The document discusses how top sales teams are adapting to changes in the buying process by embracing social selling on LinkedIn. It provides an example of how one company, New Horizons, implemented social selling practices which led to increased pipeline and revenue. The document also introduces the Social Selling Index, which measures how well sales teams have adopted social selling behaviors on LinkedIn that are predictive of sales success.
The world's leading social selling teams share the blueprints that led to success within their organizations. These blueprints provide a template that other Sales teams can follow to generate awareness and sponsorship, educate and train on the frontline, and ultimately create long term accountability.
Social Selling Done Right: Strategies for Creating a Social Selling CultureLinkedIn Sales Solutions
Today’s salesforce is ditching the phones and leveraging social media to find prospects and close deals. While Social Selling continues to drive higher revenue and increase pipeline, most organizations still do not have a social media strategy for their sales organization. Although companies understand why Social Selling is important, they don’t know how to make the change. It’s time for these organizations to implement a Social Selling culture before they get left behind.
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...LinkedIn Sales Solutions
The Sales profession is evolving.
In a world where personalization is rapidly becoming the standard, we’re quick to reject anything that feels generic or impersonal. Buyers no longer have patience for the tried and true sales tactics you’ve been using for years. For sales and marketing professionals, this presents a new set of challenges.
Discover how your peers are conquering these challenges in the new sales era and how social selling can become a competitive advantage for you and your company.
The Science of Social Selling:Measuring adoption and results with LinkedIn. Lauren Mullenholz Insights Leader, LinkedIn
Alexander Low, Head of Client Development Office Agency, JLL
The world's leading social selling teams share the blueprints that led to success within their organizations. These blueprints provide a template that other Sales teams can follow to generate awareness and sponsorship, educate and train on the frontline, and ultimately create long term accountability.
Social Selling Done Right: Strategies for Creating a Social Selling CultureLinkedIn Sales Solutions
Today’s salesforce is ditching the phones and leveraging social media to find prospects and close deals. While Social Selling continues to drive higher revenue and increase pipeline, most organizations still do not have a social media strategy for their sales organization. Although companies understand why Social Selling is important, they don’t know how to make the change. It’s time for these organizations to implement a Social Selling culture before they get left behind.
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...LinkedIn Sales Solutions
The Sales profession is evolving.
In a world where personalization is rapidly becoming the standard, we’re quick to reject anything that feels generic or impersonal. Buyers no longer have patience for the tried and true sales tactics you’ve been using for years. For sales and marketing professionals, this presents a new set of challenges.
Discover how your peers are conquering these challenges in the new sales era and how social selling can become a competitive advantage for you and your company.
The Science of Social Selling:Measuring adoption and results with LinkedIn. Lauren Mullenholz Insights Leader, LinkedIn
Alexander Low, Head of Client Development Office Agency, JLL
In this new selling environment, you’ve got a few seconds to connect with the buyer and demonstrate that you can address their needs. If you fail, you’re out. Join industry experts Michael Brito, Craig Rosenberg, and Jack Kosakowski as they share best practices for how to better understand your buyer and sell more efficiently.
Dominic Archibald from LinkedIn goes over tactics that LinkedIn’s own sales team employs to train people on social selling - goes over fundamentals like building a profile, how to have a warm introduction.
Social Selling Index: Measure Your Social Selling & Drive More PipelineSimone Van Cleve
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!
The Science of Social Selling: Measuring Adoption and Results With LinkedInLinkedIn Sales Solutions
The social selling movement finally has its defining metric, the Social Selling Index (SSI). See real world examples of how sales teams are embracing SSI to promote strong social selling behaviors, and learn how companies are quantifying and proving the impact to their results.
The Science of Social Selling: Measuring Adoption and Results with LinkedInLinkedIn Sales Solutions
Featuring: Lauren Mullenholz, Insights Team Manager, LinkedIn
& Alexander Low, Head of Sales , JLL. The social selling movement finally has its defining metric, the Social Selling Index (SSI). See real world examples of how sales teams are embracing SSI to promote strong social selling behaviours, and learn how companies are quantifying and proving the resulting impact to their results.
What are you going to do this summer? Don't fret, we have asked some of the greatest minds in sales for recommendations on books, television and movies to passs the time.
#LISummerGuide
Social selling in regulated environments; Discover how social selling is gene...LinkedIn Sales Solutions
Social Selling is one of this year’s hottest topics for sales and marketing professionals serious about engaging decision makers in meaningful conversations. From Forbes to Business Insider, people want to know how sales professionals can take advantage of the rise of social to be more productive and successful.
Get an insider's look at how LinkedIn trains its own sales reps to approach to social selling. Dominic Archibald shares best practices from LinkedIn to help you develop your own strategy on how to better use LinkedIn for your sales teams.
Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Co...LinkedIn Sales Solutions
Featuring Julian Lee, Senior Director - Sales Enablement - EMEA, PTC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
Conventional account management strategies are limiting growth. Join our own Director of Product Marketing, Dominic Archibald, for a deep dive into how you can stand out and add value with LinkedIn.
Bryan Romeike will discuss how professional service providers can leverage LinkedIn for relationship building as well as how to identify the warmest path to reach and engage with potential decision-makers.
In this new selling environment, you’ve got a few seconds to connect with the buyer and demonstrate that you can address their needs. If you fail, you’re out. Join industry experts Michael Brito, Craig Rosenberg, and Jack Kosakowski as they share best practices for how to better understand your buyer and sell more efficiently.
Dominic Archibald from LinkedIn goes over tactics that LinkedIn’s own sales team employs to train people on social selling - goes over fundamentals like building a profile, how to have a warm introduction.
Social Selling Index: Measure Your Social Selling & Drive More PipelineSimone Van Cleve
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!
The Science of Social Selling: Measuring Adoption and Results With LinkedInLinkedIn Sales Solutions
The social selling movement finally has its defining metric, the Social Selling Index (SSI). See real world examples of how sales teams are embracing SSI to promote strong social selling behaviors, and learn how companies are quantifying and proving the impact to their results.
The Science of Social Selling: Measuring Adoption and Results with LinkedInLinkedIn Sales Solutions
Featuring: Lauren Mullenholz, Insights Team Manager, LinkedIn
& Alexander Low, Head of Sales , JLL. The social selling movement finally has its defining metric, the Social Selling Index (SSI). See real world examples of how sales teams are embracing SSI to promote strong social selling behaviours, and learn how companies are quantifying and proving the resulting impact to their results.
What are you going to do this summer? Don't fret, we have asked some of the greatest minds in sales for recommendations on books, television and movies to passs the time.
#LISummerGuide
Social selling in regulated environments; Discover how social selling is gene...LinkedIn Sales Solutions
Social Selling is one of this year’s hottest topics for sales and marketing professionals serious about engaging decision makers in meaningful conversations. From Forbes to Business Insider, people want to know how sales professionals can take advantage of the rise of social to be more productive and successful.
Get an insider's look at how LinkedIn trains its own sales reps to approach to social selling. Dominic Archibald shares best practices from LinkedIn to help you develop your own strategy on how to better use LinkedIn for your sales teams.
Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Co...LinkedIn Sales Solutions
Featuring Julian Lee, Senior Director - Sales Enablement - EMEA, PTC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
Conventional account management strategies are limiting growth. Join our own Director of Product Marketing, Dominic Archibald, for a deep dive into how you can stand out and add value with LinkedIn.
Bryan Romeike will discuss how professional service providers can leverage LinkedIn for relationship building as well as how to identify the warmest path to reach and engage with potential decision-makers.
Aider les joueurs et les entraîneurs à développer les techniques fondamentales du basketball, voilà l'objectif de TIC-Coach.
En gymnase, une tablette (IPad) permettra aux futurs joueurs de voir les vidéos des techniques, ceux-ci étant filmés, montés et publiés par les athlètes.
Le projet est déposé pour financement au Forum Jeunesse et à Québec en Forme. Une contribution du CACIM permettra d'assurer la formation et l'encadrement technologique.
Linked Live WebCast: How Top Teams Win In Today's Dynamic Social Selling Envi...LinkedIn Sales Solutions
Sales reps who master social selling are 51% more likely to exceed their quota. In this presentation, you'll learn how to increase your (or your team’s) sales performance by excelling at The 4 Pillars of Social Selling.
View the Recorded WebCast, http://youtu.be/pNc4i3hfI_8, to learn how top performing salespeople:
• Use LinkedIn's Social Selling Index (SSI) to effectively measure their team's and individual social selling performance.
• Use LinkedIn to increase SSI and improve their benchmark score.
• Exceed quota, make club and get promoted faster.
• Cut prospecting time in half and more effectively engage decision makers at target accounts.
LinkedIn and Hootsuite partner to demystify where social media and social selling can play an important role in the sales process. From strategy to implementation to measurement, Sara Cohen and Amy McIlwain deconstruct social selling and review key considerations when building a social organization.
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se. The Power o...LinkedIn
Apresentação de Jennifer Brannigan, Head de Soluções de Mídia América do Norte e América Latina do LinkedIn, no ConnectIn São Paulo, realizado no dia 23 de junho de 2015. O ConnectIn São Paulo reúne os maiores líderes do mercado para compartilhar os desafios de hoje e inspirar as soluções de amanhã.
How top teams win in todays dynamic social selling environment Black Marketing
Learn how to increase your Social Selling Index by excelling at The 4 Pillars of Social Selling:
--Creating a professional brand
--Finding the right people
--Engaging with insights
--Building strong relationships
Sales reps who master these four areas are 51% more likely to exceed their quota. We'll explore what each of these pillars means for you, and we'll equip you with the statistics and hard hitting facts you need to show your executive teams how social selling done right drives your performance to the next level.
LinkedIn Sales Solutions: 10 Ways to Utilize Social Selling in 2013DocuSign
With 75% of B2B purchasers influenced by social media and 57% of buying decisions made before sales rep involvement, social selling is becoming ever more crucial. LinkedIn sales solutions with DocuSign provide a practical solution to the changing sales landscape.
Social Selling Index: Measure Your Social Selling and Drive More PipelineLinkedIn Sales Solutions
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!
Are you looking for new ways to grow your institutional relationships? Learn ow nonprofits are using LinkedIn for fundraising.
Learn more at https://nonprofit.linkedin.com
Email us: nonprofitsolutions@linkedin.com
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...InsideSales.com
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/brett-wallace
Session Overview
Research by the Corporate Executive Board (CEB) shows that social media engagement is the number one driver of B2B sales rep performance, and a changing buyer landscape ensures that social selling is here to stay.
In this session, Brett Wallace, Director of North American Sales for LinkedIn Sales Solutions, will demonstrate how top sales performers are utilizing networking sites such as LinkedIn to increase pipeline and shift away from the dreaded cold call.
Find out how your company’s Social Selling Index is calculated—and how your team’s social activity stacks up against your competitors’.
Top Hacks to Prepare Your Employer Brand for a Hiring SpikeLinkedIn Europe
Slides from our recent webinar presented by Priyanka Malik and Julian Constance talking through their top tips to help companies get prepared for a surge in hiring.
1.Wireless Communication System_Wireless communication is a broad term that i...JeyaPerumal1
Wireless communication involves the transmission of information over a distance without the help of wires, cables or any other forms of electrical conductors.
Wireless communication is a broad term that incorporates all procedures and forms of connecting and communicating between two or more devices using a wireless signal through wireless communication technologies and devices.
Features of Wireless Communication
The evolution of wireless technology has brought many advancements with its effective features.
The transmitted distance can be anywhere between a few meters (for example, a television's remote control) and thousands of kilometers (for example, radio communication).
Wireless communication can be used for cellular telephony, wireless access to the internet, wireless home networking, and so on.
This 7-second Brain Wave Ritual Attracts Money To You.!nirahealhty
Discover the power of a simple 7-second brain wave ritual that can attract wealth and abundance into your life. By tapping into specific brain frequencies, this technique helps you manifest financial success effortlessly. Ready to transform your financial future? Try this powerful ritual and start attracting money today!
ER(Entity Relationship) Diagram for online shopping - TAEHimani415946
https://bit.ly/3KACoyV
The ER diagram for the project is the foundation for the building of the database of the project. The properties, datatypes, and attributes are defined by the ER diagram.
Multi-cluster Kubernetes Networking- Patterns, Projects and GuidelinesSanjeev Rampal
Talk presented at Kubernetes Community Day, New York, May 2024.
Technical summary of Multi-Cluster Kubernetes Networking architectures with focus on 4 key topics.
1) Key patterns for Multi-cluster architectures
2) Architectural comparison of several OSS/ CNCF projects to address these patterns
3) Evolution trends for the APIs of these projects
4) Some design recommendations & guidelines for adopting/ deploying these solutions.
How Top Teams Win in Today's Social Buying Environment
1. How Top Sales Teams Win in Today’s
Social Buying Environment
Tynan Fischer
Chief Operating Officer
New Horizons
Alex Wolin
Head of Enterprise East – Sales Solutions
LinkedIn
John Mayhall
Head of SMB East – Sales Solutions
LinkedIn
Ateet Dave
Sales Product Consultant
LinkedIn
4. LinkedIn Enterprise Value Proposition
Hire
We have transformed
the world of
recruitment.
Sell
Leverage the
power of
relationships.
Market
The best place on the
web to reach
professionals
4
6. Social selling is simply the process of
helping social buyers become customers.
- Forbes
7. Pricing +
discounting
Consideration
list formulated
Buyers have come a long way
Individual
buyer
Traditional
buying process
Social buying
process
First contact
with vendor
Pricing +
discounting
Online due
diligence
Social
Consideration
list formulated
First contact
with vendor
recommendations
Buying
team
8. The Buying Process has Fundamentally Changed
5.4 people involved in B2B decision
60% of the decision process is complete before engaging
90% of decision makers never respond to cold outreach
Corporate Executive Board 2013 – Winning The Consensus Purchase
Corporate Executive Board 2012 – New Decision Timeline
Harvard Business Review 2012 – The End of Solution Selling
9. By 2015, the 20% of enterprises employing
social media beyond marketing will lead
their industries in revenue growth.
- Gartner, Social Is Here – Where’s the ROI?
10. Introducing the Social Selling Index (SSI)
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Each of the four categories is scored from 0 – 25 making up a maximum total score of 100; LinkedIn’s Social Selling Index
14. A Social Selling Story
Tynan Fischer, COO, New Horizons
Cold calling was becoming less effective; reps were finding that
their leads were already halfway through the buying process.
Implementation of social selling practices to build team’s
social media presence, find leads and engage insightfully.
Challenge
Solution
15. First, re-imagined reps’ profiles as branding opportunities
Complete profile – including picture
Multimedia & blog posts
Buyer-centric language
16. Next, implemented ‘Social Hour’ for prospecting
Reps spend from 4pm to 5pm every day
identifying 10 leads on LinkedIn, spending
3 minutes on each profile to learn about
the person and then reaching out.
17. Then, engaged in social listening & content distribution
Social Listening Content Distribution
18. Finally, reps grew relationships with prospects & customers
Avg. # of connections per New Horizon rep on Sales Navigator
338
585
+ 73%
Jul-13 Aug-13 Sep-13 Oct-13 Nov-13 Dec-13 Jan-14 Feb-14 Mar-14 Apr-14 May-14 Jun-14 Jul-14
19. A Social Selling Story
Tynan Fischer, COO, New Horizons
• 1.7M in opportunities in 6 months
• 57% close rate; ~1M in revenue attributable to social selling
• $25k deal within 5 days after approaching a prospect via InMail
Challenge
Solution
Results
Cold calling was becoming less effective; reps were finding that
their leads were already halfway through the buying process.
Implementation of social selling practices to build team’s
social media presence, find leads and engage insightfully.
22. Tynan measured many metrics to help his team transition to
social selling
Blog
readership on
LinkedIn
# of individual
connections
Daily / monthly
searches
Lead click
throughs
# of
# of contacts
added to CMS
opportunities
added to CMS
Change in
organic search
ranking
# of
testimonials
per week
% increase in
direct traffic
Social
Selling
Index
23. Matching the increase in pipeline, Tynan’s team saw a
dramatic increase in their Social Selling Index
39
60
+ 54%
Jul-13 Aug-13 Sep-13 Oct-13 Nov-13 Dec-13 Jan-14 Feb-14 Mar-14 Apr-14 May-14 Jun-14 Jul-14
24. The Social Selling Index (SSI) measures how well your
team has embraced social selling
Leaders
Laggards
0 100
25. We created SSI based on a combination of survey
research and behavioral analytics
Conducted survey of ~5000
sales reps to identify sample of
“top performing” reps
Brainstormed & calculated ~ 50
activities that good social sellers
might do on LinkedIn
Built formula based on what top
performing reps do on LinkedIn.com
– keeping variables correlated with
sales success
26. We identified activities that are predictive of rep success…
More predictive
activities
Connection requests
Engagements (rec.)
Internal connections
VP + connections
Connections
People searches
Inbound profile views
Endorsements (rec.)
Engagements (given)
Advanced searches
Profile length
Shares
Groups followed
Profile completeness
PV
Rich content on profile
Prospecting PV
InMails sent
Companies followed
27. So that SSI is predictive of sales success
SSI leaders create
45% more opportunities per quarter
than SSI laggards.
SSI leaders are
51% more likely to hit quota
than SSI laggards.
45%
more opportunities
51%
more likely to hit quota
28. SSI measures your performance across the four pillars of
social selling
Social Selling Index 60.2
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
17.2
15.1
9.7
18.3
Social Selling Index measures adoption
of LinkedIn social selling practices on a
0-100 scale
Performance on four key dimensions,
each worth 25 points
New Horizons
Sales Navigator Users
29. For New Horizons, the largest increases in SSI were in
engaging with insights and building relationships
7/1/2014 7/1/2013
+80%
+90%
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
+24%
+51%
30. It’s hard to transform an entire organization - Tynan’s team
had some laggards
Distribution of SSI of Tynan’s team
0 10 20 30 40 50 60 70 80 90 100
SSI Tynan’s team
31. But Tynan’s team is far ahead of most sales professionals
Distribution of SSI of sales professionals
0 10 20 30 40 50 60 70 80 90 100
World avg SSI Tynan’s team
32.
33. What elements of SSI are attendees great at – and which
could be improved?
Strengths Opportunities
• Expanding your networks
• 89% of possible points captured
• Being endorsed for skills
• 86% of possible points captured
• Completing your profiles
• 84% of possible points captured
• Prospecting with advanced search
• 12% of possible points captured
• Showcasing content on your profile
• 13% of possible points captured
• Interacting with your network
• 16% of possible points captured
34. If you can’t measure it,
you can’t manage it.
- Peter Drucker
35. What’s next? Get Your Relationship Report!
Contact your Account Executive
or Simone Van Cleve at
svancleve@linkedin.com
Editor's Notes
Thank you all so much for joining us this morning. Good morning!
My name is Alex Wolin, and I head up the Enterprise East Group for LinkedIn’s Sales Solutions team.
The goal of this seminar today is to attempt to educate, inspire, and guide all of you on the why, the what, and the how of Social Selling.
Today, we’ll discuss three elements of the transformation to a social selling process.
We’ll do this in 3, 45 minute blocks.
The first block we’ll walk you all through why Social selling for B2B sales teams is so imperative, then our guest of honor a customer will walk us through how he implemented a social selling program, and then we’ll help you understand how to go about measuring
After a short break, TO ADD COLOR TO THESE THREE AREAS we’ll walk you through a day a live demonstration of LinkedIn’s Standalone Experience for Sales Professionals, Sales Navigator followed up by QA with our guest of honor
The final 45 minute block is elective. We’ll have some refreshments, and we’ll have a photographer here who can snap off
An upfront reminder one thing, please remember to fill out your evaluation forms before you leave. We’d value open, honest, constructive feedback from everyone here.
Earliest Adopter – Kimberly Niehaus, General Manager, Global Head of Law Firm Markets, Gerson Lehrman Group, member #308896
Most Connected – Josepf Haslam, Director of SEO & Social Media Marketing, EducationDynamics, LLC
Most Popular – Debbie Ingram, Director of Marketing, Compunnel Software Group
Most Endorsed – Julee Held McGuinness, VP Business Development, RR Donnelly
Linkedin’s Enterprise value proposition is to transform the way companies hire, market, and sell by leveraging the power of LinkedIn's network.
1) Our hire business, which is our largest, helps companies with their talent acquisition strategies.
2) The Marketing business focuses on delivering sponsored content.
We have millions of sales professionals like yourselves on the linkedin network who were clamoring for us to build something for them, so about 2.5 years ago we decided to launch an offering designed and built for the sales professional.
Our dream is to elevate the sales profession. We believe that social selling and using the power of linkedin, we can change an entire profession. We can actually have a generation of people aspire to becoming sales professionals.
In the new buyer’s process, buyers are going online to research the potential vendors first. Then, with a narrowed down list, they’ll ask their network for recommendations. Then they’ll reach out to the vendor. A sa result, sellers are being brought into the buyer’s process later than ever – 57% of the way through the buyer’s process, according to CEB
Basic reason we are here is revenue. As sales leaders, it’s our responsibility to drive revenue growth for our enterprises. And that’s what social selling does – helps you leverage social media to outperform the competition
My name is John Mayhall, I run the Small/Medium business team in the East next to Alex. I joined Sales Solutions recognizing a unique opportunity to write the book on Social Selling from the standpoint of a front-line manager. Like Tynan, I realized the ceiling in the traditional outreach methods, so wanted to take part in finding new ways to help buyers and sellers engage,
Anyone who has been a front line manager can tell you, there are a few things that keep us up at night. Am I getting 100% effort from my team and are we spending our time in the right places? I think of this as the effort and effectiveness dimensions. And we see the compound effect of people that work hard and work smart, they’re our top performers and we try tirelessly to copy and paste what’s working for them. But ultimately, I think managers, especially inside sales managers begin to over-index on effort because it’s the most measureable and controlable. It can be counted in terms of calls, emails sent, meetings set, etc. But there’s simple a physical limit on how much anyone can do. And there’s also an emotional capacity we hit when the effort isn’t rewarded with desired outcomes.
But effectivness is harder to measure. Great reps lead with insight, build trust, are knowlegdeable and resourceful. How can we measure this?
Basic reason we are here is revenue. As sales leaders, it’s our responsibility to drive revenue growth for our enterprises. And that’s what social selling does – helps you leverage social media to outperform the competition