4. Buyers have changed the game.
B2B Buyers research
75% online
B2B buying process
60+% happens before sales
gets involved
1Source1: IBM Buyer’s Preference Study, 2011
LINKEDIN SALES SOLUTIONS 4
Source2: Corporate Executive Board, 2011
5. Buying process has
fundamentally changed
Emergence of the Social B2B Buyer
Customers seek partnerships
Customers are more informed & less responsive
7. Along comes Social Selling!
A way of life…
– Mindset: a philosophy & strategy of individuals and firms
– Infrastructure: technology, business rules, and processes
…centered around people…
– Engage the customer in a collaborative conversation
– Create a trusted & transparent business environment.
…creating a win-win!
– Provide mutually beneficial value to buyers and sellers
– Respond to the customer's control of the conversation
LINKEDIN SALES SOLUTIONS 7
8. The Evolution to Social Selling
Then Now
Find
Buy Lists Leverage Professional Networks
Limited to Private Rolodexes Expand to Company Social Network
Spray & Pray to Find Decision-makers Target Decision-makers
Relate
Speed through Contacts Records Focus on Real People
Limited to CRM Record Gather Intelligence from Internet
Pile On More Data Discover More Insight
Engage
Pound through Cold Calling Leverage Warm Introductions
Push the Sales Pitch Have a Meaningful Conversations
Drive Cookie-cutter Sales Process Collaborate in Buying Process
LINKEDIN SALES SOLUTIONS
9. Social Selling can transform your business
Marketing Sales Service
Find & Qualify Engage & Convert Renew & Upsell
Leads Opportunities Customers
• Find and target • Research & prospect • Identify stakeholders
• Create targeted lists • Engage to close • Build relationships
• Enrich & qualify leads • Optimize process/performance • Close renewals & upsells
Find Relate Engage
•Leads •Oppotunities •Renewals
•Conversions •Wins •Upsells
LINKEDIN SALES SOLUTIONS 9
10. LinkedIn Sales Navigator can transform your business
Find Relate Engage
• Lead Builder • Profile Organizer • InMails
• Search Filters • Sales Alerts • Introductions
• Team Link • Who Viewed Me • 3rd Degree Connections
• CRM Integration • Mobile
LINKEDIN SALES SOLUTIONS 10
11. Proven Success
“I can point to over a dozen deals that
were either created or positively
100% influenced by our use of LinkedIn’s
87% 81% 70%
Sales Navigator”.
80%
60% “Understanding the background of our
target buyers and leveraging our
40% collective network with LinkedIn
helps us build relationships and
20% access executives in a whole different
way.”
0%
Information is Helped me Helped me
only available identify achieve my
on Sales decision sales goals "More than 80 percent of our reps found
Navigator makers important LinkedIn information that
they would not have known otherwise.”
Source: CSO Insights, “Sales Navigator Research Results, 2011”
LINKEDIN SALES SOLUTIONS
13. Self Evaluation:
How strong is your Social Selling foundation?
Low High
“Laggards” “Tip-Toers” “Leaders”
Find Low High
Buy Lists Leverage Professional Networks
Limited to Private Rolodexes Expand to Company Social Network
Spray & Pray to Find Decision-makers Target Decision-makers
Relate Low High
Speed through Contacts Records Focus on Real People
Limited to CRM Record Gather Intelligence with Internet Profile
Pile On More Data Discover More Insight
Engage Low High
Pound through Cold Calling Leverage Warm Introductions
Push the Sales Pitch Have a Meaningful Conversations
Drive Cookie-cutter Sales Process Collaborate in Buying Process
LINKEDIN SALES SOLUTIONS 13
IBM: 75% of IBM’s B2B buyers will be using social media to inform their purchase decision in the near future. 1/3 of their buyers are already using social media (source: IBM Buyer’s Preference Study, 2011)CEB: 57% of decision is made by customer before (CEB, 2011)210M – on National US Do Not Call list (source: FTC, 2011)
How does Social Selling impact my day to day? How does it solve for the business challenges? “Identify” – Discover the right accounts , the right decision makers. Pain points = High Staff Turnover, Org Changes. Prioritizing time and effort Solution: Lead Builder prioritizes your leads and accounts based on a number of premium search filters including social proximity. “Develop” –Acting on quality leads, gaining insights into new leads, territories and accounts and continually contributing insights for the customer. Pain Points = stale datasolution: Gain Insights into new leads and accounts with intelligence from self-authored profiles, Groups, Who’s Viewed My Profile, Company Data“Engage” –how to now engage with likelihood that you’ll receive a response Pain Points: getting responses from decision makers Solution: InMails, LinkedIn’s trusted messaging system, offers you the opportunity to deliver a personalized (and relevant) message to a prospect not in your immediate network, via a warm introduction (73% increased likelihood of a response when referencing a common connection in an InMail)“Close and Grow”: Close and grow account as trusted not transactional advisor Pain Points: long sales cycle, earning trust, competitive displacement Solution: Be recognized as a trusted advisor by continually sharing insights.