Social Selling Roadshow - San Francisco
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The document summarizes a social selling roadshow event hosted by LinkedIn. It discusses how conventional sales tactics are losing deals due to complex buying committees and heightened buyer expectations. Modern selling techniques presented include targeting the full buying committee, understanding buyers before engaging, and maintaining engagement from first contact to final contract. Tools from LinkedIn like Sales Navigator can help sellers map accounts, understand buyers via social signals, and facilitate engagement through connection paths and feedback loops. Recent and upcoming improvements to Sales Navigator that help sellers work together within and across teams and with partners are also outlined.
![“[Using social signals] allows me to
have a much more targeted plan for
approaching prospective clients. I can
ask about the new office they’ve
opened or a new product that’s coming
out.”
Gary James
Regional Sales Leader](https://image.slidesharecdn.com/roadshowdecksf-170607205243/85/Social-Selling-Roadshow-San-Francisco-25-320.jpg)
Social Selling Roadshow - San Francisco
- 1. Social Selling Roadshow An Inside Look at Social Selling with LinkedIn
- 2. Today’s agenda 3:00 Registration & Networking 3:30 State of Sales Keynote 4:00 Modern Sales in Practice 4:45 Future of Sales with LinkedIn 5:15 Networking Reception
- 3. The State of Sales 2017 Mike Derezin Global Vice President of Sales LinkedIn Sales Solutions
- 4. Global State of Sales Survey
- 5. Conventional Sales Tactics Are Losing Deals
- 6. Conventional Sales Wisdom Call High Lead with Great Questions Touch 7 Times
- 7. 6.8 Decision makers per deal 58% Decisions made outside of C suite Call High
- 8. 77% Buyers who believe sales doesn’t understand business Lead with a Great Question
- 9. Touch the Prospect 7 Times
- 10. Conventional Sales Wisdom Call High Lead with Great Questions Touch 7 Times
- 11. Call High Lead with Great Questions Touch 7 Times Conventional Sales Wisdom Complex Buying Committees Heightened Buyer Expectations Conventional Tactics Don’t Deliver+ =
- 12. Modern Selling Target the full buying committee Understand before you ask Engage from 1st contact to final contract
- 13. Modern Selling Target the full buying committee Understand before you ask Engage from 1st contact to final contract
- 14. Billions of Members, Trillions of Data Points World’s Largest Social Network World’s Largest Professional Network World’s Largest Presidential Megaphone Share Ideas Provide Updates Follow Influencers Get Advice Learn Skills
- 15. Target the Full Buying Committee Buying CommitteesPotential Customers
- 16. The 10 New Sales Essentials The three account mapping tools Sales Filters Lead Bot Integrated Data
- 18. Account Mapping Tools Lead Bots Suggested Leads Twitter Recommendations
- 19. Account Mapping Tools Integrated Data CRM Sync
- 20. Kaiser Yang SVP, Managing Director, Chief Strategist “Staying focused is important. That’s where having Sales Navigator is so critical: to make sure that you’re focusing on the right priorities, accounts, and contacts. It’s a great tool to zero you in.”
- 21. Modern Selling Target the full buying committee Understand before you ask Engage from 1st contact to final contract
- 22. Tap Into Social Signals to Understand Your Buyer Buying Committee Social Signals Account Sweet Spot
- 23. The 10 New Sales Essentials The three account mapping tools The five social signals Sales Filters Lead Bot Integrated Data The job change The hiring burst The new connections The content shares The social comments
- 24. Social Signals The content shares The social commentsThe job change How do we show a hiring burst?
- 25. “[Using social signals] allows me to have a much more targeted plan for approaching prospective clients. I can ask about the new office they’ve opened or a new product that’s coming out.” Gary James Regional Sales Leader
- 26. “I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.” Rick Vangrin Sales Director
- 27. Modern Selling Target the full buying committee Understand before you ask Engage from 1st contact to final contract
- 28. Engage from 1st contact to final contract Sales Pro Mutual Acquaintance Customer
- 29. The 10 New Sales Essentials The three account mapping tools The five social signals Sales Filters Lead Bot Integrated Data The job change The hiring burst The new connections The content shares The social comments Feedback loopsConnection paths The two engagement tools
- 30. Engagement Tools Connection Paths Feedback Loops
- 31. “I was intrigued by a post my prospect wrote and reached out with my perspectives. She agreed to a meeting and introduced me to the right decision maker.” Jeff Andrews Account Executive
- 32. 90% Top Sales Pros Using These Techniques 80% Stealth Competitors In Accounts Good News. Bad News. Source: State of Sales Survey 2016. Frederiksen, L.W. and Taylor, A.E. (2010) Spiraling Up: How to Create a High Growth, High Value Professional Services Firm. Reston, Virginia: Hinge Research Institute.
- 33. What are you doing to dispel sales myths in your organization?
- 34. 3 Things You Can Do Today sales.linkedin.com Train to Listen for Social Signals Arm Your Team with the Right Tools Measure for Success and ROI
- 36. Modern Sales in Practice John Meere Head of Customer Success, LinkedIn Sales Solutions Steven Broudy Director of Inside Sales, Mulesoft Matt Amundson Vice President of Sales Development & Field Marketing, Everstring Holly Proctor Key Accounts Sales Leader, LinkedIn Sales Solutions
- 37. Future of Sales with LinkedIn Doug Camplejohn Head of Product LinkedIn Sales Solutions
- 39. System of Record CRM System of Communication EMAIL System of Engagement LINKEDIN EMAIL LINKEDIN CRM
- 40. A system salespeople want to engage with Integrates deeply with the tools you use everyday Automatically stays up-to-date Minimizes data entry Answers the question “What is the next best action I should take?” System of Engagement
- 41. System of Communication EMAIL System of Record CRM System of Engagement LINKEDIN
- 42. Sales Navigator The best version of LinkedIn for salespeople
- 43. The most powerful people and company search Sales Navigator Today Automatic lead and account recommendations Integrations into CRM and Email systems TeamLink: find warm introduction paths InMail: reach prospects directly Prospect news and alerts Desktop and mobile apps
- 44. Working Together Sales Navigator 2017:
- 46. Recent Releases
- 47. PointDrive Recent Releases: Across Company TeamLink Extend
- 48. Single Sign-On Recent Releases: Product Platform ROI Reports
- 49. Recent Releases: With Partners Write activity data to CRMAdmin Sync
- 50. Coming Soon
- 51. Collaboration Coming Soon: Within Sales Team
- 52. Coming Soon: Within Sales Team Multi-Level Reporting
- 53. Coming Soon: Across Company LinkedIn Ad Integration
- 54. Coming Soon: With Partners Support for additional platforms
- 55. Coming Soon: Product Platform Unified Admin and Billing
- 56. Thank you Happy Hour & Networking Submit surveys to the registration desk for a Starbucks gift card!
- 57. Social Selling Roadshow An Inside Look at Social Selling with LinkedIn