How Top Sales Teams Leverage LinkedIn for Social Selling

©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.

How Top Sales Teams Leverage LinkedIn for Social Selling

Matt Loop, Head of Sales

LinkedIn Sales Solutions

@mattloop

©2013 LinkedIn Corporation. All Rights Reserved.

Agenda

07.30 – 08.00 Breakfast & Networking

08.00 – 08.25 Social Selling with LinkedInMatt Loop, Head of Sales Solutions – Australia, LinkedIn

08.25 – 08.45 The New Sales NavigatorAnthony Slater, Sales Product Consultant -- LinkedIn

08.45 – 09.00 Customer StoryAnthony Roberts, GM Enterprise -- FlexigroupAnne Nicole, Relationship Manager – Linkedin

#SocialSellingBreakfast


Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?

1000

LeadersLaggards

Australia Sales People in AU SSI for the Room

13.8 15.5

48

Social Selling Index


96K First DegreeConnections

161 Attendees

13.2M Second DegreeConnections

Who are we connected to?

45.5K companies

33K are Director level+

7K started a new role in the

past year

©2013 LinkedIn Corporation. All Rights Reserved. 6

The story of one of our reps:


7


A few months later…


LinkedIn Sydney Office Map

9


Relationships are foundational for sales success

Matt

Company

A

Company

B

Company

C

are now involved in the average B2B buying decision

peopleBoss

Peer

Direct report

Business leader

Cross-functional partner

Corporate Executive Board 2013 – Winning The Consensus Purchase

Your target buyer

5.4

Decisions involve more people than ever before

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

International Data Corporation 2014 – Social Buying Meets Social Selling

Decision makers rely on social media to choose between potential vendors

Network referrals

White papers

Company websites

Blogposts

Company pages

Your target buyers

Socialrelationships

Your competitor

Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

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

Decision makers now ignore cold outreach

You

Your competitor

X

X

X

Your target buyers

5.4 75of B2B buyers now usesocial media to be more informed on vendors

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

%people are now involved in the average B2B buying decision

Corporate Executive Board 2013 – Winning The Consensus PurchaseCorporate Executive Board 2012 – New Decision Timeline

Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

The buyer’s process has changed

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

Relying on the buyer to inform you onkey 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:

Billionsof professional relationships

313M+members

2B+member updates per week

LinkedIn has a wealth of information on the people & companies with whom you want to build relationships

Today: your personal

network

All that LinkedIn has to offer

YOU

Just what you need for sales

To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience

Relevant news

LinkedIn’s network data

Your accounts,leads & preferences

Sales Navigator makes it simple to establish and grow relationships with your prospects and customers

Sales Navigator


SSI leaders create 45% more opportunities per quarter

than SSI laggards.

SSI leaders are 51% more likely to hit quota

than SSI laggards.

45%more opportunities

51%more likely to hit quota

Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30

Social sellers perform better on key metrics


The New Sales Navigator

Anthony Slater

Product Consultant

LinkedIn Sales Solutions

@tonyslats

Looks great! Let’s discuss more in 2

months…

I’m going to need a few

more months

I’m convinced – but there are

other decision makers

How well do you know the CEO of

NetComm Wireless?

Mate, he’s my father in law!

Two closed deal in a single day

LIVE DEMO


Anthony Roberts GM Enterprise,Vendor & Commercial Finance

Anne Nicole

Relationship Manager LinkedIn

Case Study: Flexigroup

Any Questions?

Technology

How Top Sales Teams Leverage LinkedIn for Social Selling