1. Welcome to the Social Selling Era
Alex Wolin
Head of Enterprise East
LinkedIn Sales Solutions

2. Agenda
8:30 – 8:50 Welcome & Introduction to Social Selling
Alex Wolin – Head of Enterprise East, LinkedIn Sales Solutions
8:50– 10:00 Customer Panel
Liz Kempinski – Sales Ops Manager, Social Selling. ADP
Phil Lurie – Senior Director, GCO Sales Tools & Technology. SAP
Greg Randolph – SVP, North America. CA Technologies
10:00 – 10:30 Social Selling in Action
Rob Powers – Enterprise AE, LinkedIn Sales Solutions
10:30 – 11:15 Networking & LinkedIn Profile Pictures
11:15 Close

5. M
members

6. Members first

7. Our Enterprise Value Proposition
MARKET SELLHIRE

8. “Social selling is the process of helping
social buyers become customers.”
- Forbes

9. %
of B2B Buyers use social media to
make purchasing decisions

10. %
of the purchase decision is complete
before a B2B buyer calls a supplier

11. B2B buyers are 5X more likely to
engage with sales professionals via
warm introduction than cold outreach

12. Social selling can take on many forms

13. For B2B, LinkedIn is at the bulls eye

15. Find the right people
Build strong relationships
Engage with insights
Create a professional brand
4 Pillars of Social Selling

16. Laggards
0 100
Leaders
Introducing The Social Selling Index

17. 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

18. 63 (Social Selling Index)
62
57
50
48
Source: LinkedIn Social Selling Index March 2015, NAMER Company SSIs
1
2
3
4
5
Top 5 Social Selling Leaders in the Room

19. April 2012
Today
18.7
14.7
12.9
12.4
10.9
11.8
12.0
10.6
10.9
8.9
8.7
8.8
7.5
32.6
26.1
24.1
23.7
23.0
22.4
22.1
21.5
21.3
19.6
19.0
18.8
16.6
Technology – Software
Professional Services
Media & Entertainment
Telecommunications
Oil & Energy
Technology – Hardware
Financial Services & Insurance
Healthcare & Pharmaceutical
Government/Education/Non-Profit
Architecture & Engineering
Aero/Auto/Transport
Manufacturing/Industrial
Retail & Consumer Products
Social Selling is Growing

21. 2
Liz Kempinski
Sales Operations Manager,
Social Selling
ADP
Phil Lurie
Sr. Director,
GCO Sales Tools & Technology
SAP
Greg Randolph
SVP North America
CA Technologies
Customer Panel

22. Social Selling In Action
Robert Powers
Senior Enterprise Account Executive
LinkedIn Sales Solutions

23. Thank you!