is social selling here today?
  12. 12. 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
  13. 13. 14 Traditional vs Social
  14. 14. The Competitive Landscape has Changed
  15. 15. 19 LinkedIn Sales Navigator Overview
  16. 16. Social Selling with Sales Navigator: Components & Measurement
  17. 17. The Components of Social Selling Createaprofessional brand Findthe rightpeople Engagewithinsights Buildstrongrelationships Each component is part of your Social Selling Index score and valued at 25 points for a total possible score of 100
  18. 18. The impact of SSI New clients Meetings secured Opportunities generated
  19. 19. (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 3x As likely to find a potential new client 5x As likely to accelerate a deal cycle 2x As likely to exceed quota(1)
  20. 20. • Publish brand- related content • Have a complete profile • Ensure a professional photo 1. Create a Professional Brand Miranda Baylor Supporting Bio-Pharmaceutical Innovation at XYZ Co. XYZ Co. New State Co. Alma Mater University Current: Previous: Education: Published by Miranda:
  21. 21. 2. Find the Right People | Targeted Search
  22. 22. 26 2. Find the Right People | Contextualized Results
  23. 23. 27 2. Find the Right People | Money in Motion
  24. 24. 28 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”
  25. 25. 29 2. Find the Right People | 24x7 Prospecting
  26. 26. 30 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
  27. 27. Personalize your messages Demonstrate Subject Matter Expertise Let your prospects understand how you can relate 3. Engage with Insights
  28. 28. 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
  29. 29. Gain insights and engage from anywhere Desktop Email Mobile CRM
  30. 30. 34 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 Polish Your LinkedIn Profile Learn what they care about Leverage Warm Introductions Use Personalized InMails Measure Your Success Track Social Selling Index
  31. 31. 35 Customer Panel
  32. 32. Mike Werry Director of Sales Strategy, Operation & Partnerships Home Equity Bank Financial Services: Leveraging LinkedIn to Successfully Social Sell Kara Wolfe Social Media Manager Marsh
  33. 33. Learn more at: Q&A 37 Kara Wolfe Social Media Manager Marsh Ryan Freeman Head of Financial Services - Midwest LinkedIn Mike Werry Director of Sales Strategy, Operations & Partnerships HomEquity
  34. 34. ©2014 LinkedIn Corporation. All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved.