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Welcome to the Social Selling Era - B2B Connect 2015

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Presentation by Mike Derezin, Vice President Sales Solutions at LinkedIn on B2B Connect event in São Paulo - May 2015

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Welcome to the Social Selling Era - B2B Connect 2015

  1. 1. Mike Derezin Vice President Global Sales Solutions LinkedIn Welcome to the Social Selling Era
  2. 2. Source: Billy Gast, April 14, 2010, Flickr
  3. 3. LinkedIn Sales Solutions Mission Connect the world’s buyers and sellers to build relationships.
  4. 4. Members first
  5. 5. Average number of key influencers in a B2B purchase
  6. 6. % Of B2B Buyers use social media to make purchasing decisions
  7. 7. B2B buyers are 5X more likely to engage with sales professionals via warm introduction than cold outreach.
  8. 8. Social Selling State of the Union
  9. 9. Create a professional brand Find the right people Engage with insights Build strong relationships Social Selling Defined…
  10. 10. Laggards 0 100 Leaders Social Selling Index
  11. 11. 99% As measured by growth in SSI Social Selling is Growing
  12. 12. NAMER 26.5 LATAM 16.9 EMEA 24.5 ASIA 19.3 ANZ 24.7
  13. 13. Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Global Reps 10.3 4.5 1.5 8.0 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 24.3
  14. 14. 24.3 Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Global Reps 10.3 4.5 1.5 8.0 Brazil 8.6 3.2 1.3 5.7 18.8 How are all sales professionals in Brazil doing?
  15. 15. 24.3 Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Global Reps 10.3 4.5 1.5 8.0 How are all sales professionals globally doing? Today’s Attendees 15.8 9.7 4.3 14.9 44.7 Brazil 8.6 3.2 1.3 5.7 18.8
  16. 16. 44.7 Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Today’s Attendees 15.8 9.7 4.3 14.9 How do you compare to your team? SSI of your Sales Reps 11.5 5.3 1.9 11.2 29.8
  17. 17. Who are the Social Selling Leaders in the Room? 1 2 3 4 5 57 53 47 46 46
  18. 18. 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
  19. 19. 3X more likely to go to club Go to Club 51% more likely to exceed quota Exceed Quota Promoted to VP 17 months faster Get Promoted Faster Sales Professionals Who Are Social Selling • Achieved almost 3,000% ROI • Reduced sales cycles by 25% • Over $300,000 in revenue in the first year “We use LinkedIn Sales Navigator for every single deal. It dramatically reduced the length of time to acquire a merchant.” SSI 82
  20. 20. 3X more likely to go to club Go to Club 51% more likely to exceed quota Exceed Quota Promoted to VP 17 months faster Get Promoted Faster Sales Professionals Who Are Social Selling • President’s Club FY 2014 • Finished the year at 166% of Quota “I put it down to LinkedIn; when I track down my lead sources for deals I closed LinkedIn had a profound effect on how I engaged with decision makers and how I went about identifying those individuals.” SSI 71
  21. 21. 3X more likely to go to club Go to Club 51% more likely to exceed quota Exceed Quota Promoted to VP 17 months faster Get Promoted Faster Sales Professionals Who Are Social Selling • Jan 2011 Promoted to Sales Manager ANZ • Nov 2013 Promoted to Senior Manager APJ “As a key driver of Sales Navigator and social selling within the business, I built my reputation as an innovative and forward thinking leader giving me access to new opportunities.” SSI 63
  22. 22. The New Sales Navigator Introducing
  23. 23. %75of B2B buyers now use social media to be more informed on vendors Relying on the buyer to inform you on key updates 5.4people are now involved in the average B2B buying decision Looking for one all-powerful decision maker %90of decision makers say they never respond to cold outreach Cold-calling prospects like they’re just a name in a database Months later I find out he left my account and joined another My contact went dark and now I’m back at square one I keep pounding – email, phone, voicemail – but can’t get a response How well has your team adapted to this new normal? Are you still: “ “ “
  24. 24. Focus on the right people and companies Stay informed on key updates at your target accounts Build trust with your prospects and customers Building relationships with prospects and customers is different in this new normal. You need to:
  25. 25. Today: your personal network All that LinkedIn has to offer YOU Just what you need for sales To tap into the power of LinkedIn, you need to tailor your experience for sales
  26. 26. Relevant insights LinkedIn’s network data Your accounts, leads & preferences Sales Navigator Sales Navigator makes it simple to establish and grow relationships with your prospects and customers
  27. 27. Sales Navigator DEMO Miguel Assaf Sales Director Latin America LinkedIn Sales Solutions
  28. 28. Sales Navigator subscription increases sales performance
  29. 29. APJ CASE STUDY Sales pipeline increased by more than 4Min revenues directly attributable to Sales Navigator in Asia from first phase or more US$300K Sales Navigator directly responsible for several individual deals of 40%
  30. 30. 3. Usage Metrics 2. Social Selling Index 4. Success Team 1. Relationship Report We’re here to help….. 5. Learning Centre

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