LinkedIn New Zealand: Sales Solutions
-
Upload
linkedin-sales-solutions -
Category
Technology
-
view
799 -
download
0
Transcript of LinkedIn New Zealand: Sales Solutions
How Top Sales Teams Leverage LinkedIn for Social Selling
Dana Feldman, Head of SMB
LinkedIn Sales Solutions
March 19th, 2014
Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
and relationships.
The world and buyers have changed
97% 75% 57% Of the time cold calls do not work
B2B purchases influencedby social
Of the buying processis complete before
sales rep involvement
Sources: CEB, Connect & Sell, IBM Buyers Preference Study
Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?
1000
LeadersLaggards
7
Why Is Social Selling Index Important?
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
Social Selling Index in NZ is Increasing
24
15
Avg. Social Selling Index
53
2012
2013
+50%
*Data comparing Jan 2013 to Jan 2014
12
18
HowHow do I get
a warm intro?
LSS 11©2013 LinkedIn Corporation. All Rights Reserved.
+277MMembers (including 4.8M
in Australia)
+2Bmember updates
per week
Billionsconnections
How Sales Navigator helps frontline sales teams
WhatWhat to
talk about?
WhoWho are the Right People?
• Lead Builder• Search Filters• Search Alerts
• Profile Organizer• Who Viewed Me• 3rd Degree
• TeamLink • InMails• Introductions
Search Named accounts Geography Functional role Keywords
1
2 Filter Company Size Fortune 1000 Seniority Level Function
3 Save
1. Who is the right person?Leverage LinkedIn to be targeted on who to approach
2
Find a common connection
This profile fits all my criteria, and has a connection to someone in our Canadian office
Meeting with prospect set up
©2013 LinkedIn Corporation. All Rights Reserved.
1
Asks teammate for an introduction
3. Engage using your networkLeverage both your network and your companies network
Series1
LinkedIn social selling case study107% more likely to close a deal
Base win rate Win rate with social
selling
+ 44%
+ 63%
Targeting the right person
Using a connection
+ 107%