Accelerate Your Sales in 2016 Vivian Chan LinkedIn Sales Solutions
The Buying Process Has Changed The State of Sales
Corporate Executive Board 2013 – Winning The Consensus Purchase Corporate Executive Board 2012 – New Decision Timeline Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
people are involved in the average B2B buying decision
5.4
of typical purchase decisiosn are made before a
customer talks to sales
57%
of decision makers ignore cold outreach
90%
How will you find them?
How will you intercept them?
How will you engage them?
#SalesConnect
Accelerating Your Sales with LinkedIn
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Social Selling (v.) Using social cues to identify and connect
with prospects, build real relationships and influence the buying decision
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LinkedIn is Here to Help
400M+ Members
2B+ Updates
Billions Relationships
Today: your personal
network
All that LinkedIn has to offer
YOU
Just what you need for sales
LinkedIn Can Help You Expand Your Reach
Get More Out of LinkedIn with LinkedIn Sales Navigator
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Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks Fundamentals of Social Selling with LinkedIn
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Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks Fundamentals of Social Selling with LinkedIn
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Start with Your Profile
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Build a Professional Brand
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Professional Photo your first impression
Media should illustrate your story
Summary should describe your passions
Tagline should be action oriented, not just a title
Inform & Inspire Build a Professional Brand
Become a Thought Leader Build a Professional Brand
• Comment in group discussions • Share important news • Ask clients for recommendations • Leverage existing marketing content • Publish content
LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014
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Start social selling today Build a Professional Brand
2 Say Cheese
Bring in a professional photographer for profile
headshots
3 Share Content Ask marketing for
existing content so you can leverage what’s
already available
Peer Review Schedule time on a Friday
for your team to update LinkedIn profiles together
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Fast Tips
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Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks Fundamentals of Social Selling with LinkedIn
Acc
ount
Pot
entia
l
Likelihood to Buy
Finding the Right People Time is Money
Prioritize by Size and Industry Finding the Right People
Build and Save Lead Lists with Lead Builder
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Finding the Right People
Leverage Your Team Network
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Finding the Right People
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Start social selling today Finding the Right People
2 Research
Go beyond just your target lead at an account – look up their Director+ peers and identify your entire
buyer panel
3 Train
Teach new employees your process from the
start and invest in training your more experienced team
members.
Connect Have your sales team
connect to one another on LinkedIn to start unlocking
the power of your combined networks
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Fast Tips
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Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks Fundamentals of Social Selling with LinkedIn
Leverage Your Team Network
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Sell Through Relationships
Ask for Permission Request intros when they will
have the most impact
Make it easy Offer to ghost-write
the intro email
Follow-through Close the loop with
the introducer
The Cold Call is Dead Sell Through Relationships
Warm Introduction Name Drop
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Start social selling today Sell Through Relationships
2 Network Internally
Incorporate into your regular team meetings –
formalize the serendipitous ‘water cooler’ moments
3 Use Templates Create a network introduction email
template so people have a gold standard
Lead by example Encourage your sales
team to approach you for introductions to prospects
connected to you.
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Fast Tips
NOTE: Make sure they have done their due diligence, your reputation is on the line too
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Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks Fundamentals of Social Selling with LinkedIn
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Even if it’s cold, keep it personal Engage with Insights
…Before challenging the logical (left) side of the brain • Insights • Data • Rankings
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Engage with Insights Appeal to Both Sides of the Brain
Appeal first to emotional (right) side of the brain… • Personal interests • School pride • Articles and posts • Recommendations
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Start social selling today Engage with Insights Fast Tips
2 Follow Target Companies
Watch for marketing materials and press
releases related to your target companies and
products.
3 Look for Openings
Pay attention to key moments for your leads or
accounts: job changes, promotions, news
mentions, etc.
Start Small Start simply by sharing,
liking and commenting on others’ content. You can
start engaging without any of your own original
content!
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Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
You have the fundamentals Next Steps: Start Social Selling
For more on LinkedIn Sales Navigator, visit sales.linkedin.com Or join our product overview webinar Feb 2nd
Polish Your LinkedIn Profile
Search 400M+ Members
Leverage Warm Introductions
Keep Up with Your Accounts