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SALES SOLUTIONS
The New Sales Cycle:
Navigating the Social Sales Landscape
#inSalesChat
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
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:
SALES SOLUTIONS
LinkedIn Social Selling
Leveraging your professional
brand to fill your pipeline with the
right people, insights, and
relationships.
SALES SOLUTIONS 5
#inSalesChat
Historically, business deals were done on the golf
course. Today, LinkedIn is the bridge between sales
professionals and buyers.
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
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
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
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
SALES SOLUTIONS
Billions
of professional
relationships
347M+
members
2B+
member
updates
per week
LinkedIn has a wealth of information on the people &
companies with whom you want to build relationships
#inSalesChat
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
SALES SOLUTIONS
Relevant
news
LinkedIn’s
network data
Your accounts,
leads & preferences
LinkedIn Sales Navigator makes it simple to establish
and grow relationships with your prospects and
customers
Sales
Navigator
#inSalesChat
SALES SOLUTIONS
Jamie Shanks
CEO
Sales for Life
www.linkedin.com/in/jamestshanks
SALES SOLUTIONS
4.2 greater chance of opportunity, based on a
personal relationship
14
#inSalesChat
SALES SOLUTIONS
Leverage “Find Alumni”
15
#inSalesChat
SALES SOLUTIONS
Option A: What companies can you be introduced to?
16
#inSalesChat
SALES SOLUTIONS
Option B: Who are you a 2nd degree connection to?
17
#inSalesChat
SALES SOLUTIONS
You have 2 allies in your Intro
18
 TRUST  LIFE EXPERIENCE
#inSalesChat
SALES SOLUTIONS
Ask for an “Introduction”
19
#inSalesChat
SALES SOLUTIONS
Barbara Giamanco
President & Social Selling Advisor
Social Centered Selling LLC
www.linkedin.com/in/barbaragiamanco
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
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
SALES SOLUTIONS 23
Demonstrate
thought
leadership.
#inSalesChat
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
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
SALES SOLUTIONS
Darren Marble
Solution Director
OSI Consulting
www.linkedin.com/in/darrenmarble
SALES SOLUTIONS
Sales Philosophy
As they used to say…
The purpose of a cold call
is to set an appointment.
27
#inSalesChat
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
SALES SOLUTIONS
InMail Best Practices
 Personalize the subject line
 Open by asking for an appointment
 Leverage actionable insights
 Send it again
29
#inSalesChat
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
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
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
SALES SOLUTIONS
Step 1: “See All Connections”
33
#inSalesChat
SALES SOLUTIONS
Step 2: Filter & Narrow
34
#inSalesChat
SALES SOLUTIONS
Step 3: Ask for Warm Introductions
35
#inSalesChat
SALES SOLUTIONS
Thank you! 
Carlos Gil Jamie Shanks Barbara Giamanco Darren Marble
SALES SOLUTIONS
Questions?
Twitter: @LinkedInSelling / #inSalesChat
Email: salessolutions@linkedin.com
Web: www.sales.linkedin.com

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The New Sales Cycle: From Social Gatherings to Social Selling

  • 1. SALES SOLUTIONS The New Sales Cycle: Navigating the Social Sales Landscape #inSalesChat
  • 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.
  • 5. SALES SOLUTIONS 5 #inSalesChat Historically, business deals were done on the golf course. Today, LinkedIn is the bridge between sales professionals and buyers.
  • 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
  • 10. SALES SOLUTIONS Billions of professional relationships 347M+ members 2B+ member updates per week LinkedIn has a wealth of information on the people & companies with whom you want to build relationships #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
  • 12. SALES SOLUTIONS Relevant news LinkedIn’s network data Your accounts, leads & preferences LinkedIn Sales Navigator makes it simple to establish and grow relationships with your prospects and customers Sales Navigator #inSalesChat
  • 13. SALES SOLUTIONS Jamie Shanks CEO Sales for Life www.linkedin.com/in/jamestshanks
  • 14. SALES SOLUTIONS 4.2 greater chance of opportunity, based on a personal relationship 14 #inSalesChat
  • 15. SALES SOLUTIONS Leverage “Find Alumni” 15 #inSalesChat
  • 16. SALES SOLUTIONS Option A: What companies can you be introduced to? 16 #inSalesChat
  • 17. SALES SOLUTIONS Option B: Who are you a 2nd degree connection to? 17 #inSalesChat
  • 18. SALES SOLUTIONS You have 2 allies in your Intro 18  TRUST  LIFE EXPERIENCE #inSalesChat
  • 19. SALES SOLUTIONS Ask for an “Introduction” 19 #inSalesChat
  • 20. SALES SOLUTIONS Barbara Giamanco President & Social Selling Advisor Social Centered Selling LLC www.linkedin.com/in/barbaragiamanco
  • 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
  • 26. SALES SOLUTIONS Darren Marble Solution Director OSI Consulting www.linkedin.com/in/darrenmarble
  • 27. SALES SOLUTIONS Sales Philosophy As they used to say… The purpose of a cold call is to set an appointment. 27 #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
  • 33. SALES SOLUTIONS Step 1: “See All Connections” 33 #inSalesChat
  • 34. SALES SOLUTIONS Step 2: Filter & Narrow 34 #inSalesChat
  • 35. SALES SOLUTIONS Step 3: Ask for Warm Introductions 35 #inSalesChat
  • 36. SALES SOLUTIONS Thank you!  Carlos Gil Jamie Shanks Barbara Giamanco Darren Marble
  • 37. SALES SOLUTIONS Questions? Twitter: @LinkedInSelling / #inSalesChat Email: salessolutions@linkedin.com Web: www.sales.linkedin.com

Hinweis der Redaktion

  1. Introduce your self and the process that you came to speak today.
  2. 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
  3. 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.
  4. 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?
  5. 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
  6. 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
  7. 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.
  8. 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
  9. 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
  10. 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.
  11. 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.
  12. 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
  13. 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
  14. 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
  15. 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
  16. 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
  17. 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
  18. 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
  19. 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
  20. 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