From Silicon Valley straight to you, this is your chance to see how our LinkedIn reps achieve sales success and continue to stay ahead of the pack. Join LinkedIn's Dominic Archibald, North American Head of Marketing for LinkedIn Sales Solutions, and Krishna Zulkarnian, APAC Head of Marketing, Sales Solutions for a best practices webinar about how social selling plays a unique role for success within sales, prospecting, and account management. Discover the many benefits of a collaborative approach to driving new business.

1. ©2013 LinkedIn Corporation. All Rights Reserved.
Live Webcast
An Inside Look on How LinkedIn Trains its Sales Reps
February 11th, 2016
Dominic Archibald
Head of Marketing
LinkedIn Sales Solutions, NAMER
www.linkedin.com/in/dominicarchibald/en
Krishna Zulkarnain
Head of Marketing
LinkedIn Sales Solutions, APAC
www.linkedin.com/in/krishnazulkarnain

2. LinkedIn Confidential ©2013 All Rights Reserved
Buying and Selling in the Social Age
Q&A
Webinar Agenda
LinkedIn’s Secret Sauce

3. Krishna Zulkarnain– Head of Marketing APAC
LinkedIn Sales Solutions
Singapore
Buying & Selling in the Social age

4. 4
SALES PROFESSIONALS
in10
WILL ACHIEVE
QUOTA
LESS THAN
38%
- Aberdeen Group

5. Digital world.

9. 1.Online Research
2.Social Proof
3.Third Party Validation

10. of decision makers say they
never respond to cold outreach
90%
of B2B buyers now use social
media to be more informed on
vendors
75%

11. 11
Seth Godin – Founder of Squidoo.com
Selling to people who actually
want to hear from you is more
effective than interrupting
strangers that don’t.

12. My friend Dan
A social selling story

13. 13
A social selling story

14. LinkedIn Sales Solutions Mission:
Connect the world’s buyers and sellers
to build relationships

15. The Secret Sauce – How we teach LinkedIn reps

16. Hunting on LinkedIn
Building an expert brand
Warm outreach
Selling through relationships
The Secret Sauce – How we teach LinkedIn reps

17. Professional photo is your first impression
• Tagline should be action oriented, not just a title
• Summary should describe your passions
• Rich media should illustrate your story
• Educate potential buyers who visit your profile
Building an Expert Brand
Your LinkedIn profile should inform and inspire

18. Building an Expert Brand - Great Example

19. 19
Hunting – Step 1 is to build a lead list
Lead Builder is the key to finding 5+ decision makers

20. Let LinkedIn do the hunting for you
Hunting – Step 2 is to engage recommended
leads

21. Hunting – Step 3 is to find team connections
Take advantage of your entire company’s rolodex

22. Hunting – Step 4 is to listen for selling moments
Social triggers create golden selling moments

23. XYZ Company
An example of a selling moment
The rep sees an insight in the feed…

24. XYZ Company
ABC Company
XYZ Company’s
An example of a selling moment
He reaches out while prospect is in the moment…

25. XYZ Company
…Magic happens
An example of a selling moment

26. A warm hand-off is the best way to build trust
Selling through relationships – Introductions

27. • Fast and lightweight, yet powerful
• Best used for less senior prospects or if connection is tenuous
• Appropriate to name drop without permission
Name Drop
Selling through relationships – Name Drop
Get the value of an intro with a fraction of the effort

28. Appeal first to emotional
(right) side of the brain…
• Personal interests
• School pride
• Articles and posts
• Recommendations
…Before challenging the
logical (left) side of the
brain
• Insights
• Data
• Rankings
1
2
Warm outreach
As a last resort, “cold” outreach can still be warm

29. Visit us at Sales.LinkedIn.com
Want to learn more?

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