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#socialselling16
Alex Blaauboer Guiding Enterprises on the transformation to Social Selling LinkedIn Sales Solutions
+124M NAMER
+132M EMEA
+57M LATAM
+85M APAC
LinkedIn has 414 Million members across the world
LinkedIn has 414 Million members across the world
6M+ Netherlands
LinkedIn has 414 Million members across the world
NETHERLANDS 6M+
1.3M Decision makers on LinkedIn
177.1K Company Pages on LinkedIn
19% Enterprise
29% Mid-Market
52% SMB
Influence every relationship driven sale for our customers
The buyer’s process has changed
5.4 75 of B2B buyers now use social media to be more informed on vendors
% 90 of decision makers say they never respond to cold outreach
% people are now involved in the average B2B buying decision
Act
Understand
Target
The buying journey
Act
Understand
Target
The buying journey
Act
Understand
Target
The buying journey
“SocialSelling”issimplytheprocessofhelpingsocialbuyersbecomecustomers.
Salespeopleneedtolearnnewwaystoreachprospectsthroughtheirownsocialnetworks,tocreateandsharevaluablecontentandul8mately,to
growtheirpersonalbrand.
Salespeopleneedtolearnpickingupsignalsfrommembersofthebuyingcommi<eeinorderhaveaproper
understandingofthecustomerjourney
Advantage Competitive
Social Selling Index (SSI)
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
www.linkedin.com/sales/ssi
SSI leaders create 45% more opportunities per quarter than SSI laggards.
more opportunities SSI leaders are
51% more likely to hit quota than SSI laggards.
more likely to hit quota
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
Why is Social Selling important?
Laggards
100 0 20 40 60 80
Social Selling Index (SSI)
Leaders
100 0 20 40 60 80
Social Selling Index (SSI)
28.5 2016
12.2 2012
29.9 NAMER
21.0 LATAM
24.9 APAC
28.3 EMEA
We can look at SSI by region
32.6 NETHERLANDS
The average Dutch SSI has increased 10% over the last year
Source:LinkedInInternalDataThechartsaboverepresentsaregionalviewofSSI.BecausetheLinkedIn"SalesDefini8on"(whocons8tutesasasalesperson)changes,weonlydisplaya8meseriesviewofSSIformemberswhoweredeemedasSalesProfessionalsbackinJanuary2015.BydoingthiswearecomparingapplestoapplesandareabletotrulymeasuregrowthinSSI.
+10%
29.630.3 30.3 30.4 30.7
31.3
30.330.8
32.0 32.3 32.4
31.2
32.6
Source:LinkedInInternalData–January&December2016
GrowthinSSIJanuary’15–January’16=
1.4
2.1
3.5
2.7
3.2
2.7
2.6
2.8
1.9
4.1
0 20 40 60
Government/Educa8on/Non-profit
Healthcare&Pharmaceu8cal
Retail&ConsumerProducts
Manufacturing/Industrial
Aero/Auto/Engineering
Oil&Energy
FinancialServices&Insurance
ProfessionalServices
Staffing
Tech,Telecom&Media
GrowthinSSIJanuary’15–Dec’15=
Somesectorsareadop8ngSocialSellingfasterthanothers
Educate • LinkedIn trains users & managers • Users select their Book of Business
• Track usage / SSI / use insights in coaching • Best practices / successes
• Pipeline, multi-level contacts, improved meetings • Revenue (net-new or upsell) Achieve KPI’s
Measure & Adjust
A Social Selling Journey
Exec. alignment • Announce program • Set goals with Sales Management
• Increase awareness • Display social ambassadorship (SSI) Build profiles
How can you seize the opportunity?
Measurement Education Executive Alignment
414m+ Members
Interests Intentions Methods
Sales Navigator Target
Understand Act
To be indispensable, focus on the right signals
Signal Intent Interest
Website visit
Pages viewed
Call to action (CTA) response
Job change
Hiring activity
Content sharing
Social comments
People connections
INTEREST INTENT
Social Signals
Relevant news
LinkedIn’s network data
Your accounts, leads & preferences
Sales Navigator makes it simple to establish and grow relationships with your prospects and customers
Sales
Navigator
QUESTIONS
#socialselling16