Using LinkedIn for Sales

Luke Davies @luketdavies

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Social Selling Defined:

Leveraging social data to fill your pipeline with the right people, insights and relationships.

Introducing the LinkedIn Social Selling Index How well do you embrace social selling?

Laggards

Leaders

100

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Social Media: #1 Factor for Driving High Rep Performance

12.81%

Source: CEB

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Social Selling Index is Increasing

SEP-12 SEP-13

+14%

21
15

24

53

Avg. Social Selling Index

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Social Selling Index is Increasing

SEP-12 SEP-13

+0% +19% +35%

11 15 28 32 53 53

Laggards

Average

Leaders

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Who is social selling?

10 15 20 25 30 35 40 45

Internet Software IT Biotechnology Oil & Energy Financial Services Telecommunications Electronics Insurance Chemicals Banking

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The world and buyers have changed What once worked, will not anymore

% 75
B2B purchaser influenced by social

% 57
Buying decisions are made before sales rep involvement

% 97
Of the time cold calls do not work
*7% worse every year since 2010

Sources: CEB, Connect & Sell, IBM

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LinkedIn Social Selling Index Correlates to sales success

15%
More customer renewals

31%
Greater team quota attainment

21%
More reps achieving quota

Source: Aberdeen Group

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Getting Ready to Social Sell

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Putting on your digital suit

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Get the right tools

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Sales Navigator Executive

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ORGANIZATION NAME 16

Find the right targets

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ORGANIZATION NAME 17

The golden rule for engaging with prospects on LinkedIn

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nobody likes it cold

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ORGANIZATION NAME 19

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 dont have any common relationshps?

Introducing InMail

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ORGANIZATION NAME 28

InMail secret sauce

1.! 2.! 3.! 4.! Great subject that drives curiosity Lead with an insight Make it personal Have a call to action

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Example subject lines

34! 56+%'1&,7*8% 94! !$$:,7%;$/,$*/"<% =4! >+6%&*%<+?)%@+)*01$%)?,,&,7A% B4! C*$%'1$%6+)/%D<+?)E% F4! G)"H%*+2$'1&,7%/&)$0'-<%I)+2%'1$&)%()+J-$% K4! .%I$--+6%L+)#%2",% %
M.N+&/%6+)/*%-&#$%D1$-(E%",/%D)$2&,/$)EM%

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What are Insights?

1.! 2.! 3.! 4.! 5.! Your teams LinkedIn usage How much they are spending with you relative to peers SaaS usage relative to peers People news 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 didnt 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 song4

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