Post on 18-Jul-2015
Devin RedmondGeneral Manager Nexgate
LinkedIn.com/in/devinredmond
Safety & Scale for Social Selling
Nathan ShaferAccenture Digital
LinkedIn.com/pub/nate-shafer
%of consumers report no
communication from their insurer in
the last 18 months.
EY’s 2014 Global Consumer Insurance Survey
Opportunity Exists for Expanding Relationships
How can insurers/advisors
• Identify right consumers at right times
• Reach out appropriately & compliantly
• Keep themselves & clients safe
Know your accounts
Have a team, process, and clear R&R
Publish internal policies & guidelines
• Train and retrain (video & simple tests)
Publish external policies
Use a full technology stack
• Publishing tools with workflow
• Automated security and compliance
• Retention & eDiscovery integration
Addressing Risks at Scale
Customer: Executive
Sponsorship
LinkedIn: Learning &
Engagement
Customer: Recognition
LinkedIn: Success Metrics
Social Selling Program Implementation
•Share the vision & raise awareness
•Identify client partnership point contact
•Review project plan
•Define success targets
Social Selling Program Implementation
Executive Sponsorship Learning &
Engagement
Recognition
Gamification
Success Metrics
•Full Education on Sales Navigator
•Reinforce learning
•Roll out of best practices
Customer: Executive
Sponsorship
LinkedIn: Learning &
Engagement
Customer: Recognition
LinkedIn: Success Metrics
Social Selling Program Implementation
•Develop incentive programs
•User recognition – success stories
•Provide milestone metrics
Customer: Executive
Sponsorship
LinkedIn: Learning &
Engagement
Customer: Recognition
LinkedIn: Success Metrics
Social Selling Program Implementation
•Set baseline metrics
•Monitor via quarterly business reviews
•Roll out success targets for improvement
Customer: Executive
Sponsorship
LinkedIn: Learning &
Engagement
Customer: Recognition
LinkedIn: Success Metrics
Social Selling Program Implementation