MY Social Sellling Transformation
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I wanted to share the deck that I presented at the Quarterly meeting of the AA-ISP, held at LinkedIn's San Francisco's based office on 3/20/2013.
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MY Social Sellling Transformation
- 1. Sales Navigator Schon Messier Account Executive LinkedIn Sales Solutions ©2013 LinkedIn Corporation. All Rights Reserved.
- 2. My personal transformation towards social selling ©2013 LinkedIn Corporation. All Rights Reserved. LSS 2
- 3. What is the top challenge that I hear across sales leaders? Build More Pipeline* * (On average, only 20 - 30% of Sales leads are generated through Marketing…) ©2013 LinkedIn Corporation. All Rights Reserved. LSS 3
- 4. Buying Process has fundamentally changed Customers are more informed, and they are less responsive to traditional means 75 % 57 % 97 % B2B purchaser Buying decisions Of the time cold influenced are made before calls do not work by social sales rep involvement Corporate Executive Board 2012 Connect & Sell 2012 IBM Buyers Preference Study 2011 ©2013 LinkedIn Corporation. All Rights Reserved. LSS 4
- 5. Call From Unknown 408-612-3467 Contacts Lists Company Cold Webpage Contact vs. “New” Schon “old” Schon Targeted Social Warm Search Profile Introduction ©2013 LinkedIn Corporation. All Rights Reserved. LSS 5
- 6. How LinkedIn sales navigator defines social selling Who What How Who are the What to How do I get Right People? talk about? a warm intro? +200M +2B Billions members member updates Of connections per week ©2013 LinkedIn Corporation. All Rights Reserved. LSS 6
- 7. Who are the right people? 1 Find Key Prospects “New” Schon My search yielded 124,789 search results! I don’t have time to sort through all these searches By using the premium search filters, it gets much narrower…266 Results With TeamLink, I can narrow down to profiles that have connection paths to my team (<.0002% of the total…in only 20 seconds) ©2013 LinkedIn Corporation. All Rights Reserved. LSS 7
- 8. 53% of Revenue derived from Warm Introductions % of New Logo’s generated by % of New Dollars ($$) by Source Source Inbound Lead Warm Inbound Lead 34% Introductions 31% 38% Warm Introductions 53% Email InMail InMail 14% 14% 10% Email 6% Based on deals October 1, 2012 thru February 29th, 2013 - Schon Messier - LinkedIn Account Executive
Editor's Notes
- Introduce your self and the process that you came to speak today.
- Harvard Business Reviewhttp://www.hubspot.com/marketing-resources/marketing-statistics/http://www.customerthink.com/blog/b2b_sales_and_marketing_in_transition_whats_working?goback=.gde_4311285_member_176349737
- I had to make a change to the way that I sell.
- Challenger – Value Proposition – A new wayObjective – Introduce LinkedIn as the only source that can achieve this for a B2B sales teamWhat exactly does building strong pipeline entail?Since this is the top X priority for you to hit your number and you, not marketing, is not driving the majority of pipeline, let’s deconstruct together what exactly are the key activities in building pipeline so we can assess how well you’re doing with each and how LinkedIn may helpWho are the right people? One of the most inefficient and difficult things in the selling process for both buyers and sellers is when a seller is chasing the totally wrong person. What to talk about? There’s nothing more annoying than when a sales person has no context about you or your business and leads with product before they know if you have any interest…basic rapport buildingHow do I get a warm intro? Even if you’re the right person, we as buyers hate being cold called. It is so much better if a seller came to me through a trusted source because I could immediately tell the mutual connection I’m not interested. Since relationships matter, the seller couldn’t be too aggressive or would damage his/her relationship with the mutual connection.
- Challenger – Our SolutionObjective – Demonstrate a simple, fast and easy way to identify the right people you want to speak with