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LinkedIn Social Selling Index Introduction
The document presents a framework for building a social selling program, emphasizing the importance of understanding buyers and leveraging professional networks. It highlights findings from a study on social media's role in sales and introduces the LinkedIn Social Selling Index as a metric for assessing social selling effectiveness. Real-world examples showcase the substantial impact of social selling on revenue and pipeline growth.
LinkedIn Social Selling Index Introduction
- 1. Building a SocialSelling Program Ralf VonSosen, LinkedIn Sales Solutions @rvonsosen Anneke Seley, Reality Works Group @annekeseley
- 2. Presenters Ralf VonSosen Head of Marketing for Sales Solutions, LinkedIn linkedin.com/in/ralfvonsosen @rvonsosen Anneke Seley CEO, Reality Works Group (formerly Phone Works) Coauthor, Sales 2.0 www.linkedin.com/in/annekeseley @annekeseley
- 3. Agenda  One viewon Social Selling  SMA Study of Social Media in Social Selling  LinkedIn Social Selling Index  Making Social Selling a Reality
- 4. Been on thecourse lately? What social selling is not. 4
- 5. Buying process has fundamentallychanged. LinkedIn Confidential ©2013 All Rights Reserved
- 6. Ralf VonSosen Head of Marketing at LinkedIn Sales Solutions 1,350 1st Degree Connections on LinkedIn LinkedIn Confidential ©2013 All Rights Reserved 6
- 7. “ People buy from People, (1) who understand their business, (2) understand them, (3) and trust to solve their problems. “
- 8. Social Selling Changesthe Game Jack Clarke Lucy River Find Relate Engage • Leverage Pro Networks • Focus on Real People • Leverage Warm Introductions • Expanded Company Network • Gather Intelligence • Meaningful Conversations • Target Decision-makers • Deliver Relevant Information • Collaborative Buying Process
- 9. How strong isyour Social Selling foundation? Low High “Laggards” “Tip-Toers” “Leaders” Find Low High Buy Lists Leverage Professional Networks Limited to Private Rolodexes Expand to Company Social Network Spray & Pray to Find Decision-makers Target Decision-makers Relate Low High Speed through Contacts Records Focus on Real People Limited to CRM Record Gather Intelligence with Internet Profile Pile On More Data Discover More Insight Engage Low High Pound through Cold Calling Leverage Warm Introductions Push the Sales Pitch Have a Meaningful Conversations Drive Cookie-cutter Sales Process Collaborate in Buying Process 9
- 10. Social Media andthe Sales Organization Research Conducted by:
- 11. Adoption: It’s StillEarly Which selection below best describes your organization's efforts to use social media in the sales organization?
- 12. Customer Engagement Which bestdescribes the engagement of your organization's important customers?
- 13.
- 14. For what areyou using social media?
- 15. How active areyou on social media? 6.0 4.0 2.9 3.4 5.3
- 16. We Have ASocial Media Strategy… …for my (total) organization … for my sales organization
- 17. Sales Force’s Understandingof Social Media My sales organization has a solid I have received sufficient training understanding of how to use from my organization on using social media. social media.
- 18. Tremendous Upside forSales My sales organization would be more productive our organization had a greater social media presence.
- 19. Introducing ….. LinkedIn Social SellingIndex @linkedinselling
- 20. What goes intothe LinkedIn Social Selling Index “100” •Brand •Reach •Gather Intelligence “Leaders” •Contribute Insights “Tip-Toers” “0” “Laggards”
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- 23. Gathering Intelligence 23 23
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- 25. What goes intothe LinkedIn Social Selling Index “100” •Brand •Reach “Leaders” •Gather Intelligence •Contribute Insights “Tip-Toers” “0” “Laggards”
- 26. How do wecompare to competitors? @linkedinselling 26
- 27. Your Social SellingIndex 27
- 28. Your Social SellingIndex vs. Competitors 28.9 Your Social Selling Index
- 29. How you arealready using LinkedIn. @linkedinselling 29
- 30. Activity – Powervs. Standard
- 31. Who is aLinkedIn Power User (Premium Subscriber)?
- 32. LinkedIn Social Selling Index Timeto get yours! @linkedinselling
- 33. Get your LinkedInSocial Selling Index http://linkedinsocialsellingindex.com 33
- 34. Scalable Social Selling: RealWorld Examples Anneke Seley @annekeseley CEO, Reality Works Group, formerly Phone Works Coauthor, Sales 2.0 © 2012. All rights reserved.
- 35. Real World Results 80% of revenue 88% of pipeline © 2012. All rights reserved.
- 36. Real World Results Order volume increased 4x. © 2012. All rights reserved.
- 37. What are theirstories? © 2012. All rights reserved.
- 38. Discussion Questions © 2012.All rights reserved.
- 39. Justifying Social Sellingto Executives “ “ From 2011 TeleWeb Buyer Preference Study © 2012. All rights reserved.
- 40. Who Can DriveScalable Social Selling and Results? Inside Sales Leaders © 2012. All rights reserved.
- 41. What’s YOUR socialselling story? © 2012. All rights reserved.
- 42. Q&A Ralf VonSosen Head of Marketing for Sales Solutions, LinkedIn linkedin.com/in/ralfvonsosen @rvonsosen sales.linkedin.com Presenters Linkedinsocialsellingindex.com Anneke Seley CEO, Reality Works Group (formerly Phone Works) Coauthor, Sales 2.0 www.linkedin.com/in/annekeseley @annekeseley sales20book.com realityworksgroup.com
Editor's Notes
- #34Â Social Selling for Executives: What the Management Team Needs to Know to Succeed with Today's CustomersAre you a top executive in sales and marketing wondering how a social media strategy fits in your business? Or are you a sales or marketing professional who wants to discuss the benefits of social selling with your manager, an executive team or board of directors? Listen in as Anneke Seley presents data, metrics and customer case stories to illustrate: Why and when you should include social media in your selling strategyHow companies large and small are using social sellingHow you can get started with social selling
- #35Â Describe Pakra and social selling process.Target list of 10-15 companies per week. Research and connect on LinkedIn.Move to email/phone. Schedule a demo. Conversion time from demo to close reduced over 20%33% of accounts in one target industry closed due to social selling.
- #37Â From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
- #38Â From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
- #39Â From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
- #41Â From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.