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LinkedIn Hong Kong Executive Gathering - 27 August 2015
The document discusses the impact of digital transformation on sales strategies, emphasizing the importance of social selling in the modern B2B purchasing process. It highlights that buyers increasingly rely on social media for decision-making, with a significant majority of decision-makers unresponsive to cold outreach. The Social Selling Index is introduced as a measure of effectiveness across key dimensions of social selling, which can correlate with sales performance.
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LinkedIn Hong Kong Executive Gathering - 27 August 2015
- 2. 26th August2015 LinkedIn for Business: Your Sales Strategy for the Digital Age
- 3. Agenda for today TheDigital Transformation – Connecting to Opportunities by Stewart Lee Buying and Selling in the Digital Age by Marco Jorge & Jason Li Social Selling Index defined by Nicolas Levitte
- 4. Stewart Lee Head ofMid Market Sales S/E Asia LinkedIn Sales Solutions The Digital Transformation
- 5. 5 Charles Darwin It’s notthe strongest of the species that survives, nor the most intelligent, but the one most responsive to change.
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- 17. Connect the world’sprofessionals to make them more productive and successful Mission
- 18. For members NETWORK with yourprofessional world IDENTITY your professional profile of record KNOWLEDGE through professional news and content
- 19. Publishing Global news andthought leadership from 300M+ members Knowledge
- 20. Slideshare The world’s largestrepository of professional knowledge Knowledge
- 21. Pulse Digest of professionalnews you need to know Knowledge
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- 23. Acquire the skillsyou need to succeed Lynda.com Knowledge Coming soon…
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- 25. 25 Seth Godin –Founder of Squidoo.com Selling to people who actually want to hear from you is more effective than interrupting strangers that don’t.
- 26. ©2015 LinkedIn Corporation.All Rights Reserved.
- 27. Marco Jorge SMB AccountExecutive APAC LinkedIn Sales Solutions Buying and Selling in the Digital Age Jason Li Enterprise Sales Manager APAC LinkedIn Sales Solutions
- 28. 28 The buying processhas changed
- 29. 29 75% of B2B Buyersuse social media to make purchasing decisions
- 30. 30 5Stakeholders in anyB2B Decision Making Process
- 31. 31 95% Of decision-makers donot respond to cold outreach
- 32. 32 5xMore likely toengage with sales professionals via warm introduction than cold outreach
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- 38. 38 Our Vision Elevate thesales professional
- 39. ©2015 LinkedIn Corporation.All Rights Reserved.
- 40. Nicolas Levitte Head ofEnterprise Sales APAC LinkedIn Sales Solutions Social Selling Index defined
- 41. Social selling defined Createa professional brand Find the right people Engage with insights Build strong relationships
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- 43. Find the rightpeople
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- 46. Social Selling Index Laggards 0100 Leaders
- 47. 26.0 Find the rightpeople Build strong relationships Create a professional brand Engage with insights Social Selling Index Global 10.1 5.2 2.1 8.6 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 Source: LinkedIn Data as of 31st July 2015
- 48. 26.0 Find the rightpeople Build strong relationships Create a professional brand Engage with insights Social Selling Index Global 10.1 5.2 2.1 8.6 Hong Kong 8.0 6.5 1.9 7.7 24.2 How are all sales professionals in Hong Kong doing? Source: LinkedIn Data as of 31st July 2015
- 49. 26.0 Find the rightpeople Build strong relationships Create a professional brand Engage with insights Social Selling Index Global 10.1 5.2 2.1 8.6 How are we doing in the room? Today’s Room 14.3 13.7 6.6 16.3 51.0 Hong Kong 8.0 6.5 1.9 7.7 24.2 Source: LinkedIn Data as of 31st July 2015
- 50. 50 Curious about yourSSI? https://www.linkedin.com/sales/ssi
- 51. 51 Why does thatmatter? More likely to reach quota 51% Exceed quota More likely to go to club 3x Go to club Average decrease in promotion to VP 17 months Get promoted faster
- 52. ©2015 LinkedIn Corporation.All Rights Reserved.
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