LinkedIn uses its large professional network and the data it collects on its over 200 million members to help companies with social selling. It provides tools for companies to create an online presence through pages and groups, attract an audience through targeted media and followers, and engage that audience with content and ads. It then analyzes member data to provide insights into contacts and helps salespeople find the right people to contact, know what to say to them, and determine the best path for outreach through their networks and connections on LinkedIn.

1. How LinkedIn Uses LinkedIn for Social Selling
LinkedIn Confidential ©2013 All Rights Reserved

2. The world’s largest professional network
1
>8M
Decision Makers
200M+
1
1
>2.6M
Members Worldwide Company Pages
Growing at approximately two members per second
1
>2B
Member Updates per Week
As of September 30, 2012

3. The power of LinkedIn’s network effects
Member growth
and engagement
Relevant Critical
and valuable mass
products of data
and services Technology
platform

4. Social Selling
Convergence of marketing and sales

5. Social Marketing
Create a Attract an Engage
Presence Audience with Content
• Company Page • Targeted Media • Status Updates
• Groups • Followers • Content Ads
AMPLIFY
Followers, Status Updates, Plugins, Sharing, Recommendation Ads
ANALYZE AND REFINE
Data, Insights and Analytics
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6. Social Selling
Find Right Know What Navigate
Person to Say Best Path
• Adv. Search • Insights • Networks
• Groups & Signals • Updates/Signals • TeamLink
AMPLIFY
Followers, Status Updates, Plugins, Sharing, Recommendations
ANALYZE AND REFINE
Dashboards, Insights
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7. Social Selling in Practice
Evan Klein, Account Exec at LinkedIn

8. LinkedIn Confidential ©2013 All Rights Reserved 8

9. Social Selling Tools
Social data leads to insights

10. Social data can surface insights in several areas
Who they Whom do What are they
are… they know… doing…
Name Inside/Outside Company
New Connections
Background In Industry
Activity Updates
Interests By Geography
Adding to Profile
Company Recommendations
What are prospects & customers
likely to want to do in the future?
10

11. Social Selling Index
Ranks and tracks company utilization of LinkedIn as a social
selling tool.
• Visibility into company’s social
selling activities
• Identify opportunities fro
improvement
• Benchmark companies against
peers and competitors
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12. Social Proximity Index
Assigns new leads and opportunities to sales professionals
based upon their relationships.
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13. LinkedIn Sales Solutions
• Website: http://sales.linkedin.com
• Slideshare: http://www.slideshare.net/linkedin-sales-solutions
• Twitter: @LinkedInSelling
• LinkedIn Group: LinkedIn Sales Solutions
LinkedIn Confidential ©2013 All Rights Reserved