Li 16x9 sales_connect15_donal daly - annotated
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I presented at the LinkedIn conference in Las Vegas - Oct 2015, on the how and why to use LinkedIn to increase sales velocity
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Li 16x9 sales_connect15_donal daly - annotated
- 1. Donal Daly CEO, The TAS Group Presentation at LinkedIn Sales Connect – October 2015 smartmatters Brief Annotations here
- 2. Sales Velocity SALES VELOCITY V DEALS VALUE WIN RATE SALES CYCLE The Sales Velocity Equation shows the 4 levers that impact the revenue that can be achieved in a given time period.
- 3. DEALS VALUE WIN RATE SALES CYCLE SALES VELOCITY V LinkedIn Improves Sales Velocity LinkedIn can help improve each of the four
- 4. Only 54% of salespeople can access key players 61% can uncover customers’ business problems When you lose … *Source: Dealmaker Index Sales Benchmark Study 2013 You need to get to the right people and understand their business problems
- 5. Uncovering Customers’ Problems 61% of salespeople are good at uncovering customers’ business problems Those salespeople are 28% more likely to achieve quota *Source: Dealmaker Index Sales Benchmark Study 2013 When you understand their business problems, you can truly deliver value grow your sales
- 6. Only 54% of Reps Can Access Key Players KEY PLAYERS INACCESSIBLE Only 54% of salespeople can access key players INCREASED REVENUE Salespeople who access Key players achieve 30% more revenue *Source: Dealmaker Index Sales Benchmark Study 2013 Accessing the key players effectively adds 30% to your sales attainment
- 7. Smart Sales TransformationThis is a screenshot of Dealmaker Political Map – that shows hierarchy, your supporters and non-supporters
- 8. Smart Sales TransformationBut sometimes influence is more important that position on the org chart. LinkedIn can help uncover that.When you understand their business problems, you can truly deliver value grow your sales
- 9. Smart Sales TransformationUsing LInkedIn can help you learn more about the people you need to connect with … and other related people
- 10. Smart Sales TransformationYou can learn about their opinions ….
- 11. Smart Sales TransformationYou can learn about their opinions … and how these opinions are influenced.
- 12. Case Study smartmatters Using Dealmaker & LinkedIn together delivered a $3m contract
- 13. Smart Sales TransformationWe understood what people cared about, the history of working together, and what influenced them. -> $3m deal!
- 15. Smart Sales TransformationWe bake LinkedIn research right into our sales process in Dealmaker.
Notes de l'éditeur
- In my experience, LinkedIn can help with each of these 4 levers – I will focus on value, win rate and sales cycle
- People buy from people they like And trust And respect And who add value to their objectives
- People buy from people they like And trust And respect And who add value to their objectives
- There is of course the obvious – who you are connected with, who else in the is connected … And whether their job history tell you whether they were in a company who previously used your solution or one from a competitor
- Adoption and best practice …