Get an insider's look at how LinkedIn trains its own sales reps to approach to social selling. Dominic Archibald shares best practices from LinkedIn to help you develop your own strategy on how to better use LinkedIn for your sales teams.
8. are now involved in the
average B2B buying decision
people
Boss
Peer
Direct
report
Business
leader
Cross-functional
partner
Corporate Executive Board 2013 – Winning The Consensus Purchase
Your
target buyer
5.4
Decisions involve more people than ever before
9. 75 %
of B2B buyers now use
social media to be more
informed on vendors
IDC 2014 – Social Buying Meets Social Selling
Decision makers rely on social media to choose between
potential vendors
Network
referrals
White papersCompany
websites
Blog
posts
Company
pages
Your
target buyers
Social
relationships
10. Your
competitor
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
90 %
of decision makers say they
never respond to cold
outreach
Decision makers now ignore cold outreach
You
Your
competitor
X
X
X
Your
target buyers
11. %75of B2B buyers now use
social media to be more
informed on vendors
Relying on the buyer to
inform you on
key updates
5.4people are now involved
in the average B2B buying
decision
Looking for one
all-powerful
decision maker
%90of decision makers say they
never respond to cold
outreach
Cold-calling prospects like
they’re just a name in a
database
I found out a month later
the Director of Marketing
left my account and joined
another top prospect of
mine
The VP of Marketing went
dark and now
I’m back at square one
I keep pounding –
email, phone, voicemail
– but can’t get a response
How well has your team adapted to this new normal?
Are you still:
“
”
“
”
“
”
12. Focus on the right
people and
companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
Building relationships with prospects and customers is
different in this new normal. You need to:
13. Social sellers perform better on key metrics
51%
More likely to hit quota than
social selling laggards
45%
More opportunities
Promoted to VP faster by
17 months
15. Hunting on LinkedIn
Building an expert brand
Warm outreach
Selling through relationships
The Secret Sauce – How we teach LinkedIn reps
16. Professional photo is your first impression
Tagline should be action oriented, not just a title
Summary should describe your passions
Rich media should illustrate your story
Educate potential buyers who visit your profile
Building an Expert Brand
Your LinkedIn profile should inform and inspire
25. A warm hand-off is the best way to build trust
Selling through relationships – Introductions
26. • Fast and lightweight, yet powerful
• Best used for less senior prospects or if connection is tenuous
• Appropriate to name drop without permission
Name Drop
Selling through relationships – Name Drop
Get the value of an intro with a fraction of the effort
27. Appeal first to emotional (right)
side of the brain…
• Personal interests
• School pride
• Articles and posts
• Recommendations
…Before challenging the logical
(left) side of the brain
• Insights
• Data
• Rankings
1
2
Warm outreach
As a last resort, “cold” outreach can still be warm
28. Visit us at Sales.LinkedIn.com
Want to learn more?