Before we can sell to a buyer, we've got to find, and listen to them first. Join LinkedIn's breakfast event to learn how to adopt Social Selling to gain a competitive sales advantage and rapidly enhance your team's sales effectiveness through targeted social media engagement. 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** Agenda: 7:30am - Registration & Networking 8:00am - 8.30am: Social Selling 8:30am - 8:45am: Social Selling in Action 8:45am - 9:00am: Customer Success and Research Insights 9:00am - Session Close *Source: Aberdeen Group, **Barbara Giamanco & Jim Keenan Survey

1. LinkedIn Breakfast - The Key to Social Selling
10 June 2015

2. Agenda
08:00 – 08:30
08:30 – 08:45
08:45 – 09:00
09:00
Social Selling
Social Selling in Action
Customer Success and Research Insights
Session Close

3. Why are we here?

4. ​The Times They Are a-Changin’
“
​- Bob Dylan

5. The buying process today
Increasingly
complex
Increasingly
competitive
Increasingly
social
7
Key influencers in B2B
buying decisions
75-90%
B2B buyers are through
the buying process
before reaching out to a
sales professional
75%
B2B buyers use social
networks to research
products

6. “
Connect the world’s buyers and sellers to
build relationships
LinkedIn Sales Solutions Mission

7. Brazil
Europe & Middle East
South Africa
Asia
Australia
New Zealand
21M+
112M+
4M+
60M+
7M+
1M+
126M+
North America
364M+
Members
Worldwide +2 New members
per second

8. STAY INFORMEDSTAY CONNECTED GET HIRED
with your professional world through professional news
and knowledge
and build your career
For members

9. MARKET SELLHIRE
Power the majority of
the world’s hires
The most engaging platform
for marketers to engage with
professionals
Leveraging professional
networks at scale
For customers

10. Sales is changing
70% 95% 90%
Leads generated by sales
professionals
B2B buyers expect new
or different insights from
sales professionals
Of decision makers never
respond to cold outreach

11. Moving from serendipity to science
DepthofData
Role changes
Personal motivations
Recent work success
Industry risks
Clients and vendors
Company financials
Competitors
Products & solutions
Buying triggers

13. Matt Tindale

14. More likely to engage
through warm
introduction
X

15. 1 Create a professional brand
Find the right people
Engage with insights
Build strong relationships
2
3
4
Social selling defined

16. 72.6%
Salespeople using
social selling tactics
outperform their peers
Aberdeen Research

17. 7X
Pipeline
growth
11X
Revenue
growth
Sales Navigator users vs free LinkedIn
70%
Higher win
conversion
rate

18. Laggards
0 100
Leaders
Social Selling Index

19. Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Index
10.6
4.8
1.7
8.9
26.0
Global Reps
How Do We Compare?
*SSI as of April 2015
16.6
12.5
7.1
16.2
52.3
Attendees Today
12.9
7.3
3.7
11.5
35.4
Your Reps

20. Social Selling in Action

21. John Dougan
Director of Sales Advisory
SalesITV

22. Thank you