The document summarizes a LinkedIn event on social selling. It provides an agenda for the event including presentations on social selling and a customer case study. It then discusses key metrics and trends around social selling like the Social Selling Index and how social sellers are more likely to exceed quotas. Finally, it introduces some LinkedIn tools for social selling like the Relationship Report and shows an example report for a company.

1. LinkedIn Breakfast - The Key to Social Selling
12th March 2015

2. The Key to Social Selling
David Watson
Head of SMB A/NZ
Sales Solutions

3. Agenda
07.30 – 08.00 Breakfast & Networking
08.00 – 08.35 Social Selling
David Watson – Head of SMB A/NZ LinkedIn Sales Solutions
08.35 – 08:50 Social Selling in Action
Dimity MacDiarmid– Product Consultant LinkedIn Sales Solutions
08.50 – 09:15 Customer Success Story Followed by Audience Q&A
Simon O’Connor – Strategic Marketing Manager, NAB
09.15 Session Close

4. Why are we here?

5. 5

6. A few months later…

7. LinkedIn Sydney Office Map

8. LinkedIn Social Selling Trends Serendipity to Science

9. M
members

10. CANADA
9M+
USA
93M+
BRAZIL
16M+
SOUTH
AFRICA
3M+
U.A.E
1M+
EMEA
74M+ SAUDI
ARABIA
1M+
INDONESIA
4M+
AUSTRALIA
6M+

11. STAY INFORMEDSTAY CONNECTED BUILD YOUR CAREER
For our members

12. For our customers
MARKET SELLHIRE

13. ​LinkedIn Sales Solutions Mission
Connect the world’s buyers and sellers
to build relationships.

14. Members first

15. %
Of B2B Buyers use social media to
make purchasing decisions

16. Average number of key influencers in
a B2B purchase

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

18. Social Selling State of the Union

19. Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Defined…

20. Laggards
0 100
Leaders
Social Selling Index

21. Apr. 2012 Feb. 2015
113%
As measured by growth in SSI
Social Selling is Growing
12.2
26.0

22. Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.6
4.8
1.7
8.9
SSI measures your performance across the four pillars of social
selling
Social Selling Index measures adoption
of LinkedIn social selling practices on a
0-100 scale
Performance on four key dimensions,
each worth 25 points
26.0

23. 26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.6
4.8
1.7
8.9
Australia
11.5
5.3
1.8
9.1
27.7
How are all sales professionals in Australia doing?

24. 26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.6
4.8
1.7
8.9
How are all sales professionals globally doing?
Today’s
Attendees
14.8
11.1
4.2
14.9
45.0
Australia
11.5
5.3
1.8
9.1
27.7

25. 45.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Today’s
Attendees
14.8
11.1
4.2
14.9
How do you compare to your team?
SSI of your Sales
Reps
10.6
4.7
1.6
9.6
26.5

26. Who are the Social Selling Leaders in the Room?
1
2
3
4
5
61
61
60
57
53

27. Companies with the Biggest SSI Increase
1
2
3
4
5
+16.7
+15.6
+13.8
+10.4
+9.5

28. 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

29. Serendipity to Science

30. Target Connectivity Competition Change
Imagine…

31. Relationship Flows
Introducing

32. Target
TARGET BUYER
SENIORITY:
VP, CXO
COUNTRY:
Global
INDUSTRY:
Manufacturing
FUNCTION:
IT, Sales, Marketing, HR

33. has…
2K
Connectivity

34. 6%
6%
8%
11%
14%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Connectivity
How Connected Are We to Key Accounts?

35. 9%
5%
7%
5%
8%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Competition
Competitors
How Do we Compare to our Competitors?
6%
6%
8%
11%
14%

36. +5%
+10%
+4%
+50%
+4%
+18%
+5%
+11%
+14%
+12%
Competitors
Change
Customer #1 Customer #2 Customer #3 Customer #4 Customer #5
Are We Gaining or Losing Ground?

37. Learn more about LinkedIn Sales Solutions: sales.linkedin.com
Sales Solutions
Relationship Report Sales Connect 2014
Want to learn more about how LinkedIn can help you sell smarter?
Stop by the Sales Insights Knowledge Hub or ask your LinkedIn Sales Rep about:
1. Why growing your company’s and personal Social Selling Index can help you crush your quota
2. How to improve your personal Social Selling Index
3. How to build relationships with target buyers you care about
Copyright © 2014 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail, are registered trademarks of LinkedIn Corporation in
the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.
Target buyers Quintiles cares about
Target buyers in specified
location and function(s)
785,845Seniority: Director, VP, Owner, Partner, CXO
Country: United States
Function:Operations
How is Quintiles’s sales team connected to
this target buyer?
How connected are Quintiles’s
competitors to this buyer?
3,035 Decision maker penetration through 1st
degree connections
How has connectivity changed over
time vs. competitors?
Competitors selected by algorithm. Talk to
your sales rep for a customized analysis.
Over last 6 months
+20.5%
785,845
Target Buyers
*1st degree connections = 2,062, as of December 31st 2013
Quintiles
*Decision makers are Director level +
% Connected vs. Competitors
Over last 6 months
+47.2%
Quintiles Competitors
(~<1%)
Quintiles
Average of
Competitors
Jeanne Hecht
Ask your Account Manager
about your Relationship
Report

38. 3. Usage Metrics
2. Social Selling Index
4. Success Team
1. Relationship Report
We’re here to help…..
5. Learning Centre

39. Social Selling in Action

40. Simon O’Connor
Strategic Marketing Manager
NAB

41. Questions