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Social Selling:
How to unlock competitive advantage
Mike Derezin
VP Sales Solutions, LinkedIn
#salesconnect
Thomas Bell
President, Linnean Society of London
“The year which as passed has not
been marked by any of those striking
di...
“Everyone’s always asking me when
Apple will come out with a cell phone.
My answer is ‘Probably never.’”
David Pogue
Tech ...
$260B
$260B
$260B???
?
“Zuckerberg is an idiot! I can’t
believe he turned down Yahoo
for 1 billion dollars.”
Mike Derezin
?
“Zuckerberg is an idiot! I can’t
believe he turned down Yahoo
for 1 billion dollars.”
Sales Connect
Michael Porter
Competitive Strategy
and
Competitive
Advantage
AdvantageCompetitive
SUSTAINABLE
Rita Gunther McGrath
The End of
Competitive Advantage
"To win in volatile and uncertain
environments, executives need to learn
how to exploit short-lived opportunities
with spe...
AdvantageCompetitive
TRANSIENT
AdvantageCompetitive
TRANSIENT
by Geoffrey Moore
Crossing the Chasm
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
HIGH
RISK
NO
RISK
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
HIGH
REWARD
NO
REWARD
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
The World Wide Web
‘94-’95 ‘96-’98 ’99-’00 ’0...
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
‘94-’95 ‘96-’98 ’99-’00 ’00+
$182
BILLION
$43...
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Social Recruiting
‘07-’10 ‘11-’13 ’14-’16 ’17+
Social Recruiting
Hero
Jennifer Candee
Head of Global Talent Acquisition, SABMiller
"I saw the opportunity in direct sourc...
Jennifer Candee
Head of Global Talent Acquisition, SABMiller
"I've helped save SABMiller
about $7-10M annually by shifting...
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Social Selling
‘12-’14 ’18-’19 ’20+
‘15
’16-’...
Social Selling Index (SSI)
Create a
professional
brand
Find the
right people
Engage with
insights
Build strong
relationshi...
Laggards
1000 20 40 60 80
Social Selling Index (SSI)
Leaders
1000 20 40 60 80
Social Selling Index (SSI)
28.
22015
12.
22012
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
‘12-’14 ’18-’19 ’20+
‘15
’16-’17
28.
22015
12...
How can you
seize the opportunity?
MeasurementEducationExecutive
Alignment
Social Selling Heroes
Executive
Alignment
MeasurementEducation
Mark Tefekis
VP Global Sales Enablement and Programs, PTC
"IOT is new to the world and new to
us. Speed is king. We needed...
Mark Tefekis
VP Global Sales Enablement and Programs, PTC
"Our corporate strategy is enabling smart
connected products for...
Mark Tefekis
VP Global Sales Enablement and Programs, PTC
"We've seen greater than a 50x ROI
with Sales Navigator - measur...
Phil Lurie
Senior Director, GCO Sales Tools and Technology, SAP
"Social selling is the biggest single
change to the SAP sa...
Education
Phil Lurie
Senior Director, GCO Sales Tools and Technology, SAP
"I was going to be either the hero or
villain. S...
Education
Phil Lurie
Senior Director, GCO Sales Tools and Technology, SAP
"You have to customize the training,
embed it in...
Education
Phil Lurie
Senior Director, GCO Sales Tools and Technology, SAP
"We have seen massive ROI. I just
learned of a h...
Fernanda Gurgel
Senior Social Media Manager – EMEA, Symantec
“Measuring our social selling is
critical to justifying our R...
Fernanda Gurgel
Senior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you o...
Social Selling Heroes
Executive
Alignment
MeasurementEducation
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Sales Connect
Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn
Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn
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Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn

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Featured at Sales Connect London - Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn. The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.

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Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn

  1. 1. Social Selling: How to unlock competitive advantage Mike Derezin VP Sales Solutions, LinkedIn #salesconnect
  2. 2. Thomas Bell President, Linnean Society of London “The year which as passed has not been marked by any of those striking discoveries...”
  3. 3. “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
  4. 4. $260B
  5. 5. $260B
  6. 6. $260B??? ? “Zuckerberg is an idiot! I can’t believe he turned down Yahoo for 1 billion dollars.”
  7. 7. Mike Derezin ? “Zuckerberg is an idiot! I can’t believe he turned down Yahoo for 1 billion dollars.”
  8. 8. Sales Connect
  9. 9. Michael Porter Competitive Strategy and Competitive Advantage
  10. 10. AdvantageCompetitive SUSTAINABLE
  11. 11. Rita Gunther McGrath The End of Competitive Advantage
  12. 12. "To win in volatile and uncertain environments, executives need to learn how to exploit short-lived opportunities with speed and decisiveness.”
  13. 13. AdvantageCompetitive TRANSIENT
  14. 14. AdvantageCompetitive TRANSIENT
  15. 15. by Geoffrey Moore Crossing the Chasm
  16. 16. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters
  17. 17. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters HIGH RISK NO RISK
  18. 18. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters HIGH REWARD NO REWARD
  19. 19. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters The World Wide Web ‘94-’95 ‘96-’98 ’99-’00 ’00+
  20. 20. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters ‘94-’95 ‘96-’98 ’99-’00 ’00+ $182 BILLION $437 BILLION The World Wide Web
  21. 21. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters Social Recruiting ‘07-’10 ‘11-’13 ’14-’16 ’17+
  22. 22. Social Recruiting Hero Jennifer Candee Head of Global Talent Acquisition, SABMiller "I saw the opportunity in direct sourcing through LinkedIn. I knew it was the future, but had to move quickly to lock-in as many gains as possible before the rest of the world caught on."
  23. 23. Jennifer Candee Head of Global Talent Acquisition, SABMiller "I've helped save SABMiller about $7-10M annually by shifting to direct sourcing and LinkedIn Recruiter."Social Recruiting Hero
  24. 24. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters Social Selling ‘12-’14 ’18-’19 ’20+ ‘15 ’16-’17
  25. 25. Social Selling Index (SSI) Create a professional brand Find the right people Engage with insights Build strong relationships
  26. 26. Laggards 1000 20 40 60 80 Social Selling Index (SSI) Leaders
  27. 27. 1000 20 40 60 80 Social Selling Index (SSI) 28. 22015 12. 22012
  28. 28. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters ‘12-’14 ’18-’19 ’20+ ‘15 ’16-’17 28. 22015 12. 22012
  29. 29. How can you seize the opportunity? MeasurementEducationExecutive Alignment
  30. 30. Social Selling Heroes Executive Alignment MeasurementEducation
  31. 31. Mark Tefekis VP Global Sales Enablement and Programs, PTC "IOT is new to the world and new to us. Speed is king. We needed to deploy social selling now. We couldn't afford to wait six months." Executive Alignment
  32. 32. Mark Tefekis VP Global Sales Enablement and Programs, PTC "Our corporate strategy is enabling smart connected products for competitive differentiation. Our team personalized it to get executive alignment - social selling is smart connected reps for competitive differentiation." Executive Alignment
  33. 33. Mark Tefekis VP Global Sales Enablement and Programs, PTC "We've seen greater than a 50x ROI with Sales Navigator - measured in either revenue attained or pipeline."Executive Alignment
  34. 34. Phil Lurie Senior Director, GCO Sales Tools and Technology, SAP "Social selling is the biggest single change to the SAP sales strategy in the last 10 years by an order of magnitude." Education
  35. 35. Education Phil Lurie Senior Director, GCO Sales Tools and Technology, SAP "I was going to be either the hero or villain. Someone has to take a risk to make things happen."
  36. 36. Education Phil Lurie Senior Director, GCO Sales Tools and Technology, SAP "You have to customize the training, embed it in your overall training, and make sure to focus on middle managers."
  37. 37. Education Phil Lurie Senior Director, GCO Sales Tools and Technology, SAP "We have seen massive ROI. I just learned of a half million dollar deal in Asia Pacific where a prospect reached out to our SAP rep through LinkedIn."
  38. 38. Fernanda Gurgel Senior Social Media Manager – EMEA, Symantec “Measuring our social selling is critical to justifying our ROI. SSI is at the core of what we do.”Measurement
  39. 39. Fernanda Gurgel Senior Social Media Manager – EMEA, Symantec "We always combine SSI with actionable intelligence. If you only provide data it is just another number, it won’t change the mindset. You have to tell teams what specific actions to take." Measurement
  40. 40. Social Selling Heroes Executive Alignment MeasurementEducation
  41. 41. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters
  42. 42. Sales Connect
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Featured at Sales Connect London - Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn. The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.

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