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#socialsellingIndia | Follow us on Twitter @socialsellAsia
LinkedIn Sales Solutions Roadshow 2016
#socialsellingIndia | Follow us on Twitter @socialsellAsia
©2016 LinkedIn Corporation. All Rights Reserved | 1
#socialsellingIndia | Follow us on Twitter @socialsellAsia ©2016 LinkedIn Corporation. All Rights Reserved | 2
Agenda for the evening
17:30 Welcome Remarks
By Akshay Kothari, Head, LinkedIn India
17:45 The State of Sales
By Carlos Navares, Account Executive, LinkedIn Sales Solutions
18:15 Why do reps lose deals?
By Phillip Baker, Enterprise Account Executive
18:45 Fireside Chat with Vikram Raju
Expert Empathizer, Tech Mahindra | Speaker: Sean Yeo, Relationship Manager
19:00 Q & A | Product Demo Station
| By Mallika Hirwani, Sales Development Specialist
19:05 Networking
20:00 End
#socialsellingIndia | Follow us on Twitter @socialsellAsia
A personal welcome!
Akshay Kothari, Head, LinkedIn India
©2016 LinkedIn Corporation. All Rights Reserved | 3
#socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia
The State of Sales
Carlos Navares,
Account Executive,
LinkedIn Sales Solutions
©2016 LinkedIn Corporation. All Rights Reserved | 4
LinkedIn Sales Solutions Indian Roadshow- Bangalore
Darwin Pic
Thomas Bell
President, Linnean Society of London
“The year which has passed has not
been marked by any of those striking
discoveries...”
#SocialSellAsia
LinkedIn Sales Solutions Indian Roadshow- Bangalore
“Everyone’s always asking me when
Apple will come out with a cell phone.
My answer is ‘Probably never.’”
David Pogue
Tech Columnist, New York Times
#SocialSellAsia
LinkedIn Sales Solutions Indian Roadshow- Bangalore
* LinkedIn
450,000,000
Members
13
450,000,000
Members
Regional
membership
23M+
China
37M+
India
2 New members
per second
18M+
Southeast Asia
143M+
EMEA
100M+
APAC
146M+
NAMER
LinkedIn internal data October 2016
LinkedIn presence in India is growing steadily with current
membership at 37M
In India
Bangalore: 2.3M
Mumbai: 2.8M
New Delhi: 2.9M
Pune: 1.1M
Hyderabad: 1.5M
Chennai: 1.5m
Kolkata: 1M
15
154K
CEO
1,34M
Director+
For members
NETWORK
with your professional
world
IDENTITY
your professional
profile of record
KNOWLEDGE
through professional
news
and content
Buying and Selling has changed
Feature
Sales
SPIN
Selling
Solution
Sales ?
18
Traditional is Linear
New buying is Complex
Let’s take part and take control
19
Charles Darwin
It’s not the strongest of the species that survives, nor the
most intelligent, but the one most responsive to change.
#socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia
Why do reps lose deals?
Phillip Baker,
Enterprise Account Executive
LinkedIn Sales Solutions
©2016 LinkedIn Corporation. All Rights Reserved | 20
21
Phillip Baker
Enterprise Account Executive
LinkedIn
Why do your reps lose deals?
Agenda
What is
happening?
Why do reps lose deals?
Social Selling
Sales Navigator
#facebook #twitter #linkedin #instagram #pinterest #wechat #whatsapp #line
Social is the New Normal
Buying and Selling has changed
Feature
Sales
SPIN
Selling
Solution
Sales ?
Conventional sales tactics are limiting
pipeline and losing deals
Why do reps lose deals?
Missing critical
players
Lacking
credibility
Losing touch with
prospects
Not moving fast
enough
5.4 buyers
involved
77% don’t think
you can help
24% go dark 50% lost
There is a Better Way
Social Selling
is a modern approach to sales that uses information from
social networks to grow your business
Target the right
buying committee
Understand your
prospect and
their business
Engage
throughout the
deal cycle
Gain the
first-mover
advantage
Sales Navigator gets you to your buyers first
31
Sales professionals who are social selling
More likely to
reach quota
51%
Exceed quota
Larger Average
Selling Price
13%
Bigger deals
Increase to
pipeline
45%
Better pipeline
32
Better Pipeline
Increase to
pipeline
45%
Pre-Sales Navigator
USD10,000,000
X
20% Closing Rate
=
USD2,000,000
Post-Sales Navigator
USD14,500,000
X
20% Closing Rate
=
USD2,900,000
33
Better Pipeline
Increase to
pipeline
45%
Pre-Sales Navigator
USD10,000,000
X
20% Closing Rate
=
USD2,000,000
Post-Sales Navigator
USD14,500,000
X
20% Closing Rate
=
USD2,900,000
USD900,000
34
Bigger Deals
Larger Average
Selling Price
13%
Pre-Sales Navigator
USD100,000
X
10 deals per month
=
USD1,000,000
Post-Sales Navigator
USD113,000
X
10 deals per month
=
USD1,130,000
35
Bigger Deals
Larger Average
Selling Price
13%
Pre-Sales Navigator
USD100,000
X
10 deals per month
=
USD1,000,000
Post-Sales Navigator
USD113,000
X
10 deals per month
=
USD1,130,000
USD130,000 per month
LinkedIn Sales Solutions Indian Roadshow- Bangalore
#socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia
Fireside Chat with
Tech Mahindra
Vikram Raju,
Expert Empathizer
Tech Mahindra
©2016 LinkedIn Corporation. All Rights Reserved | 37
Sean Yeo,
Relationship Manager
LinkedIn Sales Solutions
38
#socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia
Q & A
#socialsellingIndia | Follow us on Twitter @socialsellAsia
©2016 LinkedIn Corporation. All Rights Reserved | 39
#socialsellingIndia | Follow us on Twitter @socialsellAsia
Thank you!
©2016 LinkedIn Corporation. All Rights Reserved | 40
#socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia
We hope you enjoy your evening here at
LinkedIn’s Sales Solutions Roadshow
#socialsellingIndia | Follow us on Twitter @socialsellAsia
©2016 LinkedIn Corporation. All Rights Reserved | 41

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LinkedIn Sales Solutions Indian Roadshow- Bangalore

  • 1. #socialsellingIndia | Follow us on Twitter @socialsellAsia LinkedIn Sales Solutions Roadshow 2016 #socialsellingIndia | Follow us on Twitter @socialsellAsia ©2016 LinkedIn Corporation. All Rights Reserved | 1
  • 2. #socialsellingIndia | Follow us on Twitter @socialsellAsia ©2016 LinkedIn Corporation. All Rights Reserved | 2 Agenda for the evening 17:30 Welcome Remarks By Akshay Kothari, Head, LinkedIn India 17:45 The State of Sales By Carlos Navares, Account Executive, LinkedIn Sales Solutions 18:15 Why do reps lose deals? By Phillip Baker, Enterprise Account Executive 18:45 Fireside Chat with Vikram Raju Expert Empathizer, Tech Mahindra | Speaker: Sean Yeo, Relationship Manager 19:00 Q & A | Product Demo Station | By Mallika Hirwani, Sales Development Specialist 19:05 Networking 20:00 End
  • 3. #socialsellingIndia | Follow us on Twitter @socialsellAsia A personal welcome! Akshay Kothari, Head, LinkedIn India ©2016 LinkedIn Corporation. All Rights Reserved | 3
  • 4. #socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia The State of Sales Carlos Navares, Account Executive, LinkedIn Sales Solutions ©2016 LinkedIn Corporation. All Rights Reserved | 4
  • 7. Thomas Bell President, Linnean Society of London “The year which has passed has not been marked by any of those striking discoveries...” #SocialSellAsia
  • 9. “Everyone’s always asking me when Apple will come out with a cell phone. My answer is ‘Probably never.’” David Pogue Tech Columnist, New York Times #SocialSellAsia
  • 13. 13 450,000,000 Members Regional membership 23M+ China 37M+ India 2 New members per second 18M+ Southeast Asia 143M+ EMEA 100M+ APAC 146M+ NAMER
  • 14. LinkedIn internal data October 2016 LinkedIn presence in India is growing steadily with current membership at 37M
  • 15. In India Bangalore: 2.3M Mumbai: 2.8M New Delhi: 2.9M Pune: 1.1M Hyderabad: 1.5M Chennai: 1.5m Kolkata: 1M 15 154K CEO 1,34M Director+
  • 16. For members NETWORK with your professional world IDENTITY your professional profile of record KNOWLEDGE through professional news and content
  • 17. Buying and Selling has changed Feature Sales SPIN Selling Solution Sales ?
  • 18. 18 Traditional is Linear New buying is Complex Let’s take part and take control
  • 19. 19 Charles Darwin It’s not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.
  • 20. #socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia Why do reps lose deals? Phillip Baker, Enterprise Account Executive LinkedIn Sales Solutions ©2016 LinkedIn Corporation. All Rights Reserved | 20
  • 21. 21
  • 22. Phillip Baker Enterprise Account Executive LinkedIn Why do your reps lose deals?
  • 23. Agenda What is happening? Why do reps lose deals? Social Selling Sales Navigator
  • 24. #facebook #twitter #linkedin #instagram #pinterest #wechat #whatsapp #line Social is the New Normal
  • 25. Buying and Selling has changed Feature Sales SPIN Selling Solution Sales ?
  • 26. Conventional sales tactics are limiting pipeline and losing deals
  • 27. Why do reps lose deals? Missing critical players Lacking credibility Losing touch with prospects Not moving fast enough 5.4 buyers involved 77% don’t think you can help 24% go dark 50% lost
  • 28. There is a Better Way
  • 29. Social Selling is a modern approach to sales that uses information from social networks to grow your business
  • 30. Target the right buying committee Understand your prospect and their business Engage throughout the deal cycle Gain the first-mover advantage Sales Navigator gets you to your buyers first
  • 31. 31 Sales professionals who are social selling More likely to reach quota 51% Exceed quota Larger Average Selling Price 13% Bigger deals Increase to pipeline 45% Better pipeline
  • 32. 32 Better Pipeline Increase to pipeline 45% Pre-Sales Navigator USD10,000,000 X 20% Closing Rate = USD2,000,000 Post-Sales Navigator USD14,500,000 X 20% Closing Rate = USD2,900,000
  • 33. 33 Better Pipeline Increase to pipeline 45% Pre-Sales Navigator USD10,000,000 X 20% Closing Rate = USD2,000,000 Post-Sales Navigator USD14,500,000 X 20% Closing Rate = USD2,900,000 USD900,000
  • 34. 34 Bigger Deals Larger Average Selling Price 13% Pre-Sales Navigator USD100,000 X 10 deals per month = USD1,000,000 Post-Sales Navigator USD113,000 X 10 deals per month = USD1,130,000
  • 35. 35 Bigger Deals Larger Average Selling Price 13% Pre-Sales Navigator USD100,000 X 10 deals per month = USD1,000,000 Post-Sales Navigator USD113,000 X 10 deals per month = USD1,130,000 USD130,000 per month
  • 37. #socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia Fireside Chat with Tech Mahindra Vikram Raju, Expert Empathizer Tech Mahindra ©2016 LinkedIn Corporation. All Rights Reserved | 37 Sean Yeo, Relationship Manager LinkedIn Sales Solutions
  • 38. 38
  • 39. #socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia Q & A #socialsellingIndia | Follow us on Twitter @socialsellAsia ©2016 LinkedIn Corporation. All Rights Reserved | 39
  • 40. #socialsellingIndia | Follow us on Twitter @socialsellAsia Thank you! ©2016 LinkedIn Corporation. All Rights Reserved | 40
  • 41. #socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia We hope you enjoy your evening here at LinkedIn’s Sales Solutions Roadshow #socialsellingIndia | Follow us on Twitter @socialsellAsia ©2016 LinkedIn Corporation. All Rights Reserved | 41