Selling in a Social World - TECHconnect Bangalore 2015

Selling in a Social World - TECHconnect Bangalore 2015

• 3.
  Buyers who influenceor make the final decision company wide are 128% more likely to use Social Media for Purchasing The Link between Social and Selling Source: IDC Report: Social Buying- 2014, LinkedIn Internal Data A brand’s presence on social media is it’s introduction to 81% of potential clients Sales professionals who use Social Media for selling are: • 51% more likely to exceed their sales quota • 3Xmore likely to crush their yearly sales quota
• 4.
  Enterprise Social SellingFramework • Define KPIs, Social Media Policy • Align Brand Guidelines • Audience Analysis, Content Readiness • Pre-launch buzz • Identification of Change champions • Aligning leadership to the program • Benchmarking KPIs • Training • Evangelizing benefits of program • Adoption reporting • Support • Query Resolution • Content dissemination • Adherence to proprietary AUSIC framework Pre-Launch Phase Execution Phase Post-Launch Phase
• 5.
  Ongoing Sales Navigator basedCommunication Marketing Led Change Management to embrace social selling Rewards and Recognition Programs Marketing Led Inter- Functional Team
• 6.
  Sales Navigator ImplementationOutcomes Business Impact • 500mn+ USD deals were influenced or supported by LinkedIn Sales Navigator • 350mn+ USD won deals HCL Sales Internal Survey • 90%+ users agreed that LinkedIn Sales Navigator helped them discovering insights on decision makers • 19% increase in all-new deals, 51% increase in key multi-service deals • 17% increase in the number of CRM contacts LinkedIn Sales Navigator User Behavior • 18% increase in Social Selling Index • 200% increase in the number of InMails sent • Users had 17 times more connections than the non-users
• 7.
  Advice for Marketers DefineKPIs before initiating the program Follow through with Change management programs Maintain tight Governance parameters Enable sales team with latest technology Follow structured approach for Implementation