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LinkedIn Social Selling Workshop - Austin
The document summarizes a LinkedIn social selling workshop which covered: 1. Foundations of social selling and why reps lose deals by not understanding buyers or staying connected 2. How social selling utilizes social networks to build relationships and engage prospects 3. How LinkedIn Sales Navigator helps sellers expand their network and access prospects 4. Examples of successful social selling programs and best practices for implementation including creating awareness, providing education, and ensuring accountability. 5. Data showing the increases in opportunities, deal size, and ROI that social selling programs can provide.
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LinkedIn Social Selling Workshop - Austin
- 1. LinkedIn Social SellingWorkshop 1
- 2. Agenda 2 • Foundations ofSocial Selling • What Social Selling Success Looks Like • Best Practices for Implementing a Social Selling Program • Q&A • Networking
- 3. Foundations of SocialSelling Vidya Subramanian Americas Acquisition, LinkedIn Sales Solutions
- 4. Why reps losedeals people on average are involved in the buying decision 5.4 Missing critical players 77% of buyers don’t believe that sales understands their business and don’t think they can help Saying the wrong things of forecasted deals go dark 24% Losing touch with prospects
- 5. Social Selling A modernapproach to sales that utilizes information from social networks to grow your business
- 6. Social Selling Behaviors Createa professional brand Find the right people Build strong relationships Engage with insights
- 7. LinkedIn has awealth of information on the people and companies with whom you want to build relationships 430M+ Members worldwide 7M+ Global companies 159MMonthly unique visitors 2B+ Updates per Week
- 8. To tap intothe power of LinkedIn for sales, you need to expand your access and tailor your experience Today: your personal network All that LinkedIn has to offer YOU Just what you need for sales
- 9. Where Sales NavigatorComes Into Play
- 10. Social Sellers SeeMore Success 45% 51% 78% Create more opportunities More likely to achieve quota Outsell peers who don’t use social media
- 11. Day in theLife: Sales Navigator Andy Solty Enterprise Sales, LinkedIn Sales Solutions
- 12. What Social SellingSuccess Looks Like Erica Benton Customer Marketing, LinkedIn Sales Solutions
- 13. Social Selling Leaders AmyMcCampbell Director of Sales Alchemy Systems Tyler Afflixio Inside Sales Manager Spredfast Jesse Weber Senior Managing Director Newmark Grubb Knight Frank
- 14. Best Practices forImplementing Social Selling Programs Andy Solty Enterprise Sales, LinkedIn Sales Solutions
- 15. Social Selling Works 40% increasein pipeline 3.2x increase in deal size 171x return on investment
- 16. You can’t managewhat you can’t measure
- 17.
- 18. Awareness Implementing Social SellingPrograms Best Practices Communicate your vision Get executive sponsorship Help define and align program to business objectives Partner on a path to success tailored for your team How LinkedIn Can Help
- 19. Education Implementing Social SellingPrograms Build a social selling culture Coach for social selling behaviors Best Practices Share best practices and learnings Provide dedicated resources for training How LinkedIn Can Help
- 20. Implementing Social SellingPrograms Track Metrics & Attribution Build an ROI Story Provide Social Selling Index (SSI) as KPI Support management with usage reporting and analytics How LinkedIn Can Help Accountability Best Practices
- 21. Social Sellers SeeMore Success 45% 51% 78% Create more opportunities More likely to achieve quota Outsell peers who don’t use social media
- 22. Implementing Social SellingPrograms • Track metrics and attribution • Build an ROI story Accountability • Build a social selling culture • Coach for social behaviors Education • Communicate your vision • Get executive sponsorship Awareness
- 23.
- 24. sales.linkedin.com Ready to GetStarted?