An Inside Look at Social Selling with LinkedIn in Chicago

1. Social Selling Roadshow
An Inside Look at Social Selling with LinkedIn

2. Today’s
agenda
3:00 Registration & Networking
3:30 State of Sales Keynote
4:45 Modern Sales in Practice
4:45 Future of Sales with LinkedIn
5:15 Networking Reception

3. The State of Sales 2017
Catherine Hurley
Sales Leader
LinkedIn Sales Solutions

4. Global State of Sales Survey

5. Conventional Sales Tactics Are Losing Deals

6. Conventional Sales Wisdom
Call High Lead with
Great Questions
Touch 7
Times

7. 6.8
Decision makers
per deal
58%
Decisions made
outside of C suite
Call High

8. 77% Buyers who believe sales
doesn’t understand
business
Lead with a Great Question

9. Touch the Prospect 7 Times

10. Conventional Sales Wisdom
Call High Lead with
Great Questions
Touch 7
Times

11. Call High Lead with
Great Questions
Touch 7
Times
Conventional Sales Wisdom
Complex
Buying
Committees
Heightened
Buyer
Expectations
Conventional
Tactics Don’t
Deliver+ =

12. Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract

13. Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract

14. Billions of Members, Trillions of Data Points
World’s Largest
Social Network
World’s Largest
Professional Network
World’s Largest
Presidential Megaphone
Share
Ideas
Provide
Updates
Follow
Influencers
Get
Advice
Learn
Skills

15. Target the Full Buying Committee
Buying CommitteesPotential Customers

16. The 10 New Sales Essentials
The three
account
mapping tools Sales Filters Lead Bot Integrated Data

17. Account Mapping Tools
Filters

18. Account Mapping Tools
Lead Bots
Suggested Leads Twitter Recommendations

19. Kaiser Yang
SVP, Managing Director, Chief Strategist
“Staying focused is important. That’s
where having Sales Navigator is so
critical: to make sure that you’re
focusing on the right priorities,
accounts, and contacts. It’s a great
tool to zero you in.”

20. Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract

21. Tap Into Social Signals to Understand Your Buyer
Buying
Committee
Social
Signals
Account
Sweet Spot

22. The 10 New Sales Essentials
The three
account
mapping tools
The five social
signals
Sales Filters Lead Bot Integrated Data
The job
change
The hiring
burst
The new
connections
The content
shares
The social
comments

23. Social Signals
The content shares The social commentsThe job change
How do we
show a
hiring burst?

24. “[Using social signals] allows me to
have a much more targeted plan for
approaching prospective clients. I can
ask about the new office they’ve
opened or a new product that’s coming
out.”
Gary James
Regional Sales Leader

25. “I use Sales Navigator to target leads
and get triggers based on significant
events such as an acquisition or
promotion.”
Rick Vangrin
Sales Director

26. Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract

27. Engage from 1st contact to final contract
Sales Pro Mutual
Acquaintance
Customer

28. The 10 New Sales Essentials
The three
account
mapping tools
The five social
signals
Sales Filters Lead Bot Integrated Data
The job
change
The hiring
burst
The new
connections
The content
shares
The social
comments
Feedback loopsConnection paths
The two
engagement
tools

29. Engagement Tools
Connection Paths Feedback Loops

30. “I was intrigued by a post my prospect
wrote and reached out with my
perspectives. She agreed to a meeting
and introduced me to the right decision
maker.”
Jeff Andrews
Account Executive

31. 90%
Top Sales Pros Using
These Techniques
80%
Stealth Competitors
In Accounts
Good News. Bad News.
Source: State of Sales Survey 2016. Frederiksen, L.W. and Taylor, A.E. (2010) Spiraling Up: How to Create a High Growth,
High Value Professional Services Firm. Reston, Virginia: Hinge Research Institute.

32. What are you doing to dispel sales
myths in your organization?

33. 3 Things You Can Do Today
sales.linkedin.com
Train to Listen for
Social Signals
Arm Your Team with the
Right Tools
Measure for
Success and ROI

34. SALES NAVIGATOR
LinkedIn
sales.linkedin.com

35. VIDEO

36. Modern Sales in Practice
Lauren Kelley
Customer Success Manager,
LinkedIn Sales Solutions
George Carson
District Sales Manager – DC
Metro, CDW
Area Vice President – Sales,
West Unified Communications
Paul Maloney
Manager, Evidence Generation
and Strategic, Thermo Fisher
Scientific
Katie Connor

37. Future of Sales with LinkedIn
Bill Burnett
Director
LinkedIn Sales Solutions

38. EMAIL LINKEDIN CRM

39. System of
Record
CRM
System of
Communication
EMAIL
System of
Engagement
LINKEDIN
EMAIL LINKEDIN CRM

40. A system
salespeople want to
engage with
Integrates deeply with
the tools you use
everyday
Automatically
stays up-to-date
Minimizes
data entry
Answers the question
“What is the next best action
I should take?”
System of Engagement

41. System of
Communication
EMAIL
System of
Record
CRM
System of
Engagement
LINKEDIN

42. Sales Navigator
The best version of
LinkedIn for
salespeople

43. The most powerful
people and
company search
Sales Navigator Today
Automatic lead and
account
recommendations
Integrations into
CRM and Email
systems
TeamLink: find
warm introduction
paths
InMail: reach
prospects directly
Prospect news and
alerts
Desktop and mobile apps

44. Sales Navigator 2017
Jonathan Ofori-Amoah
Product Manager
LinkedIn Sales Solutions

45. Working Together
Sales Navigator 2017:

46. Working Together
Within
Sales Team
Across
Company
With
Partners
Product Platform

47. Recent Releases

48. PointDrive
Recent Releases: Across Company
TeamLink Extend

49. Single Sign-On
Recent Releases: Product Platform
ROI Reports

50. Recent Releases: With Partners
Write activity data to CRMAdmin Sync

51. Coming Soon

52. Collaboration
Coming Soon: Within Sales Team

53. Coming Soon: Within Sales Team
Multi-Level Reporting

54. Coming Soon: Across Company
LinkedIn Ad
Integration

55. Coming Soon: With Partners
Support for additional platforms

56. Coming Soon: Product Platform
Unified Admin and Billing

57. Thank you
Happy Hour & Networking
Submit surveys to the registration desk for a Starbucks gift
card!

58. Social Selling Roadshow
An Inside Look at Social Selling with LinkedIn