Drive revenue with social selling LinkedIn

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TABLE OF CONTENTS,The New Reality of Selling 3,Addressing Changing Buyer Behavior 4. Sales Reps Owning Their Lead Generation 5, Identifying the Right People in Target Organizations 6. Unlocking the Power of Connections to Access New Accounts 7. Taking Advantage of Team Buying 8,Identifying the Right Topics to Talk AbOut 9. Driving Business results 10,The New Reality of,Selling it s Social. It s becoming almost impossible to ignore the impact. social networks are having on sales Much of the face. to face networking that took place at trade shows and. conferences are now happening online and many, introductions are happening via social connections.
7 TIPS FROM KOKA, The reality is salespeople who ignore social networks. are not going to scale their businesses as effectively as Koka Sexton has been a thought leader in the social selling. they could space for over four years and is on the LinkedIn Sales Solution s. marketing team You can find more social selling insights from. In the pages that follow you ll discover, Koka within this ebook and his social footprint here. Seven ways LinkedIn Sales Solutions can, drive more and bigger deals in the 21st Koka Sexton. century economy,Why the proven methods of just a few years. ago are no longer effective and,What you can do to develop a social selling.
strategy that will help you crush your quota,1 Addressing Changing It s in the space. between quantity,Buyer Behavior and quality of, Researching a purchase used to be remarkably time information that. consuming especially in the business to business social selling can give. world The Internet and professional networks like you a tremendous. LinkedIn have changed this for good cold calls advantage Social. Now when a prospect is considering making a selling lets you. purchase he can find out everything there is to know. provide the right, with a few keystrokes That s why according to a 2012. Corporate Executive Board report 57 of every buying. information at the, decision is already made before there is any sales right times. rep involvement Demand Gen Report,ineffective 97 of the time.
Plus buyers no longer have a compelling reason to, take a salesperson s call during their research phase A. recent IBM Preference Study showed that cold calls are. ineffective 97 of the time and this number has been. increasing by 7 every year since 2010, Koka s Tip Leverage social selling to build relationships with your buyers early on create trust and. value before you have a dialogue about price,Share Tweet. 2 Sales Reps Owning Sales reps on,average have to,Their Lead Generation generate 70 of. There is often a strict division between marketing and LinkedIn World s Largest Professional network their own sales. sales when it comes to revenue responsibility leads if they want to. Despite recent advances in the effectiveness of 8M achieve their goals. Decision makers, marketing a recent study conducted by CustomerThink.
determined that on average marketing is still only. responsible for 30 of lead generation for sales 2 6M. Companie Pages, LinkedIn helps remove that divide by enabling sales Members World Wide. professionals to access a network of more than 200. million members who generate over 2 billion status 2b. Member updates, updates per week You re now able to identify and per week. engage with more prospects than ever before,Jan 31 2013. Koka s Tip Leverage professional networks like LinkedIn to drive your own lead generation Your buyers. are already there and engaging with others and content on the platform You must tap into this. Share Tweet,3 Identifying the Social selling on,LinkedIn changes. Right People in Target the game from,Organizations a cold numbers.
Building out a target account list is time consuming and. 1ST approach to a high,quality low volume,Degree Contact. difficult Even after your accounts are identified,which people should you approach within. trusted approach,2ND Leverage personal,Enter social selling. relationships within,Degree Contacts, LinkedIn enables you to take a personalized approach. 2ND your professional, to prospecting within the massive universe of 200 Degree Contacts.
million members on the platform,network to drive,Degree Contacts sales results. For example leverage powerful search capabilities,Ralf VonSosen. within 1st and 2nd degree connections to find a 2ND LinkedIn Sales Solutions. starting point for your reach out efforts Search by. Degree Contacts, geography title and most importantly your relationships. to prospects within your professional network, Koka s Tip A few methods of finding the best prospects 1 Do a quick search of your immediate 1st. and 2nd degree networks on LinkedIn to see which of your buyers are easily accessible 2 Leverage. LinkedIn Sales Navigator s Lead Builder feature to efficiently run and save searches of your buyers. Share Tweet 06,4 Unlocking the Power To understand.
spheres of,of Connections to influence of your,Access New Accounts buyers try to. determine if you re, Personal connections on LinkedIn are the best way to. connected to people, build a pipeline full of people most likely to turn into. new customers,in their networks,A warm referral increases the odds of a. sales success 2x 4x 1 and,53 of sales professionals have received.
introductions to new opportunities from their,coworkers 2. Easily prompt introductions on LinkedIn to key decision. makers from people who know and trust you Tap into. your entire network of contacts to uncover opportunities. 5 Opportunities to Profit From Social Selling CustomerThink. LinkedIn Charter Customer Survey Nov 2011, Koka s Tip Ask 1st degree contacts to introduce you to 2nd and 3rd degree contacts One way to. scale this approach is with LinkedIn Sales Navigator a premium solution for salespeople. Share Tweet,5 Taking Advantage of Back when many,businesses had a. Team Buying command and,control management,While there is often one final decision maker. there are almost always other influencers in a major structure reps could. purchase that make the difference as to whether squeak by But in the. or not it ultimately happens,current decision, A 2012 survey of B2B buyers conducted by Demand by committee.
Gen Report uncovered that,environment, Buyers who say they involve more team ignoring ancillary. members in the buying process jumped by,decision makers. more than 67 over a similar 2011 study and,and influencers is a. 50 more decision makers seek the input of, seek the input of more internal members recipe for disaster. more internal members during the decision during the decision making process. Demand Gen Report,making process compared to 30 of buyers.
surveyed in 2011, With social selling on LinkedIn you can easily enact a. multi thread strategy by targeting the primary decision. maker and identifying the influencers connected to. that buyer, Koka s Tip Use the connective capabilities of LinkedIn to request warm introductions from existing. contacts or initiate communication based on commonly shared interests and goals You ll quickly get in. touch with every member of the group that influences a buying decision. Share Tweet,6 Identifying the Right Buyers expect you to. be prepared before,Topics to Talk About the meeting Even. Above all else sales is about establishing relevance if that just means a. If you could somehow ensure that you d be in front of quick glance at their. people at the exact moment they needed to solve the LinkedIn profile. precise problems that your product addressed you d. close deals 100 of the time, Social selling on LinkedIn gets salespeople closer to this.
than ever before,Establish yourself as a social citizen Regularly. interact socially on LinkedIn where people who, make decisions in your target industries spend time. and explore solutions to their most pressing challenges. Active social citizens receive a steady stream of, information about what is top of mind for the decision. makers in their networks, Koka s Tip Become a trusted information source by 1 Regularly posting third party articles blog. entries and studies that speak to the pain points and desires of potential customers 2 Interacting with. connections by commenting on their observations and answering their questions 3 Joining. industry related groups and interact,Share Tweet,7 Driving Business Effective use of sales.
intelligence increases, Results Eloqua has seen significant business as a result revenue productivity. Social selling allows modern reps to combine the best of. of adopting social selling using LinkedIn Sales per sales rep by 17. Navigator including With social sales, building relationships and providing thought leadership. to drive deals Increased conversion rates of leads to intelligence you. opportunities by 25, Take Jill Rowley Eloqua s top salesperson When can reach buyers. she began using social selling her numbers went Increased more than 15 of reps exceeding at exactly the right. through the roof sales quotas and, Everyone I meet I add on LinkedIn Rowley says Before Had average sales cycle time decrease of. Eloqua Grande Guide to Social Selling, a meeting I ll look up each person and find one piece of 20 days.
information I ll relate to them with so that I ll stand out from. the crowd They ll remember meeting me, Koka s Tip Becoming adept at social selling should be done in stages Jill Rowley has steadily built. up her social selling practice over time To get started you should focus on these areas 1 Building. your network on LinkedIn 2 Identifying your prospects 3 Engaging with them. Share Tweet, Demand Gen Report is a targeted e media publication spotlighting the strategies and solutions that help companies better align their. sales and marketing organizations and ultimately drive growth A key component of our coverage focuses on the sales and marketing. automation tools that enable companies to better measure and manage their multi channel demand generation efforts For more information. visit www demandgenreport com,411 State RT 17 S,Hasbrouck Heights NJ 07604. 1 888 603 3626,ABOUT Sales Solutions, LinkedIn Sales Solutions empowers sales professionals to fill their pipelines proactively Find the right people know what to say by uncovering. key insights and get warm introductions by extending your LinkedIn network For more information visit sales linkedin com. 3 ideNTifyiNg The RighT people iN TaRgeT oRgaNizaTioNS Building out a target account list is time consuming and difficult Even after your accounts are identified which people should you approach within Enter social selling LinkedIn enables you to take a personalized approach to prospecting within the massive universe of 200

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