Luke Davies GoToMeeting How to Use Linkedin for Sales Slides

8/12/2019 Luke Davies GoToMeeting How to Use Linkedin for Sales Slides

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Using LinkedIn for Sales

Luke Davies

@luketdavies

LinkedIn Confidential 2013 All Rights Reserved


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Leveraging social data to fill yourpipeline with the right people,

insights and relationships.

Social Selling Defined:


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2013 LinkedIn Corporation. All Rights Reserved.

Introducing the LinkedIn Social Selling Index

How well do you embrace social selling?

1000

LeadersLaggards


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2013 LinkedIn Corporation. All Rights Reserved. 4

Source: CEB

Social Media: #1 Factor for Driving High Rep Performance

12.81%


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Social Selling Index is Increasing

21 24

15

Avg. Social Selling Index

53

SEP-12 SEP-13

+14%


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1128

53

Leaders

32

15

Laggards Average

53

Social Selling Index is Increasing

SEP-12 SEP-13

+35%

+19%

+0%


7/352013 LinkedIn Corporation. All Rights Reserved.

Who is social selling?

10 15 20 25 30 35 40 45

Banking

Chemicals

Insurance

Electronics

Telecommunications

Financial Services

Oil & Energy

Biotechnology

IT

Software

Internet


8/352013 LinkedIn Corporation. All Rights Reserved.

The world and buyers have changed

What once worked, will not anymore

97%75% 57%Of the time coldcalls do not work

*7% worse every yearsince 2010

B2B purchaserinfluenced

by social

Buying decisionsare made before

sales rep involvement

Sources: CEB, Connect & Sell, IBM


9/352013 LinkedIn Corporation. All Rights Reserved. 9

LinkedIn Social Selling Index

Correlates to sales success

Source: Aberdeen Group

15%More customer

renewals

31%Greater team

quota attainment

21%More reps

achieving quota


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Getting Ready to Social Sell



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Putting on your digital suit


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!"#$ &' ($)*+,"-


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.// )&01 2$/&"


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Get the right tools



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ORGANIZATION NAME

Sales Navigator Executive

LinkedIn Confidential 2013 All Rights Reserved 16


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ORGANIZATION NAME

Find the right targets

LinkedIn Confidential 2013 All Rights Reserved 17


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The golden rule for engaging withprospects on LinkedIn



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ORGANIZATION NAMELinkedIn Confidential 2013 All Rights Reserved 19

nobody likes it cold


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2 ways to avoid going cold

1. Leverage a relationship2. Make it personal

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Look for a common relationship

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Get introduced

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Connections of connections

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Leverage the people you know

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Tap into alumni relationships

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What if you dont have any commonrelationshps?


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Introducing InMail

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InMail secret sauce

1. Great subject that drives curiosity2. Lead with an insight3. Make it personal4. Have a call to action

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Example subject lines

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34 56+ '1&,7*894 !$$:,7 ;$/,$*/"+6 &*


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What are Insights?

1. Your teams LinkedIn usage2. How much they are spending with you relative to peers3. SaaS usage relative to peers4. People news5. Data from case studies that is relevant

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Making it extra personal

The most powerful example of something personal is somethingthat you share with the reciever that is rare (i.e. not relevant to

others).

As an example of a good subject line if you and the receiver bothwent to the University of Michigan is: Hail! to the victors valiant

This means nothing to people that didnt study at the University ofMichigan, however if are alumni you would instant recognize this as

the start of the chorus of the University of Michigan fight song4

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Luke Davies GoToMeeting How to Use Linkedin for Sales Slides