Join leading experts from LinkedIn to learn more about how you can socially sell on the professional network--and how you can measure your social selling prowess. Plus, learn major trends that SSI reveals about the sales profession around the globe!

1. #socialselling
Social Selling Index Webinar
January 2014

2. #socialselling
LinkedIn Icebreaker
Earliest Adopter
Shvet Kapoor
Most Connected
Jacqueline Dolphina
Most Popular
Most Endorsed
Dennis Velasco
Greg Hyer
SALES SOLUTIONS

3. #socialselling
What is social selling?
SALES SOLUTIONS

4. #socialselling
Social selling leverages
your
professional brand to fill your pipeline
with the right
people, insights,
and relationships.
SALES SOLUTIONS

5. #socialselling
How can I use LinkedIn to
socially sell?
SALES SOLUTIONS

6. #socialselling
Create a professional brand
Establish a professional presence on
LinkedIn with a complete profile
Find the right people
Prospect efficiently with powerful
search and research capabilities
Engage with insights
Discover and share valuable information to
initiate or maintain a relationship
Build strong relationships
Expand your network to reach prospects and
those who can introduce you to prospects
SALES SOLUTIONS

7. #socialselling
Create a professional brand
Complete your profile
Aim for 100% profile completeness
Use the right tone
What would prospects or customers want to know
about you? Be descriptive. Tell your story.
Add rich content
Slideshare deck, presentation video, etc.
Showcase your skills
Add skills and generate endorsements
SALES SOLUTIONS

8. #socialselling
Find the right people
Proactively search
Use advanced search & Lead Builder to pinpoint
people more efficiently
View prospects
View details of potential prospects in your 1st , 2nd
, and 3rd degree networks
Expand your viewing
Use Lead Recommendations to find more prospects
at your accounts
Check who viewed you
Your activity drives views of your profile. Engage
with relevant people who look at you.
SALES SOLUTIONS

9. #socialselling
Engage with insights
Stay in the know
Join groups and follow your
prospects, customers, and their competitors to keep
up to date
Share valuable information
Post relevant content that can help you become a
trusted source of insight
Engage with your network
Share, like, and comment on content posted from
your network
Reach out to prospects
Reach your prospects with InMails, connection
requests, and other messages
SALES SOLUTIONS

10. #socialselling
Build strong relationships
Connect with contacts
Connect with your network and with prospects after
introductions
Focus on decision makers
Focus on connecting to senior level people at your
prospects and customers
Connect internally
Your colleagues will be able to provide you warm
introductions
SALES SOLUTIONS

11. #socialselling
How can I measure how well
I’ve adopted social selling?
SALES SOLUTIONS

12. We created the SSI formula from survey research
and behavioral analytics
Conducted survey of
~5000 sales reps to get
a sample of “top
performing” reps
Used survey results
to understand what
top performing reps
do on LinkedIn.com
Brainstormed &
calculated ~ 50 activities
that good social sellers
might do on LinkedIn
Final formula kept
variables that were
correlated with sales
success, weighted
based on their
predictive nature
Formula
design
SALES SOLUTIONS

13. LinkedIn’s Social Selling Index measures adoption
of social selling practices on a 0-100 scale
ABC co
Social Selling Index
57
Create a professional brand
16
Find the right people
15
Engage with insights
Build strong relationships
8
Performance on four key
dimensions, each worth 25 points
18
SALES SOLUTIONS

14. #socialselling
Why is social selling important?
45%
51%
more opportunities
more likely to hit quota
SSI leaders create
45% more opportunities per quarter
than SSI laggards.
SSI leaders are
51% more likely to hit quota
than SSI laggards.
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
SALES SOLUTIONS

15. #socialselling
So what can the Social
Selling Index tell us?
SALES SOLUTIONS

16. Some industries have been quicker to adopt
social into their sales process than others
Technology - Software
28
Professional Services
23
Media & Entertainment
20
Telecommunications
19
Technology - Hardware
19
Oil & Energy
19
Financial Services & Insurance
18
Government/Education/Non-profit
18
Healthcare & Pharmaceutical
17
Architecture & Engineering
16
Manufacturing/Industrial
15
Aero/Auto/Transport
15
Retail & Consumer Products
12
SALES SOLUTIONS

17. Hunters are much more likely to use social than
Farmers – their SSI is 44% higher
+44%
52
42
36
Farmer
Mix of farming and
hunting
Hunter
Based on a global study LinkedIn ran in Q4 2013 of ~5000 sales professionals. SSI data is from August 2013.
Respondents self identified their roles.
SALES SOLUTIONS

18. Reps with longer tenure in their current role have
a significantly lower SSI
60
Average SSI
50
40
Hunters
30
Mix
Farmers
20
10
0
< 1 year
1 - 2 years
3 - 5 years
6 - 10 years
> 10 years
Tenure in current role
Based on a global study LinkedIn ran in Q4 2013 of ~5000 sales professionals. SSI data is from
August 2013. Respondents self identified their roles.
Tenure is based on length of time in most current role on profile
SALES SOLUTIONS

19. #socialselling
So how can my team
improve at social selling?
SALES SOLUTIONS

20. LinkedIn helps your team improve at selling socially
Our sales reps and customer success team partner with you to support your
social selling initiatives.
3 Months After
Activation
Social Selling Index
+ 26%
Create a professional brand
+ 17%
Find the right people
+ 25%
Engage with insights
+ 40%
Build strong relationships
Avg. increase in SSI seen by Sales
Navigator customers in the first 3
months after activation.
+ 29%
SALES SOLUTIONS

21. In case you’re curious, webinar attendees average
an SSI of 48
96
1st
Jennifer Banks
92
2nd
80
Greg Hyer
60
91
3rd
50
Eirini Giannou
40
30
20
10
95-100
90-95
85-90
80-85
75-80
70-75
65-70
60-65
55-60
50-55
45-50
40-45
35-40
30-35
25-30
20-25
15-20
10-15
5-10
0
0-5
# of attendees
70
SSI bucket
SALES SOLUTIONS

22. #socialselling
Request your SSI report to
see how you measure up!
SALES SOLUTIONS

23. #socialselling
SALES SOLUTIONS 23