The salesforce has evolved immensely. Historically, sales deals were made on the golf course and prospecting took place at networking mixers or conferences. With today’s technology, those traditional sales tactics are becoming extinct. Customers and prospects are now equipped with connectivity through social media, making them more informed than ever before.
Join Jamie Shanks of Sales for Life, Barbara Giamanco of Social Centered Selling LLC, Darren Marble of OSI Consulting and Carlos Gil of LinkedIn Sales Solutions to discover how to navigate the new sales cycle by:
* Understanding how the sales landscape has evolved and what that means for your business
* Implementing social media strategies that resonate with modern buyers
* Leveraging relevant thought leadership and insights
* Providing value with a strong online presence
* Cultivating strong, trust-based relationships with prospects and clients
The social selling era starts with LinkedIn Sales Navigator.
To request a free demo / start your free trial: https://business.linkedin.com/sales-solutions?src=s-ss&utm_source=slideshare&utm_medium=link
2. SALES SOLUTIONS
Today’s Speakers:
2
Carlos Gil
Global Sr. Social Marketing Manager
LinkedIn Sales Solutions
www.linkedin.com/in/carlosgilonline
Jamie Shanks
CEO
Sales for Life
www.linkedin.com/in/jamestshanks
Barbara Giamanco
President & Social Selling Advisor
Social Centered Selling LLC
www.linkedin.com/in/barbaragiamanco
Darren Marble
RVP Sales
OSI Consulting
www.linkedin.com/in/darrenmarble
#inSalesChat
3. SALES SOLUTIONS 3
• Speaker Introductions
• Understanding how the sales landscape has
evolved and what that means for your business
• Strategies for introductions with modern buyers
• Providing value with a strong online presence
• InMail tips from a Sales Navigator user
• Q&A
#inSalesChat
Today’s Agenda:
4. SALES SOLUTIONS
LinkedIn Social Selling
Leveraging your professional
brand to fill your pipeline with the
right people, insights, and
relationships.
6. SALES SOLUTIONS
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
#inSalesChat
7. SALES SOLUTIONS
75%
of B2B buyers now use
social media to be more
informed on vendors
International Data Corporation 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
#inSalesChat
8. SALES SOLUTIONS
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
#inSalesChat
9. SALES SOLUTIONS
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:
#inSalesChat
11. SALES SOLUTIONS
Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales
To tap into the power of LinkedIn, you need to tailor
your experience for sales
New
#inSalesChat
21. SALES SOLUTIONS
“Rising customer expectations is the number one
challenge that 65% of sales organizations face.”
21
–Harvard Business Review: Winning at Sales in a Buyer Empowered World 2014
#inSalesChat
22. SALES SOLUTIONS
“The greatest inhibitor to
sales effectiveness is the
inability to communicate a
value message.” -
SiriusDecisions, 2013
Don’t be this guy!
Buyers aren’t looking to be
sold. What you say and
how you present yourself
matters.
22
#inSalesChat
24. SALES SOLUTIONS
LinkedIn:
Advanced search
Company pages
Groups
Contacts and tagging
Who’s viewed your profile
Follow and share posts
InMail
Twitter:
Follow prospects
Engage, share content
Observe competitors
Build influence
24
#inSalesChat
25. SALES SOLUTIONS
When crafting sales messaging, keep
these tips in mind:
Know your audience.
Skip the jargon.
Make it relevant.
Include metrics.
Get another perspective.
25
#inSalesChat
28. SALES SOLUTIONS
Why Sales Navigator?
Make your sales process faster, easier and more efficient
Leverage actionable insights to open dialogues
Unlock the power of referral marketing
28
#inSalesChat
29. SALES SOLUTIONS
InMail Best Practices
Personalize the subject line
Open by asking for an appointment
Leverage actionable insights
Send it again
29
#inSalesChat
30. SALES SOLUTIONS
InMail Format
Hi _____,
I’m writing to ask if we can schedule a 15-minute call.
I saw/read that (actionable insight).
OSI Consulting (value prop). We’ve worked closely with (references).
I’d love to learn more about your goals and objectives in 2015 to see
if further discussion is warranted. Thanks in advance for your
consideration in replying with your availability for a quick call.
Thanks,
Name
Title/Company
Email
Phone
30
OPEN
CONTEXT
CREDIBILITY
CLOSE
CONTACT
#inSalesChat
31. SALES SOLUTIONS
Cycling
Expect 4-6 pings over 1-2 weeks before you’re able to
set up a call with your prospects
Cycling is critical:
InMail Voicemail Email Twitter @reply
31
#inSalesChat
32. SALES SOLUTIONS
Referral Marketing
Use Sales Navigator to reverse engineer warm introductions
Identify target accounts based on common relationships
Minimal effort, huge upside, high likelihood of success
32
#inSalesChat
Introduce your self and the process that you came to speak today.
In the traditional sales model there is only one buyer, you have to find them and keep trying to contact them
But many other people in company; decisions are not made in isolation
Some of them influence the primary buyer; you have to identify who these influencers and other members of the buying committee
According to the Corporate Executive Board there are 5.4 people involved in the average buying decision - meaning 4.4 influencers in a given buying decision, in addition to 1 purchaser
B2B decision makers inform themselves in various ways when making a purchasing decision. Traditionally, these have included vendor websites, white papers and network referrals / recommendations.
However, today, social media underpins all three of these sources (company pages on LinkedIn, blog posts, social relationships) – so its no surprise that 75% of B2B decision makers use social media to make informed purchases (according to research by IDC, International Data Corporation)
And, use of social media increases with the seniority of the buyer – 84% of VP+ decision makers use social media when making a purchasing decision.
If you’re not actively using social media to reach buyers, you could be missing 75% of the people out there.
You used to be able to reach your buyer with cold calling. But buyers are overwhelmed with cold outreach. They’ve put up a brick wall.
In fact, according to Harvard Business Review, 90% of c-level execs ignore cold outreach. That means you’re only reaching 10% of all decision makers.
So how can you continue to build relationships if you can’t reach them?
In this new normal, you have to cater your sales process to the way the buyer is now working. You need to :
Focus on the right people and companies
Stay informed on key updates at your target accounts
Build trust with your prospects and customers
LinkedIn has the information you need to adapt to this new normal.
300M + members and 2 new every second - so you can find the right person, or people, to focus on
2B + member updates per week - so you know what these people are talking about and what’s going on with them
Billions of professional relationships - so you can reveal connection paths between your company and your target account that you can leverage for a warm introduction
LinkedIn is a really powerful tool for sales
However, free LinkedIn is focused on your personal - not business - growth
To really tap into the power of LinkedIn you need to tailor your experience to just the information relevant to your sales role.
There are three key inputs in LinkedIn Sales Navigator
Data from the LinkedIn network
Relevant news from around the web
Your accounts, leads, and preferences
Together, these inputs are put into LinkedIn’s matching and insights engine. Your accounts, leads, and preferences are used to filter down LinkedIn’s network data and relevant news to just what matters to you. The result are customized recommendations that help you to establish relationships and actionable insights that help you to grow relationships
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale
Seventy-two percent of decision makers say the sales rep’s ability to help solve business objectives is a major influence on their buying decision. In the same HBR report that talks about rising customer expectations, decision makers it clear that the feature dumps and vendor centric sales pitches are a waste of their time. They’ve already done the early stage research. They want problem solvers not order takers. You have to demonstrate from the first interaction with you that you are the credible and capable and focused on helping customers solve business objectives. This is why your message makes a huge impact on whether you get a shot at a sales conversation or are merely placed in the delete pile.
86% of buyers will pay more for better experience but only 1% actually think that vendors deliver. CEI Survey.
The approach you take will make a huge difference in being able to move from connection, to engagement to sales meeting. Poorly crafted sales messaging only hurts your chances. You never get a second chance to make a great first impression. Make the most of it. Do your homework and craft the right kinds of messages that tells buyers how you can help them solve problems they cannot solve on their own.
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale
Despite everyone’s best efforts to create sales kickoffs that drives lasting change, it seems like all the learnings, ambition and enthusiasm evaporates after the event ends.
Sale