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LinkedIn Social Selling Breakfast - Mountain View
The document outlines a social selling initiative led by Joan Foley from LinkedIn, emphasizing the importance of building relationships with buyers through social media platforms, particularly LinkedIn. It details the components of social selling, which include creating a professional brand, finding the right people, engaging with insights, and building strong relationships, with each component contributing to a Social Selling Index score. The document also encourages actionable steps for improving one's social selling strategy, such as personalizing messages and leveraging warm introductions.
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LinkedIn Social Selling Breakfast - Mountain View
- 1. 1 The Key toSocial Selling MOUNTAIN VIEW BREAKFAST
- 2. 2 Welcome MOUNTAIN VIEW 8:30-9:00 Registration& Breakfast 9:00-9:25 Intro to Social Selling 9:25-9:50 Customer Panel 9:50-10:00 Q&A
- 3. Intro to SocialSelling Joan Foley Head of Enterprise Sales, West LinkedIn Sales Solutions
- 4.
- 5. 5 Our vision Connect theworld’s buyers and sellers to build relationships.
- 6. Social selling ishappening across all social media
- 7. For B2B, LinkedInis at the bulls eye
- 8.
- 9.
- 11. HIRE MARKET SELLWORK
- 12. 12 Why is socialselling here today?
- 13. #SalesConnect The Buying ProcessHas 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
- 14. 5X More likely toengage with sales professionals via warm introduction than cold outreach 14
- 15. Focus on theright people and companies Stay informed on key updates at your target accounts Build trust with your prospects and customers Building relationships with prospects and customers is different in this new normal. You need to:
- 16. Get More Outof LinkedIn with LinkedIn Sales Navigator
- 17. Social Selling: Components &Measurement
- 18. The Components ofSocial 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
- 19. • Publish brand- relatedcontent • 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:
- 20. 2. Find theRight 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
- 21. • 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.
- 22. Miranda closed acontract with ABC Pharma and now she can leverage her relationship with the CEO for additional business and introductions 4. Build Strong Relationships
- 23. #SalesConnect Laggards 1000 20 4060 80 How LinkedIn Measures Social Selling Social Selling Index (SSI) Leaders
- 24. Here’s My Score:Still Room for Improvement! Check your SSI score at: sales.linkedin.com
- 25. #SalesConnect 1000 20 4060 80 Social Selling Index (SSI) The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters ‘12-’14 ’18-’19 ’20+ ‘15 ’16-’17 28.2 2015 12.2 2012
- 26. 2x The impact ofSSI New clients Meetings secured Opportunities generated
- 27. 27 Call to Action:Start Social Selling Build Strong Relationships Create a Professional Brand Find the Right People Engage with Insights For more on LinkedIn Sales Navigator, visit sales.linkedin.com Polish Your LinkedIn Profile Learn what they care about Leverage Warm Introductions Use Personalized InMails Measure Your Success Track Social Selling Index
- 28. 28 Customer Panel John Richards EnterpriseRelationship Manager, West
- 29. Anthony Cerche Senior Manager,Go-To-Market Operations Juniper Networks linkedin.com/in/anthony- cerché-540971 Buying and Selling in the Digital Age Bobby Alvarez Senior Manager, Sales Enablement SumoLogic linkedin.com/in/bobby- alvarez-26ab366
- 30. Learn moreat sales.linkedin.com Q&A 30 Anthony Cerche Senior Manager, Go-To- Market Operations Juniper Networks linkedin.com/in/anthony- cerché-540971 John Richards Relationship Manager LinkedIn linkedin.com/in/jsrichards89 Joan Foley Head of Enterprise Sales, West LinkedIn linkedin.com/in/joanfoley Bobby Alvarez Senior Manager, Sales Enablement SumoLogic linkedin.com/in/bobby- alvarez-26ab366
- 31. ©2014 LinkedIn Corporation.All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved. sales.linkedin.com