How Top Sales Teams Leverage LinkedIn for Social Selling

Shaun Broughton, Head Of Relationship Management

LinkedIn Sales Solutions

April 9th, 2014

au.linkedin.com/in/shaunbroughton

Agenda

15.30 – 16.00 Registration

16.00 – 16.15 Intro & The Social Selling IndexShaun Broughton, Head of Relationship Management

16.15 – 16:30 Social Selling in PracticeImraan Ali, Account Executive, LinkedIn

16.30 – 17.00 Customer Fireside chat followed by Q&ABrenton Henderson, MD Oncore

17.00 – 19.00 Presentation Close – Drinks and Networking

The world and buyers have changed

97% 75% 57% Of the time cold calls do not work

B2B purchases influencedby social

Of the buying processis complete before

sales rep involvement

Sources: CEB, Connect & Sell, IBM Buyers Preference Study

The Social Selling Evolution

Social selling leverages

your professional brand to fill your pipeline

with the right people, insights,

and relationships.

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

1000

LeadersLaggards

LinkedIn Social Selling IndexCorrelates to sales success

Source: Aberdeen Group

15%More customer

renewals

31%Greater team

quota attainment

21%More reps

achieving quota

Social Selling in Practice

Imraan Ali, Account Executive

LinkedIn Sales Solutions

April 9th, 2014

@imraanali_

au.linkedin.com/in/imali/

HowHow do I get

a warm intro?

+277Mmembers

+2Bmember updates

per week

Billionsconnections

5 Core Competencies of Social Selling

WhatWhat to

talk about?

WhoWho are the Right People?

Connections Profiles4 5

1 2 3

Social Selling for Sales Leaders

16

Social Selling for Sales Leaders

1. Build strong profiles

2. Team Culture

3. Measurement

Build a Strong Professional Profile as a leaderAdd a photo, experience and skills that showcase the brand of YOU

17

Monitor your team’s engagement in social selling activities on LinkedIn

©2013 LinkedIn Corporation. All Rights Reserved.

Series1

LinkedIn social selling case study107% more likely to close a deal

Base win rate Win rate with social

selling

+ 44%

+ 63%

Targeting the right person

Using a connection

+ 107%

Thank you