Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Connect London 2015
•
2 likes•1,225 views
Featuring Julian Lee, Senior Director - Sales Enablement - EMEA, PTC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Connect London 2015
Similar to Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Connect London 2015 (20)
More from LinkedIn Sales Solutions
More from LinkedIn Sales Solutions (20)
Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Connect London 2015
- 2. Julian Lee Sales Enablement Director Champions & Competitions: Making Social Fun
- 3. Introduction
- 4. Headquartered in Needham, Massachusetts More than 6,000 employees worldwide Next-generation technology platforms for smart, connected products, operations, and systems Leading provider of enterprise applications to: • Create • Operate • Service Market leading IoT platform vendor: Best technology, recent awards, large customer base, partners and ongoing investment $1.3B total revenue (2014) Global Footprint FY 2014 revenue by region 41 % 39 % 20 % Strong Market Presence 28,000active customers About PTC
- 5. It’s Not Just Products That Are Becoming Smart and Connected! Q: How many people are connected on Linkedin today?
- 7. 35.6% since launch & 15.3% this year PTC’s Social Selling Journey as Measured by SSI . Region December 14 September 15 % Increase Americas 52.7 57.2 8.5% EMEA 47.8 52.3 9.4% India 52.7 57.5 9.1% APAC 22.8 31.4 37.7% Total 45 52.2 15.3%
- 8. Set a Vision Content Sharing Lessons Learnt Strong Champions Communication Competitions / Recognition Achieving Social Selling Momentum
- 9. The Executive Whiteboard Strong Champions Local support & coaching is equally important EMEA Americas APAC & India Top down support is imperative
- 10. Not Just Doing As I Say….
- 12. @ Launch • The vision • Sponsors • Goals, objectives & expectations • Training plan • On-boarding Good Communication Progress • Adoption • Usage • Successes • Recognition Scoreboard / Metrics • SSI • Accounts & Leads • New connections • # opportunities • Revenue
- 15. Competitions Competition Types • Corporate • Regional / Country • Teams What Competitions • Highest SSI • Best % increase in SSI • Professional Brand • Right people • Insights • Relationships • Most # successful InMails • # Searches • # New opportunities • Success stories
- 16. Make It Visible
- 17. Recognition TYPES Kudos • Being No #1 • Social Selling Leader Management • Visibility • Recommendations • Endorsements Financial • Excellence awards • Dinners Personal business impact • Great pipeline • # opportunities • Hitting quota
- 18. Sharing Content
- 19. It’s about being “top-of-mind” and relevant Influencing the Buyer’s Journey Early on…. Revenue Acquisition Nurture cycle Profile Research Understand Connect Awareness InterestRelationshipTrigger
- 20. LinkedIn Elevate Empowering Employees to Become Social Professionals • Makes it easy for employees to share quality, company-relevant content • Employee-first design drives outsized adoption and usage • Identity insights power business-level results and show full-funnel impact
- 21. Lessons Learned The measuring stick • What data points • Where does that data live • How do I report / dashboard it Data drives activities • Tailored training • Competitions • Management inspection Joint Sales & Marketing initiative • Social media experts • Content is key • Make it easy to share / post Champions • Keep them involved • Lead by example • Tie success to business impact
- 22. Business Impact
- 24. ©2015 LinkedIn Corporation. All Rights Reserved.