2. A G E N D A
Mike Derezin
Vice President, Sales Solutions
The Era of Social Selling
Harsha Sundararaman
Head of SMB Sales, Asia
Sales Then & Now
Asian Innovation in Social
Introductions & Opening
Closing & Networking
Mac Witmer
Sales Development Representative
Shweta Verma
Global Account Manager, LinkedIn Sales Solutions
9. 9
Focus on the
right people and
companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
T H R E E T H I N G S S O C I A L S E L L E R S D O
17. 5X
More likely to engage with sales
professionals via warm introduction
than cold outreach.
18. Establish a professional presence on
LinkedIn with a complete profile
Create a professional brand
Prospect efficiently with powerful
search and research capabilities
Find the right people
Discover and share valuable information to
initiate or maintain a relationship
Engage with insights
Expand your network to reach prospects and
those who can introduce you to prospects
Build strong relationships
S O C I A L S E L L I N G D E F I N E D
Laggards
0 100
Leaders
19. 26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.6
4.8
1.7
8.9
SSI measures your performance across the
four pillars of social selling
Social Selling Index measures
adoption of LinkedIn social selling
practices on a 0-100 scale
Performance on four key
dimensions, each worth 25 points
20. 26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.6
4.8
1.7
8.9
Singapore
10.1
5.6
1.8
8.8
26.3
How are all sales professionals in Singapore
doing?
21. 26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.6
4.8
1.7
8.9
How are we doing in the room?
Today’s
Room
14.8
12.1
4.5
17.0
48.4
Singapore
10.1
5.6
1.8
8.8
26.3
22. T H E S O C I A L S E L L I N G I M P A C T
SSI leaders create
45% more opportunities per quarter
than SSI laggards.
SSI leaders are
51% more likely to hit quota
than SSI laggards.
45%more opportunities
51%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
24. A S I A N I N N O V A T I O N
I N S O C I A L S E L L I N G
Shweta Verma
Global Account Manager, LinkedIn Sales Solutions
25. APJ CASE STUDY
Sales pipeline increased
by more than
4M
in revenues directly attributable to Sales
Navigator in Asia from first phase
or more
US$300K
Sales Navigator directly
responsible for several
individual deals of
40%
26. Prospecting in the “Social” Era
26
Lead update – shows a potential lead at KPMG just
posted an update about speaking at a conference
27. Prospecting in the “Social” Era
27
TeamLink shows a colleague can give me a
warm intro and Lead Recommendation
shows other DMs for multi-threading
28. Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
LinkedIn rep, Andrew, is trying to build a new relationship with Panasonic but customer is
not interested. Typically, when this happens the rep closed disengages the deal in CRM
and moves on to next account or buying center
Social Buying Meets Social Selling:
How Trusted Networks Improve the Purchase Experience
“Andrew thanks,
but no thanks”
29. … A few months later
Andrew’s notified that there is
a new Country Head at
Panasonic
Jason Coleman Director (Country Head),
Business Systems Group
at Panasonic connected to someone in
your network
30. TeamLink shows Andrew that
one of his own colleagues can
introduce him to Jason and
Lead Recommendations
shows him other CXO DMs in
Panasonic
Warm intro leads to the meeting
and signed contract soon after
31. GETTING STARTED WITH SOCIAL
• Elevate your professional brand –
transform your profile
• Expand your network – add connections
• Lead with Insights – be thought leaders
Additional tools & resources available via your
LinkedIn team to empower your sales teams
Three points to highlight:
Among the first members to join LI. If you are among the first 30 million users, then you are an early adopter as the network now is at 350 Millions
Profile views in the last 90 days. These are branding opportunities. When your sales reps send out an invitation to meet an important client that he/she has not met before, the person will look at the Linkedin Profile to determine if they want to take the meeting or not. Right after this event, we have a Professional Branding Booth run by Edwin. Please see him to get advice on how to improve professional brand.
This include a portion on SSI score. Please briefly explains to them what SSI score is. Edwin at the Professional Branding Booth will answer your questions about SSI score.
So, enough about LinkedIn. Why are we here today?
If you think about buyer and seller relationships…it used to be very 1:1, face to face relationships where sales reps were limited to the ‘who they knew’ and referrals from existing customers. With the advent of technology like the internet, buyers can find lots of information about what they need. Buyers are increasingly relying on the internet to do their own research. Technology also made it easier for sales professionals to bombard buyers (with emails, with phone calls). However….we’ve veered too far. Let me share with you a staggering fact…
50% of B2B decision-makers /influencers say they aren’t the right person to contact about new business when sales reps contact them. That’s 1 out of every 2 people.
I want to take a step back and start thinking about…how…the dynamic between sellers and buyers have somewhat changed. [key takeaway: we want to bring 1:1 relationships to scale]
Family-run company
As companies have become less intimate and less personal, companies realized that, in order to compete, they had to try to maintain the level of trust that a family-run company had with his or her customers. That led to massive investments in brands – Wal-Mart, Oracle. They have built brands so that you know they’re high quality, reliable, etc.
Every customer couldn’t know and trust the owner but every customer could know and trust the brand, the thinking went.
But in the new economy, constant connectivity, someone somewhere knows someone somewhere…and this leads…to personalized relationships…done at scale.
“Who in the room takes cold calls? When was the last time you took a cold call?” With so many offers to choose from, we found that B2B buyers were 5X more likely to engage with sales professionals who were introduced to them through someone in their professional network.
You used to be able to reach your buyer with cold calling. But buyers are overwhelmed with cold outreach. They’ve put up a brick wall.
In fact, according to Harvard Business Review, 90% of c-level execs ignore cold outreach. That means you’re only reaching 10% of all decision makers.
So how can you continue to build relationships if you can’t reach them?
What would have happened in salesforce. Rep would have closed the deal, it would have been dead and only revisited in 2015 in the best case. With alerts we would not have won the deal, sales navigator is what makes the difference.