Se ha denunciado esta presentación.
Utilizamos tu perfil de LinkedIn y tus datos de actividad para personalizar los anuncios y mostrarte publicidad más relevante. Puedes cambiar tus preferencias de publicidad en cualquier momento.

LinkedIn's Social Selling Secrets

2.407 visualizaciones

Publicado el

LinkedIn's Social Selling Secrets

Publicado en: Ventas
  • DOWNLOAD THAT BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book that can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer that is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story That Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths that Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Responder 
    ¿Estás seguro?    No
    Tu mensaje aparecerá aquí
  • Hey guys! Who wants to chat with me? More photos with me here 👉 http://www.bit.ly/katekoxx
       Responder 
    ¿Estás seguro?    No
    Tu mensaje aparecerá aquí
  • I like slide # 14 which says Promoted to VP faster by 17 months.... That quote should be in every VP's handbook!
       Responder 
    ¿Estás seguro?    No
    Tu mensaje aparecerá aquí

LinkedIn's Social Selling Secrets

  1. 1. LinkedIn’s Social Selling Secrets
  2. 2. 2 Dominic Archibald Acquisition and Customer Marketing LinkedIn Sales Solutions https://www.linkedin.com/in/dominicarchibald Today’s speaker
  3. 3. • Housekeeping • The Social selling imperative • How we teach social selling to LinkedIn sales reps • Q&A 3 Webinar Agenda
  4. 4. My friend Dan A social selling story
  5. 5. 5 A social selling story
  6. 6. LinkedIn Sales Solutions Mission: Connect the world’s buyers and sellers to build relationships
  7. 7. are now involved in the average B2B buying decision people Boss Peer Direct report Business leader Cross-functional partner Corporate Executive Board 2013 – Winning The Consensus Purchase Your target buyer 5.4 Decisions involve more people than ever before
  8. 8. 75% of B2B buyers now use social media to be more informed on vendors IDC 2014 – Social Buying Meets Social Selling Decision makers rely on social media to choose between potential vendors Network referrals White papers Company websites Blog posts Company pages Your target buyers Social relationships
  9. 9. Your competitor Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level 90% of decision makers say they never respond to cold outreach Decision makers now ignore cold outreach You Your competitor X X X Your target buyers
  10. 10. %75of B2B buyers now use social media to be more informed on vendors Relying on the buyer to inform you on key updates 5.4people are now involved in the average B2B buying decision Looking for one all-powerful decision maker %90of decision makers say they never respond to cold outreach Cold-calling prospects like they’re just a name in a database I found out a month later the Director of Marketing left my account and joined another top prospect of mine The VP of Marketing went dark and now I’m back at square one I keep pounding – email, phone, voicemail – but can’t get a response How well has your team adapted to this new normal? Are you still: “ ” “ ” “ ”
  11. 11. Focus on the right 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:
  12. 12. Social sellers perform better on key metrics 51% More likely to hit quota than social selling laggards
  13. 13. Social sellers perform better on key metrics 51% More likely to hit quota than social selling laggards 45% More opportunities
  14. 14. Social sellers perform better on key metrics 51% More likely to hit quota than social selling laggards 45% More opportunities Promoted to VP faster by 17 months
  15. 15. The Secret Sauce – How we teach LinkedIn reps
  16. 16. Hunting on LinkedIn Building an expert brand Warm outreach Selling through relationships The Secret Sauce – How we teach LinkedIn reps
  17. 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. 18. Great example
  19. 19. 19 Hunting – Step 1 is to build a lead list Lead Builder is the key to finding 5+ decision makers
  20. 20. Let LinkedIn do the hunting for you Hunting – Step 2 is to engage recommended leads
  21. 21. Hunting – Step 3 is to find team connections Take advantage of your entire company’s rolodex
  22. 22. Hunting – Step 4 is to listen for selling moments Social triggers create golden selling moments
  23. 23. XYZ Company An example of a selling moment The rep sees an insight in the feed…
  24. 24. XYZ Company ABC Company XYZ Company’s An example of a selling moment Reaches out while prospect is in the moment…
  25. 25. XYZ Company …Magic happens An example of a selling moment
  26. 26. Remember, we are asking for a favor Silver Bullets Request intros when they will have the most impact Make it easy Offer to ghost-write the intro email Follow-through Close the loop with the introducer Selling through relationships – Introductions
  27. 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. 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. 29. Visit us at Sales.LinkedIn.com Want to learn more?
  30. 30. Questions?
  31. 31. ©2014 LinkedIn Corporation. All Rights Reserved.

×