LinkedIn Social Selling Breakfast - San Francisco
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Transcript of LinkedIn Social Selling Breakfast - San Francisco
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The Key to Social Selling SAN FRANCISCO BREAKFAST
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Welcome SAN FRANCISCO
9:00-9:30 Registration & Breakfast 9:30-9:50 Intro to Social Selling 9:50-10:20 Customer Panel 10:20-10:30 Q&A
Intro to Social Selling
Andy Kellam LinkedIn Sales Solutions
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Source: Brent Adamson, Author, The Challenger Sale.
Simplifying Truth #1: We are all selling the same thing.
Change.
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Simplifying Truth #2: Your customers won’t change to you if you’re not talking to
them.
#SalesConnect
The Buying Process Has Changed
people are now involved in the average B2B
buying decision
of B2B buyers now use social media to be more
informed on vendors
of decision-makers say they never respond to cold
outreach
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Social Selling Defined
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Our vision
Connect the world’s buyers and sellers to build relationships.
400M+
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You have vast and important networks
201,517 Connections
41% Director & Above Connections
13% of Connections outside your Country
5X More likely to engage with sales professionals via warm introduction than cold outreach
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Social Selling: Components & Measurement
The Components of Social Selling
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Each component is part of your Social Selling Index score and valued at 25 points for a total possible score of 100
• Publish brand- related content
• Ensure a professional photo
1. Create a Professional Brand
Miranda Baylor Supporting Bio-Pharmaceutical Innovation at XYZ Co.
XYZ Co. New State Co. Alma Mater University
Current: Previous: Education:
Published by Miranda:
2. Find the Right People
VP, Genco Pharmaceuticals
Senior Director, HealthTech Co.
President and CEO, Pharma Co.
Sinjin Sohnerhalsen
Radhika Rajagopalan
Ed Simcoe
Sr. Director – Quality and Assurance, Genco Pharmaceuticals Director, QA / Compliance at Genco Pharmaceuticals
Group Leader, Technico Health
Vice President, North America Generics at Benin Laboratories Head of Operations and Bus Dev at Benin Laboratories
• Personalize your messages
• Join groups that your prospects might find of interest and engage with content and comments that show your added value
3. Engage with Insights
Ed Simcoe President and CEO, Pharma Co.
Noticed you’ve used MyProduct previously
Hi Ed, I noticed that you previously were at Benin Laboratories and likely used ABC Co’s MyProduct. Would you be interested in looking at using MyProduct for your new company? Let me know if you would like to set up a time to chat about it.
Miranda closed a contract with ABC Pharma and now she can leverage her relationship with the CEO for additional business and introductions
4. Build Strong Relationships
#SalesConnect
Laggards
100 0 20 40 60 80
How LinkedIn Measures Social Selling Social Selling Index (SSI)
Leaders
#SalesConnect
100 0 20 40 60 80
Social Selling Index (SSI)
The Chasm
Early Majority Late Majority Laggards Innovators and Early Adopters
‘12-’14 ’18-’19 ’20+
‘15
’16-’17
28.2 2015
12.2 2012
Here’s My Score: Still Room for Improvement!
Check your SSI score at: www.linkedin.com/sales/ssi
Who are the Social Selling leaders in the room?
1 89 Paul Ratner
3 85 Drew Spitzer
2 87 Kristen Hayward
4 84 Shane Oren
5 84 Michelle Maltzahn
6 82 Michele Marshall
8 81 Scott Oliker
7 81 Lisette Cruz
9 81 Jonno Burden
10 80 Jeff Eyet
* Data represents the previous month’s SSI score and is not representative of a cohort.
2x The Impact of Social Selling
New clients
Meetings secured
Opportunities generated
System of Record
System of Communication
System of Engagement
We don’t want to replace CRM
System of Record
System of Communication
System of Engagement
We don’t want to replace email or phone
We want to be the System of Engagement
System of Record
System of Communication
System of Engagement
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Customer Panel
Joan Foley LinkedIn Sales Solutions
Buying and Selling in the Digital Age
Shane Oren Regional Sales Director
NetSuite linkedin.com/in/shaneoren
Paul Ratner Director, Suite & Hospitality Solutions
Golden State Warriors linkedin.com/in/paratner
Learn more at sales.linkedin.com
Q&A
Shane Oren Regional Sales
Director NetSuite
linkedin.com/in/shaneoren
Paul Ratner Director, Suite & Hospitality
Solutions Golden State Warriors
linkedin.com/in/paratner
Joan Foley Head of Enterprise
Sales, West LinkedIn
linkedin.com/in/joanfoley
Andy Kellam Head of MidMarket
Sales, West LinkedIn
linkedin.com/in/andykellam
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