Mike DerezinVice President Global Sales Solutions

LinkedIn

Welcome to the Social Selling Era

Source: Billy Gast, April 14, 2010, Flickr

LinkedIn Sales Solutions Mission

Connect the world’s buyers and sellers

to build relationships.

Members first

Average number of key influencers in

a B2B purchase

%Of B2B Buyers use social media to

make purchasing decisions

B2B buyers are 5X more likely to

engage with sales professionals via

warm introduction than cold outreach.

Social Selling State of the Union

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Social Selling Defined…

Laggards

0 100

Leaders

Social Selling Index

99%

As measured by growth in SSI

Social Selling is Growing

NAMER

26.5

LATAM

16.9

EMEA

24.5

ASIA

19.3

ANZ

24.7

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Global Reps

10.3

4.5

1.5

8.0

SSI measures your performance across the four pillars of social

selling

Social Selling Index measures adoption

of LinkedIn social selling practices on a

0-100 scale

Performance on four key dimensions,

each worth 25 points

24.3

24.3

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Global Reps

10.3

4.5

1.5

8.0

Brazil

8.6

3.2

1.3

5.7

18.8

How are all sales professionals in Brazil doing?

24.3

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Global Reps

10.3

4.5

1.5

8.0

How are all sales professionals globally doing?

Today’s

Attendees

15.8

9.7

4.3

14.9

44.7

Brazil

8.6

3.2

1.3

5.7

18.8

44.7

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Today’s

Attendees

15.8

9.7

4.3

14.9

How do you compare to your team?

SSI of your Sales

Reps

11.5

5.3

1.9

11.2

29.8

Who are the Social Selling Leaders in the Room?

1

2

3

4

5

57

53

47

46

46

Sales Professionals Who Are Social Selling

51% more likely to

exceed quota

Exceed Quota

3X more likely to go

to club

Go to Club

Promoted to VP 17

months faster

Get Promoted Faster

3X more likely to go

to club

Go to Club

51% more likely to

exceed quota

Exceed Quota

Promoted to VP 17

months faster

Get Promoted Faster

Sales Professionals Who Are Social Selling

• Achieved almost 3,000% ROI

• Reduced sales cycles by 25%

• Over $300,000 in revenue in the first year

“We use LinkedIn Sales Navigator for every single deal. It dramatically reduced the length of time to acquire a merchant.”

SSI

82

3X more likely to go

to club

Go to Club

51% more likely to

exceed quota

Exceed Quota

Promoted to VP 17

months faster

Get Promoted Faster

Sales Professionals Who Are Social Selling

• President’s Club FY 2014

• Finished the year at 166% of Quota

“I put it down to LinkedIn; when I track down my lead sources for deals I closed LinkedIn had a profound effect on how I engaged with decision makers and how I went about identifying those individuals.”

SSI

71

3X more likely to go

to club

Go to Club

51% more likely to

exceed quota

Exceed Quota

Promoted to VP 17

months faster

Get Promoted Faster

Sales Professionals Who Are Social Selling

• Jan 2011 Promoted to Sales Manager ANZ

• Nov 2013 Promoted to Senior Manager APJ

“As a key driver of Sales Navigator and social selling within the business, I built my reputation as an innovative and forward thinking leader giving me access to new opportunities.”

SSI

63

The New Sales Navigator

Introducing

%75of B2B buyers now use social media to be more informed on vendors

Relying on the buyer

to inform you on

key updates

5.4people are now involved in the average B2B buying decision

Looking for one

all-powerful

decision maker

%90of decision makers say they never respond to cold outreach

Cold-calling prospects

like they’re just a name

in a database

Months later I find out

he left my account and

joined another

My contact went

dark and now

I’m back at square one

I keep pounding –

email, phone, voicemail

– but can’t get a response

How well has your team adapted to this new normal?

Are you still:

“

”

“

”

“

”

Focus on the right people and companies

Stay informed on key updates at

your target accounts

Build trust with your prospects and customers

Building relationships with prospects and customers is different in

this new normal. You need to:

Today: your personal

network

All that LinkedIn has to offer

YOU

Just what you need for sales

To tap into the power of LinkedIn, you need to tailor your

experience for sales

Relevant insights

LinkedIn’s network data

Your accounts,leads & preferences

Sales

Navigator

Sales Navigator makes it simple to establish and grow relationships

with your prospects and customers

Sales Navigator DEMO

Miguel AssafSales Director

Latin America

LinkedIn Sales

Solutions

Sales Navigator subscription increases sales

performance

APJ CASE STUDY

Sales pipeline increased by

more than

4Min revenues directly attributable to Sales

Navigator in Asia from first phase

or moreUS$300K

Sales Navigator directly responsible

for several individual deals of

40%

3. Usage Metrics

2. Social Selling Index

4. Success Team

1. Relationship Report

We’re here to help…..

5. Learning Centre