LinkedIn "Key to Social Selling" Breakfast - Melbourne, 12th of March

LinkedIn Breakfast - The Key to Social Selling 12th March 2015

The Key to Social Selling

David Watson

Head of SMB A/NZ

Sales Solutions

Agenda

07.30 – 08.00 Breakfast & Networking

08.00 – 08.35 Social Selling

David Watson – Head of SMB A/NZ LinkedIn Sales Solutions

08.35 – 08:50 Social Selling in Action

Dimity MacDiarmid– Product Consultant LinkedIn Sales Solutions

08.50 – 09:15 Customer Success Story Followed by Audience Q&A

Simon O’Connor – Strategic Marketing Manager, NAB

09.15 Session Close

Why are we here?

5

A few months later…

LinkedIn Sydney Office Map

LinkedIn Social Selling Trends

Serendipity to Science

M

members

CANADA

9M+

USA

93M+

BRAZIL

16M+ SOUTH AFRICA

3M+

U.A.E

1M+

EMEA

74M+ SAUDI ARABIA

1M+

INDONESIA

4M+

AUSTRALIA

6M+

STAY INFORMED STAY CONNECTED BUILD YOUR CAREER

For our members

For our customers

MARKET SELL HIRE

LinkedIn Sales Solutions Mission

Connect the world’s buyers and sellers

to build relationships.

Members first

% Of B2B Buyers use social media to

make purchasing decisions

Average number of key influencers in

a B2B purchase

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

Apr. 2012 Feb. 2015

113%

As measured by growth in SSI

Social Selling is Growing

12.2

26.0






Global Reps

10.6

4.8

1.7

8.9

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

26.0

26.0






Global Reps

10.6

4.8

1.7

8.9

Australia

11.5

5.3

1.8

9.1

27.7

How are all sales professionals in Australia doing?

26.0






Global Reps

10.6

4.8

1.7

8.9

How are all sales professionals globally doing?

Today’s

Attendees

14.8

11.1

4.2

14.9

45.0

Australia

11.5

5.3

1.8

9.1

27.7

45.0






Today’s

Attendees

14.8

11.1

4.2

14.9

How do you compare to your team?

SSI of your Sales

Reps

10.6

4.7

1.6

9.6

26.5

Who are the Social Selling Leaders in the Room?

1

2

3

4

5

61

61

60

57

53

Companies with the Biggest SSI Increase

1

2

3

4

5

+16.7

+15.6

+13.8

+10.4

+9.5

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

Serendipity to Science

Target Connectivity Competition Change

Imagine…

Relationship Flows

Introducing

Target

TARGET BUYER

SENIORITY:

VP, CXO

COUNTRY:

Global

INDUSTRY:

Manufacturing

FUNCTION:

IT, Sales, Marketing, HR

has… 2K

Connectivity

6%

6%

8%

11%

14%

Customer #1

Customer #2

Customer #3

Customer #4

Customer #5

Connectivity

How Connected Are We to Key Accounts?

9%

5%

7%

5%

8%

Customer #1

Customer #2

Customer #3

Customer #4

Customer #5

Competition

Competitors

How Do we Compare to our Competitors?

6%

6%

8%

11%

14%

+5%

+10%

+4%

+50%

+4%

+18%

+5%

+11% +14%

+12%

Competitors

Change

Customer #1 Customer #2 Customer #3 Customer #4 Customer #5

Are We Gaining or Losing Ground?

Learn more about LinkedIn Sales Solutions: sales.linkedin.com

Sales Solutions

Relationship Report Sales Connect 2014

Want to learn more about how LinkedIn can help you sell smarter?

Stop by the Sales Insights Knowledge Hub or ask your LinkedIn Sales Rep about:

1. Why growing your company’s and personal Social Selling Index can help you crush your quota

2. How to improve your personal Social Selling Index

3. How to build relationships with target buyers you care about

Copyright © 2014 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail, are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.

Target buyers Quintiles cares about

Target buyers in specified location and function(s)

785,845Seniority: Director, VP, Owner, Partner, CXO

Country: United States

Function: Operations

How is Quintiles’s sales team connected to this target buyer?

How connected are Quintiles’s competitors to this buyer?

3,035 Decision maker penetration through 1st

degree connections

How has connectivity changed over time vs. competitors?

Competitors selected by algorithm. Talk to your sales rep for a customized analysis.

Over last 6 months

+20.5%

785,845

Target Buyers

*1st degree connections = 2,062, as of December 31st 2013

Quintiles

*Decision makers are Director level +

% Connected vs. Competitors

Over last 6 months

+47.2%Quintiles Competitors

(~<1%)

Quintiles

Average of Competitors

Jeanne Hecht

Ask your Account Manager

about your Relationship

Report

3. Usage Metrics

2. Social Selling Index

4. Success Team

1. Relationship Report

We’re here to help…..

5. Learning Centre

Social Selling in Action

Simon O’Connor

Strategic Marketing Manager

NAB

Questions