Upload
linkedin-sales-solutions
View
1.702
Download
0
Embed Size (px)
Citation preview
A Day in the Life: Leveraging Social in Building Relationships in Financial Services
Today’s Speakers
Craig Paris Head of Enterprise Sales,
Financial Services
Ross Gordon Senior Sales Development
Consultant, Financial Services
Kayla Wills Account Executive,
Financial Services
Craig Paris Head of Enterprise Sales, Financial Services LinkedIn Sales Solutions
A Day in the Life: Leveraging Social in Building Relationships in Financial Services
What We’ll Cover Today: • B2B sales with Sales Navigator
• Account Exec & Sales Dev.Partnership
• Closing Thoughts
• Q&A
6.8
Account rep
Change in roles and turn over
Multi-threaded
7%
Single-threaded
65%
Sales deals at North American companies
What percentage of sales deals in North America are multi-threaded?
6+ connections 1 connection
Source: LinkedIn Insights
1 in 5 What is the likelihood a decision-maker leaves their position within a year?
To tap into the power of LinkedIn as revenue producer, you need to expand your access and tailor your experience
Today: your personal
network
All that LinkedIn has to offer
YOU
Purpose-built platform
Social Selling can help. Relationship Building Behaviors on LinkedIn
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
AE/SD Partnership
Kayla Wills Account Executive, Financial Services LinkedIn Sales Solutions
Account Prioritization • Which companies make sense for me to work on • Which companies should the SD work on • Plan approach
Prospect Prioritization • Who are we reaching out to? • With what message? • Division of Labor
Building Pipeline
Find the right people Lead Builder is critical in preventing leads from slipping through the cracks
Reach out at the right time Listen for social triggers to help you engage
PlatinumINSURANCE
PlatinumINSURANCE
Platinum Insurance Financial Services
Platinum Insurance Financial Services
Platinum Insurance celebrates 50 years of services at headquarters and branch offices.
Carl Simmons VP of Operations Platinum Insurance
Anna Wong Sales Manager Platinum Insurance
prwire.com Earthquake fundraising efforts sponsored by Platinum Insurance
Leverage the power of relationships to boost win rates A decision maker is 5x more likely to talk to me if I’m introduced to them
Lead recommendations at Platinum Insurance
Noah Gold Chief Business Development Officer at Platinum Insurance Yuma, Arizona Area Financial Services
If no relationship is there, use insight Every other salesperson has a name and a title—how is your outreach unique?
Chief Business Development Officer Last contacted: 3 weeks ago
Platinum Insurance shared updates
Your leads at Platinum Insurance shared updates
See all leads at Platinum Insurance
Platinum Insurance
Platinum Insurance elects new board member
Top 10 insurance firms by customer approval rating.
Reach out to multiple stakeholders The average deal includes 6.8 people whose opinions dictate buying or not buying
Noah Gold Chief Lending Officer at Community Bank Yuma, Arizona Area Financial Services Previous positions Financial Assets Inc., Wealth Owners Ltd.
Lead recommendations at Platinum Insurance See your saved leads at Platinum Insurance
Noah Gold Chief Business Development Officer, Platinum Insurance Yuma, Arizona Area Financial Services
Tips for increasing response rates • Use insights about the prospect’s company
to personalize the InMail • Mention:
• Prospect’s experience • Items from their profile • What you know of their company,
industry or a recent post
• Keep to a relatively informal tone offering a conversation, not a hard sales message
RE: LinkedIn Sales Solution and Company ABC George Thomas CEO, Company ABC July 24 2015 3:59PM
Growing Deals & Mid-stage Deals
Tips for increasing win rates and deal size Use Lead Recommendations and Saved Searches • Are there other buying centers? • Are there higher-ups that can be a supporter? • Are there new hires who are potential buyers? Be agile, there’s more than one way to skin a cat • Decision makers aren’t always signers • Use social insights to weave into your messages • Transparency is your friend
Aim to provide insight and context in each conversation • Don’t let connections go cold, keep leaders who you’ve engaged with
updated of what’s happening
SD Workflow Engaging prospects & building relationships
Ross Gordon Senior Sales Development Consultant, Financial Services LinkedIn Sales Solutions
The Challenge for SDs • How do we produce a high volume of outreach while maintaining
great quality? • How is Sales Navigator the best solution to solve this problem?
Partnership with AE • How do I ensure my AE overachieves her quota? • Division of Labor (account level, prospect level, etc.) • Collaboration (insights, alerts, groundswell, C-level buy in, etc.)
Inbound & Outbound • Find the Right People Quickly (buying committee) • Engage With Insights (business & personal) • Build Strong Relationships (uncover warm introductions)
Inbound Example
Community Bank Financial Services
Community Bank Financial Services
Chief Lending Officer, Community Bank Previous Job: SVP, Community Bank
Noah Gold has a new job Chief Lending Officer, Community Bank Yuma, Arizona Area Financial Services
Community Bank
Noah Gold Chief Lending Officer at Community Bank Yuma, Arizona Area Financial Services Previous positions SVP, Community Bank VP, Community Bank
Lead recommendations at Platinum Insurance See your saved leads at Platinum Insurance
Noah Gold Chief Lending Officer, Community Bank Scottsdale, Arizona Financial Services
30
Multithread
Outbound: Timing Example
Joan Smith Chief Business Development Officer at Platinum Insurance
New Potential Lead at Platinum Insurance
Top 25 Insurance Leaders Share the Best Business Advice They’ve Ever Gotten
Stacy Rains
TeamLink (serendipity) Engage through your company’s network
Noah Gold Chief Lending Officer at Community Bank Yuma, Arizona Area Financial Services Previous positions Financial Assets Inc., Wealth Owners Ltd.
Lead recommendations at Platinum Insurance See your saved leads at Platinum Insurance
Joan Smith Chief Business Development Officer, Platinum Insurance Yuma, Arizona Area Financial Services
33
Who’s Viewed Your Profile Quickly see prospects who view your profile
Joan Smith Chief Business Development Officer, Platinum Insurance Yuma, Arizona Area Financial Services
Personalization
Ross
Hi Joan, First off, see you just started your new role at Platinum Insurance! How’s it going so far – transitioning companies is always a hectic and exciting time. Couldn’t help but notice we have a mutual connection – Sarah Tran. Know her from an old project we worked on back in the day. Do you both keep in touch after college? My team here at LinkedIn works with insurance and claims firms to enable a more effective and efficient client/referral origination process and I help support the Platinum Insurance relationship. Would be great to share with you how we've helped peer firms quickly build relationships with adjusters, case managers and insurance professionals by better leveraging LinkedIn. Do you have some time later this week to further discuss for 20 mins? Best, Ross
Joan Smith Chief Business Development Officer, Platinum Insurance Yuma, Arizona Area Financial Services
Sales Navigator helps build pipeline • Make multithreading easy • Provide reps with timely information • Helps reps balance high volume of activity • Enhance outreach with relevant talking points
Closing Thoughts
Craig Paris Head of Enterprise Sales, Financial Services LinkedIn Sales Solutions
When Closing Business Relationships Are Key!
Important to:
Multithread to reach the whole buying panel
Lead with relevant information
Leverage social signals to stay engaged
Drive revenue and achieve goals
Social Sellers See More Success
45% 51% 78% Create more opportunities
More likely to achieve quota
Outsell peers who don’t use social media
Questions?
Kayla Wills Account Executive
linkedin.com/in/kaylawills
Craig Paris Head of Enterprise Sales linkedin.com/in/craigparis
Ross Gordon Senior Sales Consultant
linkedin.com/in/rosscgordon
lnkd.in/letschat