Social Selling Webinar - 24th July 2014

Social Selling Webinar

Anthony SlaterProduct Consultant

LinkedIn Sales Solutions

Buying behavior trends

Five Core Competencies of Social Seling

Questions

Agenda

Live Demonstration

Members Worldwide

+2 newMembers Per Second

180M+Monthly Unique Visitors

300M+

LinkedIn: Worlds largest professional network

North America: 100M+

Latin America and Caribbean:

20M+

Europe, Middle East and Africa:

50M+Asia Pacific:

54M+Australia: 6M+

are now involved in the average B2B buying decision

peopleBoss

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

75%of B2B buyers now usesocial 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

Blogposts

Company pages

Your target buyers

Socialrelationships

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

5.4 75of B2B buyers now usesocial media to be more informed on vendors

% 90of decision makers say they never respond to cold outreach

%people are now involved in the average B2B buying decision

Corporate Executive Board 2013 – Winning The Consensus PurchaseCorporate Executive Board 2012 – New Decision Timeline

Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

The buyer’s process has changed

%75of B2B buyers now use social media to be more informed on vendors

Relying on the buyer to inform you onkey 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

Months later I find out he left my account and

joined another

My contact 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:

“

”

“

”

“

”

Social selling leverages

your professional brand to fill your pipeline

with the right people, insights,

and relationships.

HowDo I get a warm intro?

+300Mmembers

+2Bmember updates

per week

Billionsconnections

WhatTo talk about?

WhoAre the right people?

Connections Profiles4 5

1 2 3

5 Core Competencies of Social Selling

HowDo I get a warm intro?

+300Mmembers

+2Bmember updates

per week

Billionsconnections

WhatTo talk about?

WhoAre the right people?

Connections Profiles4 5

1 2 3

5 Core Competencies of Social Selling

HowDo I get a warm intro?

+300Mmembers

+2Bmember updates

per week

Billionsconnections

WhatTo talk about?

WhoAre the right people?

Connections Profiles4 5

1 2 3

5 Core Competencies of Social Selling

HowDo I get a warm intro?

+300Mmembers

+2Bmember updates

per week

Billionsconnections

WhatDo I talk about?

WhoAre the right people?

Connections Profiles4 5

1 2 3

Your network is valuable

5 Core Competencies of Social Selling

HowDo I get a warm intro?

+300Mmembers

+2Bmember updates

per week

Billionsconnections

WhatDo I talk about?

WhoAre the right people?

Connections Profiles4 5

1 2 3

Your network is valuable

5 Core Competencies of Social Selling

HowDo I get a warm intro?

+300Mmembers

+2Bmember updates

per week

Billionsconnections

WhatDo I talk about?

WhoAre the right people?

Connections Profiles4 5

1 2 3

Would you do business with you?

5 Core Competencies of Social Selling

APAC - Measurable Customer Success Stories