DOCUSIGN CONFIDENTIAL

Ralf VonSosen, Head of Marketing, LinkedIn Sales Solutions

Frank Hattann, Head of Sales Solutions, LinkedIn EMEA

Katie Foster, Marketing Manager, DocuSign EMEA

10 Ways to Utilise Social Selling in 2013

27th June 2013

AgendaIntroductionsWhat is Social Selling?Tips for Social Selling“Don’t be that Sales guy…”Social Selling in actionQ&A

Join the conversation:

#DOCLI

Ralf VonSosen

Ralf is the Head of Marketing for LinkedIn Sales Solution and has been a leader in the CRM space, with an emphasis on sales and marketing, since the late 90s. His experience spans from industry giants such as Siebel (now Oracle) and SAP, to a series of smaller companies including MarketLive, and most recently InsideView. Ralf is passionate about the ability of technology to enable more meaningful, and productive, relationships among professionals.

http://inmaps.linkedinlabs.com/

The world and buyers have changedWhat once worked, will not work anymore

97% 75% 57% Of the time cold calls do not work

*7% worse every year since 2010

B2B purchaser influencedby social

Buying decisions are made before

sales rep involvement

Corporate Executive Board 2012 - Connect & Sell 2012 - IBM Buyers Preference Study 2011

To engage effectively, marketers need to understand the difference in mindset across social platforms

1

2

3

4

5

Socialize

Stay in touch

Be entertained

Kill time

Share content

Maintain professional identity

Make useful contacts

Search for opportunities

Stay in touch

Keep up to date for career

Personal Networks Professional Networks

“Invest Time”“Spend Time”

What does this mean for you?

Find individuals – utilize rich social network & media information to find the right clients.

Relevance is key – research client social profile, activities, and news for meaningful conversation.

Timing based on triggers – listen to social media and network activities that can alert to the right time to engage.

Relationships matter– social networks build a path to a warm introduction.

Build trust – a sales pro’s social profile can build a brand and strengthen trust.

LinkedIn Mission.Connect the world’s professionals to make them

more productive and successful

MEMBERS WORLDWIDE+2 New

MEMBERS PER SECOND100M+MONTHLY UNIQUE VISITORS

225M+

LinkedIn is the world’s largest professional network

55%2

College grad or post grad

$83K2

Average household income

Business Decision Makers

7.9M1

Sources: 1. Internal LinkedIn data, October 2012; 2. The Nielsen Company @ Plan Rel 4 2011; 3. comScore US Media Metrix Data, September 2012

32xMore buying power than average Internet sites

The most effective place to engage with professionals

Make it part of how you sell

Buyers have changedLeverage social data

Buyers are well educatedLead with insights

Cold calling is ineffectiveLeverage connections

Frank Hattann

Frank Hattann is a Social Media enthusiast, and Head of LinkedIn Sales Solutions for EMEA. Frank's varied background includes over 12 years' management experience working for companies such as Deutsche Bank, Lufthansa, and PayPal before joining LinkedIn in 2010. He's lived in Germany, the UK, Canada & Ireland, managing multi-lingual teams, and working in multi-cultural environments, giving him an in-depth understanding of the importance of relationship building, & networking. LinkedIn has been, and remains, a valuable tool for his work, career & sales success.

This is happening……at LinkedIn

Don’t be that guy…

Don’t be that guy…

Social selling is creating change…

Call From Unknown

408-612-3467

vs.

Contacts Lists CompanyWebpage

ColdContact

Targeted Search

Social Profile

WarmIntroduction

JackBrian

Targeted

Search

Social Profile

WarmIntroduction

Lead with insight

Use social media as critical channel

Personally own lead generation

Reps using this are 30-40% more successful

HowHow do I get

a warm intro?

LinkedIn Sales Navigator defines social selling

+200Mmembers

+2Bmember updates

per week

Billionsconnections

WhatWhat to

talk about?

WhoWho are the

Right People?

Who are the right people?

My search yielded 124,789 search results!

I don’t have time to sort through all these searches

By using the premium search filters, it gets much narrower…

Find Key Prospects1

With TeamLink, I can narrow down to profiles that have connection paths to my team

Brian

What to talk about?Discover Actionable Insights2

Brian

How do I get in?

Brian

4

Find a common connection

This profile fits all my criteria, and has a connection to someone in our Canadian office

I have a meeting set up for Tuesday!

3

Asks teammate for an introduction

Becoming a Social Selling Pro

4 Actions to Becoming a Social Selling Pro

Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility

Gathering Intelligence: Researching social information to prepare for sales conversations

Building your Network: Developing relationships with people who can share information and provide referrals

Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts

1. Build Your PROFILE

3. Gather INSIGHTS

2. Develop Your NETWORK

4. Contribute INSIGHTS

1. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU

25

2. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives

3. Gather IntelligenceBe prepared for every interaction by researching contacts and companies

27

4. Contribute InsightsShare ideas through status updates, and participate in groups

28

Social Selling In Action

Electronic Signature Solution 40 million users – growing by 60,000 per day Users in 189 countries

Getting The Team to Think Social

Start & Promote Conversations

Tools for the DocuSign Team

For more information visit:

sales.linkedin.com

docusign.co.uk