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  • LinkedIn Confidential 2013 All Rights Reserved

    How LinkedIn Uses LinkedIn for Social Selling

  • The worlds largest professional network

    As of September 30, 2012

    200M+Members Worldwide

    Growing at approximately two members per second





    Company Pages

    Decision Makers


    Member Updates per Week

  • The power of LinkedIns network effects

    Criticalmassof data

    Relevant and valuable

    products and services Technologyplatform

    Member growth and engagement

  • Social SellingConvergence of marketing and sales

  • 5Engage with Content Status Updates Content Ads

    Attract an Audience Targeted Media Followers

    Create a Presence Company Page Groups

    Social Marketing

    AMPLIFYFollowers, Status Updates, Plugins, Sharing, Recommendation Ads

    ANALYZE AND REFINEData, Insights and Analytics

  • 6Navigate Best Path Networks TeamLink

    Know What to Say Insights Updates/Signals

    Find Right Person Adv. Search Groups & Signals

    Social Selling

    AMPLIFYFollowers, Status Updates, Plugins, Sharing, Recommendations

    ANALYZE AND REFINEDashboards, Insights

  • Social Selling in PracticeEvan Klein, Account Exec at LinkedIn

  • LinkedIn Confidential 2013 All Rights Reserved 8

  • Social Selling ToolsSocial data leads to insights

  • Social data can surface insights in several areas


    Who they are



    Whom do they know

    Inside/Outside CompanyIn Industry

    By GeographyRecommendations

    What are they doing

    New ConnectionsActivity UpdatesAdding to Profile

    What are prospects & customers likely to want to do in the future?

  • Social Selling Index


    Ranks and tracks company utilization of LinkedIn as a social selling tool.

    Visibility into companys social selling activities

    Identify opportunities fro improvement

    Benchmark companies against peers and competitors

  • Social Proximity Index


    Assigns new leads and opportunities to sales professionals based upon their relationships.

  • LinkedIn Confidential 2013 All Rights Reserved

    LinkedIn Sales Solutions Website: Slideshare: Twitter: @LinkedInSelling LinkedIn Group: LinkedIn Sales Solutions