Relationship managers are facing new challenges: The number of stakeholders is higher than ever, among other concerns. Learn how you can scale your operation by leveraging social media.
4. 1. Identifying key
stakeholders is a
challenge
2. Producers miss growth
opportunities
3. Relationships stagnate
and are not as stable
Relationship Managers Are Facing New Challenges
6. Of prospects purchase from
the first seller to connect with them
Producers Miss Growth Opportunities When Not Hunting
7. Job Volatility is Increasing
Of Decision-Makers change
roles each year
Of Account Managers
turn over each year
Nearly
* Role changes put almost 40% of existing annual revenue at risk!
AND
9. The Putnam Social Advisor Survey, 2016, Putnam Investments
Relationships Matter
Of B2B customers are more likely
to choose a vendor if the sales rep
builds a relationship with other
stakeholders at the company
Lift in win-rate
Sales professionals connected with
6+ connections are likely to see
10. The Putnam Social Advisor Survey, 2016, Putnam Investments
Financial Services Utilizes Social Media
Of advisors are using
social media for
business
Of “social advisors”
gained new business
Median asset gain
attributed to
social media use
11. LinkedIn remains
the primary network
for advisors
The Putnam Social Advisor Survey, 2016, Putnam Investments
LinkedIn is the Primary Network for Financial Services
14. Target and track key
contacts to protect
revenue
Understand your
accounts and identify all
of the buyers
Engage credibly with
buyers throughout the
client’s lifecycle
Advanced Producers are Using LinkedIn
to Overcome Challenges
15. Target and track key
contacts to protect
revenue
Advanced Producers are Using LinkedIn
to Overcome Challenges
20. Target and track key
contacts to protect
revenue
Understand your
accounts and identify
all of the buyers
Engage credibly with
buyers throughout the
client’s lifecycle
Advanced Producers are Using LinkedIn
to Overcome Challenges
21. The job change Executive Changes New connections
News article
mentions
Networks
Source:
Top Social Signals
23. “If a financial advisor is using Sales
Navigator, they’ll see when a life event has
happened—a change in jobs, etc—and be
able to reach out at the right time with the
right message, instead of waiting for that
client to reach out to them.”
Chris Diskin
VP Digital Marketing, Wells Fargo
27. Target and track key
contacts to protect
revenue
Understand your
accounts and identify all
of the buyers
Engage credibly with
buyers throughout the
client’s lifecycle
Advanced Producers are Using LinkedIn
to Overcome Challenges
28. 81%
71%
59%
46%
14%
Key Engagement Attributes
% of B2B buyers are more likely to engage if the sales professional....
Sales professional's company is well-known
Mentions specific information relevant to your current job
Mention a common colleague that they both know
Mention a common friend that you both know
Mention a common hobby or interest you both share
29. Sharing as a Sales Tactic
Buyers chose the vendor who provided
the best mix of content for each stage of
their purchasing process
33. The Putnam Social Advisor Survey, 2016, Putnam Investments
LinkedIn Use Yields Significant Benefits
Of Producers reported
social media helped
acquire new business in
a significant way
(wins from $1M – $5M+)
Attracted new
clients directly
through LinkedIn
Improved referrals by
opening a door that had
otherwise been closed
through LinkedIn
35. “We launched a Sales Navigator pilot program
with our next generation advisors and saw
immediate success. The group outperformed
our target goals across the board and has
acquired 24 new clients so far.”
Chris Diskin
VP, Digital Marketing, Wells Fargo Advisors