0
How Top Sales Teams Leverage 
LinkedIn for Social Selling 
©2013 LinkedIn Corporation. All Rights Reserved.
“ 
I will continue to ignore this dude like all other 
©2013 LinkedIn Corporation. All Rights Reserved. 
solicitors
From: XXXX 
Sent: Tuesday, June 24, 2014 6:44 PM 
To: ‘jhurst@homeaway.com’ 
Subject: Increased Traveler Optimism and Link...
“ 
I will continue to ignore this dude like all other 
©2013 LinkedIn Corporation. All Rights Reserved. 
solicitors 
BESTI...
Elevate the Sales Profession 
©2013 LinkedIn Corporation. All Rights Reserved. 
“
Where to focus a social strategy? 
©2013 LinkedIn Corporation. All Rights Reserved. 6
Canada 
9.8M+ 
USA 
102M+ 
Brazil 
17M 
©2013 LinkedIn Corporation. All Rights Reserved. 
EMEA 
81M+ 
UK 
15.8M 
India 
26...
What is social selling? 
Social selling leverages 
your professional brand to fill your pipeline 
with the right people, i...
Introducing the LinkedIn Social Selling Index 
How well does your team embrace social selling? 
Laggards Leaders 
0 100 
©...
Social Selling Index 
13.8 15.5 
45 
Australia Sales People in AU SSI for the Room
Who are we connected to? 
11.4M Second Degree 
Connections 
72K First Degree 
Connections 
121 Attendees 
36.5K 
companies...
Relationships are foundational for sales success 
Matt 
Company 
A 
Company 
B 
Company 
C
Decisions involve more people than ever before 
5.4 
people 
are now involved in the 
average B2B buying decision 
Boss 
P...
Decision makers rely on social media to choose 
between potential vendors 
75 % 
of B2B buyers now use 
social media to be...
Decision makers now ignore cold outreach 
Your 
competitor 
90 % 
of decision makers say they 
never respond to cold 
outr...
The buyer’s process has changed 
5.4 75 
% 90 
of B2B buyers now use 
social media to be more 
informed on vendors 
% 
of ...
Building relationships with prospects and customers 
is different in this new normal. You need to: 
Focus on the right 
pe...
LinkedIn has a wealth of information on the people & 
companies with whom you want to build relationships 
Billions 
of pr...
Social sellers perform better on key metrics 
SSI leaders create 
45% more opportunities per quarter 
than SSI laggards. 
...
The story of one of our reps: 
©2013 LinkedIn Corporation. All Rights Reserved. 20
LinkedIn rep, Andrew, trying to sell into 
Panasonic, but can’t break through 
“Andrew thanks, but no thanks” 
©2013 Linke...
Andrew receives his daily Sales Navigator email… 
learns there is a new Country Head 
©2013 LinkedIn Corporation. All Righ...
New Country Head, former happy client from Canon, 
and connected to Andrew’s colleague, Danielle 
©2013 LinkedIn Corporati...
Danielle makes Andrew a warm introduction into 
Panasonic’s new Country Head 
©2013 LinkedIn Corporation. All Rights Reser...
Sales Navigator’s Lead Recommendations module 
educates Andrew about other key decision makers 
at Panasonic 
©2013 Linked...
As a result of the warm introduction from Danielle, 
Andrew has a meeting set up with Panasonic 
several days later 
©2013...
Signed contract follows. Great news but not a 
surprise as new decision maker was a happy prior 
customer. 
©2013 LinkedIn...
Sales Connect Sydney 
Make the Connection 
October 29 2014 
ivy Sydney 
©2013 LinkedIn Corporation. All Rights Reserved.
Why attend? 
©2013 LinkedIn Corporation. All Rights Reserved. 
29 
Learn how LinkedIn has transformed its sales 
organizat...
Inspirational Keynotes 
Dan Lurie 
Senior Insights Analyst, 
LinkedIn 
©2013 LinkedIn Corporation. All Rights Reserved. 
3...
Additional Speakers 
©2013 LinkedIn Corporation. All Rights Reserved. 
31 
Dana Feldman 
Head of SMB Sales Solutions, 
ANZ...
Register today! 
EARLY BIRD GROUP RATE 
©2013 LinkedIn Corporation. All Rights Reserved. 
32 
$200 
+ GST 
For groups of 3...
Any Questions?
Upcoming SlideShare
Loading in...5
×

The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

1,336

Published on

The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014

Published in: Technology

Transcript of "The new Sales Navigator - LinkedIn Breakfast Melbourne August 2014"

  1. 1. How Top Sales Teams Leverage LinkedIn for Social Selling ©2013 LinkedIn Corporation. All Rights Reserved.
  2. 2. “ I will continue to ignore this dude like all other ©2013 LinkedIn Corporation. All Rights Reserved. solicitors
  3. 3. From: XXXX Sent: Tuesday, June 24, 2014 6:44 PM To: ‘jhurst@homeaway.com’ Subject: Increased Traveler Optimism and LinkedIn Hi Jeff, We haven't spoken before, but my name is Ben and I'm a travel industry consultant with LinkedIn’s Marketing Solutions team. I’m reaching out because projections indicate 2014 to be an enormous year for traveler optimism and sector revenue growth (Skift, 2014). I wanted to discuss ways you could better leverage LinkedIn to reach that audience at scale and benefit from the trend. LinkedIn offers a variety of targeted marketing solutions above and beyond what your team is leveraging today, and I would love to speak with you about how you can improve your strategy. When would be a good time to connect briefly this week or next? Best, XXXX ©2013 LinkedIn Corporation. All Rights Reserved. 3
  4. 4. “ I will continue to ignore this dude like all other ©2013 LinkedIn Corporation. All Rights Reserved. solicitors BESTIE ALERT!!!!
  5. 5. Elevate the Sales Profession ©2013 LinkedIn Corporation. All Rights Reserved. “
  6. 6. Where to focus a social strategy? ©2013 LinkedIn Corporation. All Rights Reserved. 6
  7. 7. Canada 9.8M+ USA 102M+ Brazil 17M ©2013 LinkedIn Corporation. All Rights Reserved. EMEA 81M+ UK 15.8M India 26M+ China 4.8M+ Japan 1M+ Korea Taiwan Philippines Hong Kong Malaysia Indonesia Australia 5.8M+ Singapore 1.2M NZ 1M+ 3.2M+ 2.4M+ 860k South Africa 3.1M+ 820k 1.7M+ 690k 50M Members in APAC +2 New members every second 300M Members worldwide
  8. 8. What is social selling? Social selling leverages your professional brand to fill your pipeline with the right people, insights, ©2013 LinkedIn Corporation. All Rights Reserved. and relationships. Social selling helps you adapt to the buyer’s new process
  9. 9. Introducing the LinkedIn Social Selling Index How well does your team embrace social selling? Laggards Leaders 0 100 ©2013 LinkedIn Corporation. All Rights Reserved.
  10. 10. Social Selling Index 13.8 15.5 45 Australia Sales People in AU SSI for the Room
  11. 11. Who are we connected to? 11.4M Second Degree Connections 72K First Degree Connections 121 Attendees 36.5K companies 25K are Director level+ 5.2K started a new role in the past year
  12. 12. Relationships are foundational for sales success Matt Company A Company B Company C
  13. 13. Decisions involve more people than ever before 5.4 people are now involved in the average B2B buying decision Boss Peer Direct report Business leader Cross-functional partner Your target buyer Corporate Executive Board 2013 – Winning The Consensus Purchase
  14. 14. Decision makers rely on social media to choose between potential vendors 75 % of B2B buyers now use social media to be more informed on vendors Network referrals White papers International Data Corporation 2014 – Social Buying Meets Social Selling websites Blog posts Company pages Your target buyers Social relationships
  15. 15. Decision makers now ignore cold outreach Your competitor 90 % of decision makers say they never respond to cold outreach Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level You Your competitor X X X Your target buyers
  16. 16. The buyer’s process has changed 5.4 75 % 90 of B2B buyers now use social media to be more informed on vendors % of 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 Purchase Corporate Executive Board 2012 – New Decision Timeline Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
  17. 17. Building relationships with prospects and customers is different in this new normal. You need to: Focus on the right people and companies Stay informed on key updates at your target accounts Build trust with your prospects and customers
  18. 18. LinkedIn has a wealth of information on the people & companies with whom you want to build relationships Billions of professional relationships 313M+ members 2B+ member updates per week
  19. 19. Social sellers perform better on key metrics 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
  20. 20. The story of one of our reps: ©2013 LinkedIn Corporation. All Rights Reserved. 20
  21. 21. LinkedIn rep, Andrew, trying to sell into Panasonic, but can’t break through “Andrew thanks, but no thanks” ©2013 LinkedIn Corporation. All Rights Reserved.
  22. 22. Andrew receives his daily Sales Navigator email… learns there is a new Country Head ©2013 LinkedIn Corporation. All Rights Reserved.
  23. 23. New Country Head, former happy client from Canon, and connected to Andrew’s colleague, Danielle ©2013 LinkedIn Corporation. All Rights Reserved.
  24. 24. Danielle makes Andrew a warm introduction into Panasonic’s new Country Head ©2013 LinkedIn Corporation. All Rights Reserved.
  25. 25. Sales Navigator’s Lead Recommendations module educates Andrew about other key decision makers at Panasonic ©2013 LinkedIn Corporation. All Rights Reserved.
  26. 26. As a result of the warm introduction from Danielle, Andrew has a meeting set up with Panasonic several days later ©2013 LinkedIn Corporation. All Rights Reserved.
  27. 27. Signed contract follows. Great news but not a surprise as new decision maker was a happy prior customer. ©2013 LinkedIn Corporation. All Rights Reserved.
  28. 28. Sales Connect Sydney Make the Connection October 29 2014 ivy Sydney ©2013 LinkedIn Corporation. All Rights Reserved.
  29. 29. Why attend? ©2013 LinkedIn Corporation. All Rights Reserved. 29 Learn how LinkedIn has transformed its sales organization through social selling. Get strategies and best practices from the most progressive leaders in sales and operations. Attend breakout sessions tailored to sales and operations leaders. Experience hands-on product education to leverage the full power of LinkedIn for sales. Connect with LinkedIn executives and other leaders in sales and operations. 1 2 3 4 5
  30. 30. Inspirational Keynotes Dan Lurie Senior Insights Analyst, LinkedIn ©2013 LinkedIn Corporation. All Rights Reserved. 30 Mike Derezin VP of Sales Solutions, LinkedIn Matt Loop Head of Sales Solutions, ANZ, LinkedIn Ralf VonSosen Head of Marketing, Sales Solutions, LinkedIn Sachin Rekhi Head of Product Management, Sales Solutions, LinkedIn Vicky Skipp Director, LinkedIn Sales Solutions, LinkedIn
  31. 31. Additional Speakers ©2013 LinkedIn Corporation. All Rights Reserved. 31 Dana Feldman Head of SMB Sales Solutions, ANZ, LinkedIn Jo Dooley General Manager, Midmarket and Digital, IBM ANZ, IBM Michael Davies Head of Sales, Macquarie Telecom Koka Sexton Senior Manager, Social Marketing, Sales Solutions, LinkedIn Trish Sparks Global Manager, Sales Product Consulting, Sales Solutions, LinkedIn Anthony Roberts General Manager Enterprise, Vendor & Commercial Finance, Flexigroup Limited Sandra Ng Group Vice President, Practice Group, IDC Asia/Pacific Scott Gunther National Manager, Channel Enablement, CGU Insurance
  32. 32. Register today! EARLY BIRD GROUP RATE ©2013 LinkedIn Corporation. All Rights Reserved. 32 $200 + GST For groups of 3 or more – available until 29 August FULL PRICE $450 + GST Register Today: $300 + GST Available until 30 September http://business.linkedin.com/events/sales-connect/sydney/register.html
  33. 33. Any Questions?
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×