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Social Selling Breakfast, Stockholm

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LinkedIn Sales Solutions
LinkedIn Sales Solutions

We were delighted to be joined by the CEB and sales leaders in Stockholm for a 'social selling' breakfast packed full of insight on leading with warm introductions and team selling.

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Breakfast with LinkedIn – The Social Selling era ©2014 LinkedIn Corporation. All Rights Reserved. Lesley Ronaldson Sales Manager, LinkedIn November 6, 2014 #socialselling
Agenda for today 8.30 am Welcome Lesley Ronaldson 8.40 am Introducing the social selling era Kevin Scott 9.00 am The social buyer Robin Björklind 9.15 am LinkedIn Sales Navigator - Live demo Theresa Mathiesen 9.35 am How social media is shaping demand Matthew Kiel, CEB 10.00 am Questions & Answers Full Panel
Stockholm Social Selling Most Popular Most Endorsed Earliest Adopter Most Connected Hans Grünewald Magnus Jansson Douglas Dabérius Douglas Dabérius
For our customers Hire Power half of all hires Market The most effective way for marketers to engage professionals Sell The start of every sales opportunity
Introducing the Social Selling Era Kevin Scott Head of Sales Solutions EMEA LinkedIn
Source: Billy Gast, April 14, 2010, Flickr
LinkedIn Sales Solutions Mission Connect the world’s buyers and sellers to build relationships.
Members first
% of B2B Buyers use social media to make purchasing decisions
% Of B2B decision-makers expect new or different insights from sales professionals
More likely to engage with sales professionals via warm introduction than cold outreach.
Sales Professionals Who Are Social Selling 51% more likely to exceed quota Exceed Quota 3X more likely to go to club Go to Club Promoted to VP 17 months faster Get Promoted Faster
Social Selling Defined
Create a professional brand Find the right people Engage with insights Build strong relationships Social Selling Defined…
Laggards 0 100 Leaders Social Selling Index
Apr. 2012 July 2014 87% As measured by growth in SSI Social Selling is Growing 12.2 22.8
April 2012 Today 18.7 14.7 12.9 12.4 10.9 11.8 12.0 10.6 10.9 8.9 8.7 8.8 7.5 32.6 26.1 24.1 23.7 23.0 22.4 22.1 21.5 21.3 19.6 19.0 18.8 16.6 Technology – Software Professional Services Media & Entertainment Telecommunications Oil & Energy Technology – Hardware Financial Services & Insurance Healthcare & Pharmaceutical Government/Education/Non-Profit Architecture & Engineering Aero/Auto/Transport Manufacturing/Industrial Retail & Consumer Products
April 2012 Today 18.7 14.7 12.9 12.4 10.9 11.8 12.0 10.6 10.9 8.9 8.7 8.8 7.5 32.6 26.1 24.1 23.7 23.0 22.4 22.1 21.5 21.3 19.6 19.0 18.8 16.6 Technology – Software Professional Services Media & Entertainment Telecommunications Oil & Energy Technology – Hardware Financial Services & Insurance Healthcare & Pharmaceutical Government/Education/Non-Profit Architecture & Engineering Aero/Auto/Transport Manufacturing/Industrial Retail & Consumer Products Over 100% Growth
NAMER 24.6 LATAM 15.3 EMEA 22.5 SE ASIA 19.9 ANZ 24.0 Nordics 23.8
22.8 Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Worldwide Reps 10.4 5.0 1.6 5.8 Attendees 16.2 12.9 7.6 12.3 49.0 How Are We Doing in the Room? Nordic Reps 11.0 5.3 1.5 6.0 23.8
ENTERPRISE SMB Companies with the Highest SSI in the Room 1 2 3 4 5 1 2 3 4 5 53.2 48.6 48.3 47.4 40.5 60.6 53.5 47.3 44.8 43.3
4 Jonas Branning Country Manager, Tech Mahindra 71.3 3 Henrik Henriksson Co Owner, Adviser Partner 71.8 2 Douglas Dabérius Business Development Director, Mavenir Systems 72.5 1 Frederick Fiifi Owusu Business Development & Strategy, Carlsberg Group 75.9 Which attendees have adopted social selling the most?
LinkedIn Sales Solutions Mission Connect the world’s buyers and sellers to build relationships.
THE SOCIAL SELLING ERA & BUYER BEHAVIOUR Robin Björklind Account Executive, LinkedIn 24
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
% of B2B buyers now use social media to be more informed on vendors IDC 2014 – Social Buying Meets Social Selling Decision makers rely on social media to choose between potential vendors Network referrals Company White papers websites Blog posts Company pages Your target buyers Social relationships
Your competitor Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level % 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 75 of B2B buyers now use social media to be more informed on vendors % 90 of 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 Purchase Corporate 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
75 % of B2B buyers now use social media to be more informed on vendors Relying on the buyer to inform you on key updates 5.4 people are now involved in the average B2B buying decision Looking for one all-powerful decision maker 90 % of decision makers say they never respond to cold outreach Cold-calling prospects like they’re just a name in a database I found out a month later the Director of Marketing left my account and joined another top prospect of mine The VP of Marketing 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: “ ” “ ” “ ”
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:
Billions of professional relationships 313M+ members 2B+ member updates per week LinkedIn has a wealth of information on the people & companies with whom you want to build relationships
Today: your personal network All that LinkedIn has to offer YOU Just what you need for sales To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience
Relevant news LinkedIn’s network data Your accounts, leads & preferences Sales Navigator makes it simple to establish and grow relationships with your prospects and customers Sales Navigator
LIVE DEMO: Sales Navigator Theresa Mathiesen Account Executive, LinkedIn 34
© 2014 CEB. All rights reserved Version: X.X Last modified: [insert date format: DD Month YYYY] CONFIDENTIAL OR CONFIDENTIAL-RESTRICTED [Delete as appropriate] Getting In Early Shaping Demand Through Pre- Funnel Engagement Matthew Kiel Senior Director, CEB
© 2014 CEB. All rights reserved 36 FINDING A READY CUSTOMER
© 2014 CEB. All rights reserved 37 RELEGATED TO FULFILLMENT
© 2014 CEB. All rights reserved 38 IN SEARCH OF ANSWERS
© 2014 CEB. All rights reserved 39 GATHER DEEP INTELLIGENCE
© 2014 CEB. All rights reserved 40 OWN LEAD GENERATION
© 2014 CEB. All rights reserved 41 LEAD WITH INSIGHT
© 2014 CEB. All rights reserved 42 GAIN PRESENCE AND INFLUENCE
© 2014 CEB. All rights reserved 43 SHAPING DEMAND
© 2014 CEB. All rights reserved 44 FILTERING OUT THE NOISE
© 2014 CEB. All rights reserved 45 GAINING INFLUENCE
© 2014 CEB. All rights reserved 46 EARNING INFLUENCE
© 2014 CEB. All rights reserved 47 MASS CUSTOMISATION
© 2014 CEB. All rights reserved 48 PRINCIPLES OF “SOCIAL SOUNDBITES”
© 2014 CEB. All rights reserved 49 AUTHENTIC AND EASY
© 2014 CEB. All rights reserved 50 SPEEDY AND IMPRESSIVE RESULTS
© 2014 CEB. All rights reserved 51 SHAPING, NOT REACTING
© 2014 CEB. All rights reserved 52 TEACH WHERE CUSTOMERS LEARN
© 2014 CEB. All rights reserved 53 REVISING THE COMMERCIAL FRONT
© 2014 CEB. All rights reserved Matt Kiel Senior Director, CEB www.thechallengersale.com @CEB_Challenger Thank You
Questions & Answers

More Related Content

Social Selling Breakfast, Stockholm

  • 1. Breakfast with LinkedIn – The Social Selling era ©2014 LinkedIn Corporation. All Rights Reserved. Lesley Ronaldson Sales Manager, LinkedIn November 6, 2014 #socialselling
  • 2. Agenda for today 8.30 am Welcome Lesley Ronaldson 8.40 am Introducing the social selling era Kevin Scott 9.00 am The social buyer Robin Björklind 9.15 am LinkedIn Sales Navigator - Live demo Theresa Mathiesen 9.35 am How social media is shaping demand Matthew Kiel, CEB 10.00 am Questions & Answers Full Panel
  • 3. Stockholm Social Selling Most Popular Most Endorsed Earliest Adopter Most Connected Hans Grünewald Magnus Jansson Douglas Dabérius Douglas Dabérius
  • 4. For our customers Hire Power half of all hires Market The most effective way for marketers to engage professionals Sell The start of every sales opportunity
  • 5. Introducing the Social Selling Era Kevin Scott Head of Sales Solutions EMEA LinkedIn
  • 6. Source: Billy Gast, April 14, 2010, Flickr
  • 7. LinkedIn Sales Solutions Mission Connect the world’s buyers and sellers to build relationships.
  • 9. % of B2B Buyers use social media to make purchasing decisions
  • 10. % Of B2B decision-makers expect new or different insights from sales professionals
  • 11. More likely to engage with sales professionals via warm introduction than cold outreach.
  • 12. Sales Professionals Who Are Social Selling 51% more likely to exceed quota Exceed Quota 3X more likely to go to club Go to Club Promoted to VP 17 months faster Get Promoted Faster
  • 14. Create a professional brand Find the right people Engage with insights Build strong relationships Social Selling Defined…
  • 15. Laggards 0 100 Leaders Social Selling Index
  • 16. Apr. 2012 July 2014 87% As measured by growth in SSI Social Selling is Growing 12.2 22.8
  • 17. April 2012 Today 18.7 14.7 12.9 12.4 10.9 11.8 12.0 10.6 10.9 8.9 8.7 8.8 7.5 32.6 26.1 24.1 23.7 23.0 22.4 22.1 21.5 21.3 19.6 19.0 18.8 16.6 Technology – Software Professional Services Media & Entertainment Telecommunications Oil & Energy Technology – Hardware Financial Services & Insurance Healthcare & Pharmaceutical Government/Education/Non-Profit Architecture & Engineering Aero/Auto/Transport Manufacturing/Industrial Retail & Consumer Products
  • 18. April 2012 Today 18.7 14.7 12.9 12.4 10.9 11.8 12.0 10.6 10.9 8.9 8.7 8.8 7.5 32.6 26.1 24.1 23.7 23.0 22.4 22.1 21.5 21.3 19.6 19.0 18.8 16.6 Technology – Software Professional Services Media & Entertainment Telecommunications Oil & Energy Technology – Hardware Financial Services & Insurance Healthcare & Pharmaceutical Government/Education/Non-Profit Architecture & Engineering Aero/Auto/Transport Manufacturing/Industrial Retail & Consumer Products Over 100% Growth
  • 19. NAMER 24.6 LATAM 15.3 EMEA 22.5 SE ASIA 19.9 ANZ 24.0 Nordics 23.8
  • 20. 22.8 Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Worldwide Reps 10.4 5.0 1.6 5.8 Attendees 16.2 12.9 7.6 12.3 49.0 How Are We Doing in the Room? Nordic Reps 11.0 5.3 1.5 6.0 23.8
  • 21. ENTERPRISE SMB Companies with the Highest SSI in the Room 1 2 3 4 5 1 2 3 4 5 53.2 48.6 48.3 47.4 40.5 60.6 53.5 47.3 44.8 43.3
  • 22. 4 Jonas Branning Country Manager, Tech Mahindra 71.3 3 Henrik Henriksson Co Owner, Adviser Partner 71.8 2 Douglas Dabérius Business Development Director, Mavenir Systems 72.5 1 Frederick Fiifi Owusu Business Development & Strategy, Carlsberg Group 75.9 Which attendees have adopted social selling the most?
  • 23. LinkedIn Sales Solutions Mission Connect the world’s buyers and sellers to build relationships.
  • 24. THE SOCIAL SELLING ERA & BUYER BEHAVIOUR Robin Björklind Account Executive, LinkedIn 24
  • 25. 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
  • 26. % of B2B buyers now use social media to be more informed on vendors IDC 2014 – Social Buying Meets Social Selling Decision makers rely on social media to choose between potential vendors Network referrals Company White papers websites Blog posts Company pages Your target buyers Social relationships
  • 27. Your competitor Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level % 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
  • 28. 5.4 75 of B2B buyers now use social media to be more informed on vendors % 90 of 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 Purchase Corporate 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
  • 29. 75 % of B2B buyers now use social media to be more informed on vendors Relying on the buyer to inform you on key updates 5.4 people are now involved in the average B2B buying decision Looking for one all-powerful decision maker 90 % of decision makers say they never respond to cold outreach Cold-calling prospects like they’re just a name in a database I found out a month later the Director of Marketing left my account and joined another top prospect of mine The VP of Marketing 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: “ ” “ ” “ ”
  • 30. 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:
  • 31. Billions of professional relationships 313M+ members 2B+ member updates per week LinkedIn has a wealth of information on the people & companies with whom you want to build relationships
  • 32. Today: your personal network All that LinkedIn has to offer YOU Just what you need for sales To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience
  • 33. Relevant news LinkedIn’s network data Your accounts, leads & preferences Sales Navigator makes it simple to establish and grow relationships with your prospects and customers Sales Navigator
  • 34. LIVE DEMO: Sales Navigator Theresa Mathiesen Account Executive, LinkedIn 34
  • 35. © 2014 CEB. All rights reserved Version: X.X Last modified: [insert date format: DD Month YYYY] CONFIDENTIAL OR CONFIDENTIAL-RESTRICTED [Delete as appropriate] Getting In Early Shaping Demand Through Pre- Funnel Engagement Matthew Kiel Senior Director, CEB
  • 36. © 2014 CEB. All rights reserved 36 FINDING A READY CUSTOMER
  • 37. © 2014 CEB. All rights reserved 37 RELEGATED TO FULFILLMENT
  • 38. © 2014 CEB. All rights reserved 38 IN SEARCH OF ANSWERS
  • 39. © 2014 CEB. All rights reserved 39 GATHER DEEP INTELLIGENCE
  • 40. © 2014 CEB. All rights reserved 40 OWN LEAD GENERATION
  • 41. © 2014 CEB. All rights reserved 41 LEAD WITH INSIGHT
  • 42. © 2014 CEB. All rights reserved 42 GAIN PRESENCE AND INFLUENCE
  • 43. © 2014 CEB. All rights reserved 43 SHAPING DEMAND
  • 44. © 2014 CEB. All rights reserved 44 FILTERING OUT THE NOISE
  • 45. © 2014 CEB. All rights reserved 45 GAINING INFLUENCE
  • 46. © 2014 CEB. All rights reserved 46 EARNING INFLUENCE
  • 47. © 2014 CEB. All rights reserved 47 MASS CUSTOMISATION
  • 48. © 2014 CEB. All rights reserved 48 PRINCIPLES OF “SOCIAL SOUNDBITES”
  • 49. © 2014 CEB. All rights reserved 49 AUTHENTIC AND EASY
  • 50. © 2014 CEB. All rights reserved 50 SPEEDY AND IMPRESSIVE RESULTS
  • 51. © 2014 CEB. All rights reserved 51 SHAPING, NOT REACTING
  • 52. © 2014 CEB. All rights reserved 52 TEACH WHERE CUSTOMERS LEARN
  • 53. © 2014 CEB. All rights reserved 53 REVISING THE COMMERCIAL FRONT
  • 54. © 2014 CEB. All rights reserved Matt Kiel Senior Director, CEB www.thechallengersale.com @CEB_Challenger Thank You