Post on 26-Jan-2015
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Using LinkedIn for Sales Luke Davies @luketdavies
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Leveraging social data to fill your pipeline with the right people,
insights and relationships.
Social Selling Defined:
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Introducing the LinkedIn Social Selling Index How well do you embrace social selling?
100 0
Leaders Laggards
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Source: CEB
Social Media: #1 Factor for Driving High Rep Performance
12.81%
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Social Selling Index is Increasing
21 24
15
Avg. Social Selling Index
53
SEP-12 SEP-13
+14%
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11 28
53
Leaders
32 15
Laggards Average
53
Social Selling Index is Increasing SEP-12 SEP-13
+35%
+19%
+0%
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Who is social selling?
10 15 20 25 30 35 40 45
Banking
Chemicals
Insurance
Electronics
Telecommunications
Financial Services
Oil & Energy
Biotechnology
IT
Software
Internet
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The world and buyers have changed What once worked, will not anymore
97% 75% 57% Of the time cold calls do not work
*7% worse every year since 2010
B2B purchaser influenced by social
Buying decisions are made before
sales rep involvement
Sources: CEB, Connect & Sell, IBM
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LinkedIn Social Selling Index Correlates to sales success
Source: Aberdeen Group
15% More customer
renewals
31% Greater team
quota attainment
21% More reps
achieving quota
Getting Ready to Social Sell
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Putting on your digital suit
Make it personal
Add rich media
Get the right tools
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ORGANIZATION NAME
Sales Navigator Executive
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ORGANIZATION NAME
Find the right targets
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The golden rule for engaging with prospects on LinkedIn…
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…nobody likes it cold
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2 ways to avoid going cold 1. Leverage a relationship
2. Make it personal
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Look for a common relationship
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Get introduced
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Connections of connections
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Leverage the people you know
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Tap into alumni relationships
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What if you don’t have any common relationshps?
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Introducing InMail
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InMail secret sauce
1. Great subject that drives curiosity 2. Lead with an insight 3. Make it personal 4. Have a call to action
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Example subject lines
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1. Two things… 2. Mee:ng Wednesday
3. How is your Porsche running? 4. Use the word ‘your’ 5. Grab something directly from their profile
6. A fellow Cork man
*Avoid words like ‘help’ and ‘reminder’*
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What are Insights? 1. Your teams LinkedIn usage 2. How much they are spending with you relative to peers 3. SaaS usage relative to peers 4. People news 5. Data from case studies that is relevant
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Making it extra personal
• The most powerful example of something personal is something that you share with the reciever that is rare (i.e. not relevant to others).
• As an example of a good subject line if you and the receiver both went to the University of Michigan is: “Hail! to the victors valiant”
• This means nothing to people that didn’t study at the University of Michigan, however if are alumni you would instant recognize this as the start of the chorus of the University of Michigan fight song.
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B
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