LinkedIn and Copier Sales-Debunking the Four Fears
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LinkedIn has forever changed the traditional sales process. However, many sales managers and dealer principles have some real fears related to sales reps using LinkedIn: Fear One: My Best Reps Will Get Recruited Away Fear Two: The Competition Will Steal Our Current Accounts Fear Three: Reps Will Stop Cold Calling Fear Four: Reps Will Spend All Day Sitting At Their Computers In this webinar, Larry Levine will hit these four fears straight on. You'll hear real-world stories about how reps are using LinkedIn to blow past their quota. You'll also learn about four core digital prospecting skills that your sales team needs to succeed.
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LinkedIn and Copier Sales-Debunking the Four Fears
- 1. LINKED IN AND COPIER SALES: DEBUNKING THE FOUR FEARS Darrell Amy Chief Innovation Officer Dealer Marketing Larry Levine Social Sales Coach Social Sales Academy
- 2. AGENDA The Opportunity The Four Fears A Sensible Strategy Q & A
- 3. MY STORY • 27 ½ years in the industry • Los Angeles sales “rat race” • Zero account base • 2014 Results – >$600,000 in net new business – $1,250,000 in sales revenue against a $840,000 budget – $1,600,000 pipeline leveraging LinkedIn relationships www.linkedin.com/in/larrylevine1992
- 5. 97 million unique visitors each month July 2015, LinkedIn Q2 Earnings Report 10X Growth since 2009
- 6. 97 million unique visitors each month July 2015, LinkedIn Q2 Earnings Report
- 7. 84% of C-level/VP executives surveyed use social media to make purchasing decisions. IDC Social Buying Meets Social Selling April 2014
- 8. DECISION MAKERS + INFLUENCERS GenX-40% Boomers-25%Millennials-35%
- 9. “The two keys to success are: (1) building relationships and (2) changing the way people think” Social selling can accomplish both
- 10. WHAT ARE YOU AFRAID OF?
- 11. FEAR #1 MY BEST REPS WILL GET RECRUITED AWAY • Your reps were being recruited long before LinkedIn • Keep reps with good leadership, training, service and comp plans
- 12. SMART STRATEGY: MAKE SURE YOUR BEST CLIENTS DON’T GET STOLEN
- 13. 5.4 people Are now involved in the average B2B transaction Creates 5.4 different buying criteria & personalities Corporate Executive Board, 2012
- 14. FEAR #2 COMPETITION WILL STEAL OUR CURRENT ACCOUNTS • Your competition already knows who your current accounts are • You can add privacy settings to your profile so only your friends can see your contacts
- 15. SMART STRATEGY: USE LINKEDIN TO BUILD YOUR NETWORK OF CONNECTIONS
- 16. MINECONNECTIONS Second Level Connections & Group Members Title Location
- 18. LINKEDIN ALLOWS YOUR REPS : 1. Get appointments for net-new business 2. With the real decision makers 3. While showcasing the expertise of your team/dealership 4. And protecting your current accounts
- 19. FEAR #3 REPS WILL STOP COLD CALLING • Cold calling isn’t dead, it’s just different • LinkedIn creates warm calls and more effective appointments
- 20. SMART STRATEGY: USE LINKEDIN TO PLAN YOUR PROSPECTING
- 22. FEAR #4 REPS WILL SPEND ALL DAY SITTING AT THEIR COMPUTERS • LinkedIn enables 24 Hour-a-day Prospecting • Mobile Apps make down time productive
- 23. ABC: ALWAYS BE CONNECTING • 24 Hour Prospecting – In between appointments – In the evening – Weekends • Lead the way as a dealership by having a social presence
- 24. EMPLOYEES WITH SOCIALLY-ENCOURAGING EMPLOYERS ARE SIGNIFICANTLY MORE LIKELY TO HELP BOOST SALES THAN EMPLOYEES WHOSE EMPLOYERS AREN’T SOCIALLY ENCOURAGING – 72% VS. 48%” – Weber Shandwick
- 25. A SENSIBLE STRATEGY How to Equip Your Sales Team for LinkedIn Success
- 26. HOW TO ENSURE FAILURE 1. Have someone who has never sold a copier (or anything) teach your reps 2. Write a big check to LinkedIn for Sales Navigator and expect success
- 27. Daily Habits Killer Profile THREE PILLARS OF SUCCESS Social **Selling Skills**
- 29. SOCIAL SALES ACADEMY Larry Levine Social Sales Coach llevine@socialsalesacademy.net 214-224-0050 x.302 Online On-Site www.socialsalesacademy.net Promo Code: WEBINAR for $100 coupon
Editor's Notes
- More from the IDC Study: Complex decisions are fraught with risk. To increase trust and confidence in making high-stakes company purchase decisions, B2B buyers leverage their professional networks. Social media makes accessing these networks more efficient. New global research, conducted by IDC in February 2014, finds that online social networks play a vital role in the purchase process of 84% of the most senior B2B buyers. In the final stage of the purchasing process, when stakes are highest, online networks are the number one preference of buyers. Sales professionals are advised to pay attention to this trend. The rise of digital communications has already eroded the opportunity to sell face to face. For example, IDC's 2012 IT Buyer Experience study reported that an average of nearly 50% of the purchasing process for technology solutions is complete before a salesperson becomes involved. Reduced face-to-face time is not the only change salespeople need to worry about now. Relationship building, referrals, and recommendations are also shifting online. To succeed today, sales professionals must answer their social phones.
- Dig in – who are your second degree connections – who can you connect with – like minded folks who are valuable.