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The Key to Social Selling MOUNTAIN VIEW BREAKFAST

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Welcome MOUNTAIN VIEW

8:30-9:00 Registration & Breakfast 9:00-9:25 Intro to Social Selling 9:25-9:50 Customer Panel 9:50-10:00 Q&A

Intro to Social Selling

Joan Foley Head of Enterprise Sales, West LinkedIn Sales Solutions

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Social Selling Defined

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Our vision

Connect the world’s buyers and sellers to build relationships.

Social selling is happening across all social media

For B2B, LinkedIn is at the bulls eye

Members first

400M+

HIRE MARKET SELL WORK

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Why is social selling here today?

#SalesConnect

The Buying Process Has Changed

people are now involved in the average B2B

buying decision

of B2B buyers now use social media to be more

informed on vendors

of decision-makers say they never respond to cold

outreach

5X More likely to engage with sales professionals via warm introduction than cold outreach

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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:

Get More Out of LinkedIn with LinkedIn Sales Navigator

Social Selling: Components & Measurement

The Components of Social Selling

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Each component is part of your Social Selling Index score and valued at 25 points for a total possible score of 100

•  Publish brand- related content

•  Ensure a professional photo

1. Create a Professional Brand

Miranda Baylor Supporting Bio-Pharmaceutical Innovation at XYZ Co.

XYZ Co. New State Co. Alma Mater University

Current: Previous: Education:

Published by Miranda:

2. Find the Right People

VP, Genco Pharmaceuticals

Senior Director, HealthTech Co.

President and CEO, Pharma Co.

Sinjin Sohnerhalsen

Radhika Rajagopalan

Ed Simcoe

Sr. Director – Quality and Assurance, Genco Pharmaceuticals Director, QA / Compliance at Genco Pharmaceuticals

Group Leader, Technico Health

Vice President, North America Generics at Benin Laboratories Head of Operations and Bus Dev at Benin Laboratories

•  Personalize your messages

•  Join groups that your prospects might find of interest and engage with content and comments that show your added value

3. Engage with Insights

Ed Simcoe President and CEO, Pharma Co.

Noticed you’ve used MyProduct previously

Hi Ed, I noticed that you previously were at Benin Laboratories and likely used ABC Co’s MyProduct. Would you be interested in looking at using MyProduct for your new company? Let me know if you would like to set up a time to chat about it.

Miranda closed a contract with ABC Pharma and now she can leverage her relationship with the CEO for additional business and introductions

4. Build Strong Relationships

#SalesConnect

Laggards

100 0 20 40 60 80

How LinkedIn Measures Social Selling Social Selling Index (SSI)

Leaders

Here’s My Score: Still Room for Improvement!

Check your SSI score at: sales.linkedin.com

#SalesConnect

100 0 20 40 60 80

Social Selling Index (SSI)

The Chasm

Early Majority Late Majority Laggards Innovators and Early Adopters

‘12-’14 ’18-’19 ’20+

‘15

’16-’17

28.2 2015

12.2 2012

2x The impact of SSI

New clients

Meetings secured

Opportunities generated

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Call to Action: Start Social Selling

Build Strong Relationships

Create a Professional Brand

Find the Right People

Engage with Insights

 For more on LinkedIn Sales Navigator, visit sales.linkedin.com

Polish Your LinkedIn Profile

Learn what they care about

Leverage Warm Introductions

Use Personalized InMails

Measure Your Success Track Social Selling Index

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Customer Panel

 John Richards  Enterprise Relationship Manager, West

Anthony Cerche Senior Manager, Go-To-Market

Operations Juniper Networks

linkedin.com/in/anthony-cerché-540971

Buying and Selling in the Digital Age

Bobby Alvarez Senior Manager, Sales

Enablement SumoLogic

linkedin.com/in/bobby-alvarez-26ab366

  Learn more at sales.linkedin.com

Q&A

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Anthony Cerche Senior Manager, Go-To-

Market Operations Juniper Networks

linkedin.com/in/anthony-cerché-540971

John Richards Relationship Manager

LinkedIn linkedin.com/in/jsrichards89

Joan Foley Head of Enterprise Sales,

West LinkedIn

linkedin.com/in/joanfoley

Bobby Alvarez Senior Manager, Sales

Enablement SumoLogic

linkedin.com/in/bobby-alvarez-26ab366

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