An exclusive breakfast event, which will show you that by using LinkedIn Sales Navigator and Social Selling you will be able find the right buyers, make profitable connections and gain a competitive B2B advantage. Joining our event is special guest, Mike Derezin - VP of Sales Solutions at LinkedIn. Mike led the launch of LinkedIn's Sales Solutions, LinkedIn’s premium solution for sales professionals and sales organisations. He is responsible for leading and scaling the global field sales and product consulting teams. Passionate about how social media has positively disrupted the way the world traditionally sells; Mike is an engaging speaker and thought-leader on Social Selling. Why? Social Selling is creating change. It's becoming almost impossible to ignore the impact social networks are having on sales. The world and buyers have changed and it is imperative for sales to embrace Social Selling. • 75% of B2B purchases are influenced by social* • Over half of the buying process is complete before sales rep involvement* • 73% of sales people using social media as part of their sales process outperformed their sales peers** *Source: Aberdeen Group, **Barbara Giamanco & Jim Keenan Survey

1. LinkedIn Sydney Breakfast - The Key to Social
Selling
10th March 2015

2. Why are we here?

3. 3

4. A few months later…

5. LinkedIn Sydney Office Map

6. The Key to Social Selling
Mike Derezin
VP Sales Solutions
@mikedfresh

7. LinkedIn Social Selling Trends Serendipity to Science

8. M
members

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

10. STAY INFORMEDSTAY CONNECTED BUILD YOUR CAREER
For our members

11. For our customers
MARKET SELLHIRE

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

13. Members first

14. %
Of B2B Buyers use social media to
make purchasing decisions

15. Average number of key influencers in
a B2B purchase

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

17. Social Selling State of the Union

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

19. Laggards
0 100
Leaders
Social Selling Index

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

21. 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

22. 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?

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
How are all sales professionals globally doing?
Today’s
Attendees
16.0
12.4
5.1
17.0
50.5
Australia
11.5
5.3
1.8
9.1
27.7

24. 50.5
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Today’s
Attendees
16.0
12.4
5.4
17.0
How do you compare to your team?
SSI of your Sales
Reps
11.1
5.0
1.8
9.7
27.6

25. Who are the Social Selling Leaders in the Room?
1
2
3
4
5
68
62
55
54
54

26. Companies with the Biggest SSI Increase
1
2
3
4
5
+16.48
+15.47
+13.12
+12.08
+10.10

27. 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

28. Serendipity to Science

29. Target Connectivity Competition Change
Imagine…

30. Relationship Flows
Introducing

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

32. has…
2K
Connectivity

33. 6%
6%
8%
11%
14%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Connectivity
How Connected Are We to Key Accounts?

34. 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%

35. +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?

36. 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

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