Revolutionizing your sales strategy through Modern Selling (APAC) Robin Prince

Transcription

1 Revolutionizing your sales strategy through Modern Selling (APAC) Robin Prince Enterprise Relationship Manager APAC

2 TODAY S AGENDA Introduction Integrating to Modern LinkedIn into your Discover how some of our existing 4 Q&A Selling company s sales process APAC clients use Modern Selling to drive revenue

3 LinkedIn Vision Create economic opportunity for every member of the global workforce Mission Connect the world s professionals to make them more productive and successful

4 LinkedIn allows you to tap into its vast network 560M+ Members worldwide 7M+ Global companies 2B+ Updates per Week

5 We all lose deals

6 WHY WE LOSE DEALS Missing Critical Players Lacking Credibility Losing Touch with Prospects??? % 24% People on average involved in the buying decision Of buyers don t believe that sales understands their business and don t think they can help Decision makers change roles every year

7 Modern Selling A modern approach to sales that utilizes information from social networks to grow your business

8 Modern Selling Behaviors Create a Find the right Sell through Engage with professional brand people strong insights relationships

9 Build a Professional Brand Professional Photo Your first impression Tagline Should be action & customer oriented, not just a title Summary Should describe your Passions and how you can help Media Should illustrate your story and guide your narrative

10 Search beyond your network to find the right people All that LinkedIn has to offer The SALES NAVIGATOR Experience for sales Your Network: YOU Decision Makers

11 Find the Right People Search 1 st, 2 nd, 3 rd connections LinkedIn.com

12 Find the Right People Prioritize by size & industry LinkedIn Sales Navigator

13 Find the Right People Build & save lists with Lead Builder

14 Leverage Your Team Network with TeamLink

15 Leverage Your Team Network with TeamLink

16 Engage with Insights Even if it s cold, keep it personal

17 Integrating LinkedIn into your company s sales process

18 LinkedIn Sales Navigator is designed to accelerate your sales process, not replace it. Plan Identify Targets Initiate Contact Determine Needs Demonstrate Value, Propose, Close Leverage Advanced Lead Search and filters to find organizations and people Save Accounts and Leads to map and identify key individuals and target companies Save Searches to receive automatic updates on territory Use InMails to communicate directly with saved leads Personalise your outreach based on information found on their profile or from Lead Updates Use TeamLink, Connection Requests and Common Connections to engage your leads Listen and monitor prospects to gain insights into their mission critical priorities. Stay up to date with Job Changes and growth of companies

19 Measuring sales success on LinkedIn, SSI

20 Our customers have formalised a Strategic Partnership with LinkedIn Implementing sales initiatives is a journey Step One Establish Strategic Partnership Implement Sales Process, KPI s & benchmark measurements Develop unified Digital Brand Build regionally aligned communication framework Drive internal adoption and early success Integrate measurements into CRM or system of record Step two Acceleration Modern Selling fully embedded as the norm Role based advanced training Socially astute leadership and Sales teams. Elevate sales team skills Measurable impacts on sales cycle, revenue & growth Step Three Programme Maturity Productive sales process, tracking and analysis Best in class Thought Leadership posts Market leading brand awareness Reliable revenue expectations Promotions for everyone

21 Leveraging LinkedIn Data for Sales

22 LinkedIn can provide strategic competitive data LinkedIn Sales Activity Peer 3 Peer 4 Peer 5 Company ABC Peer 1 Buyer Engagement Peer Profile Views Inmails New DM Connections

23 Case Studies: How companies are using Modern Selling to drive revenue

24 Case Study Background Global leader in technology services and consulting Clients: Enterprise companies with thousands of employees Challenges Finding the right people to talk to before their competitors Keeping prospects engaged throughout the sales process

25 1 Leveraged Sales Navigator as a prospecting tool for both new and existing accounts 2 Engaged prospects throughout the sales journey 3 Sourced more deals with higher win-rate At the end of the day, people buy from people they like and trust. And that s what Sales Navigator does for us; it helps us make those connections. Jagjit Singh, Manager, Sales Strategy and Transformation

26 Measuring success:

27 Measuring success:

28 Measuring success:

29 Measuring success:

30 Next Steps: Start Modern Selling You have the fundamentals Create a Professional Brand Polish Your LinkedIn Profile Find the Right People Search 560M+ Members Sell Through Relationships Leverage Warm Introductions Engage with Insights Keep Up with Your Accounts For more on LinkedIn Sales Navigator, visit sales.linkedin.com