LinkedIn Sales Solution presentation delivered by Dana Feldman, Head of SMB Sales Solutions, ANZ.

1. How Top Sales Teams Leverage
LinkedIn for Social Selling

3. The Social Selling Evolution

4. Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
and relationships.

5. The world and buyers have changed
97%75% 57%
Of the time cold
calls do not work
B2B purchases
influenced
by social
Of the buying process
is complete before
sales rep involvement
Sources: CEB, Connect & Sell, IBM Buyers Preference Study

6. Introducing the LinkedIn Social Selling Index
How well does your team embrace social selling?
1000
LeadersLaggards

7. 7
Why Is Social Selling Index Important?
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
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps
focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to
understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30

8. Social Selling Index in NZ is Increasing
24
15
Avg. Social Selling Index
53
2012
2013
+50%
*Data comparing Jan 2013 to Jan 2014
12
18

9. Who is social selling?
And we can compare them between countries
0 5 10 15 20 25 30 35
IT
Management Consul ng
Marke ng & Adver sing
Telecommunica ons
Financial Services
Accoun ng
Banking
Insurance
Pharmaceu cals
NZ
WORLD

10. Social Selling In Practice

11. How
How do I get
a warm intro?
LSS 11©2013 LinkedIn Corporation. All Rights Reserved.
+277M
Members (including 4.8M
in Australia)
+2B
member updates
per week
Billions
connections
How Sales Navigator helps frontline sales teams
What
What to
talk about?
Who
Who are the
Right People?
• Lead Builder
• Search Filters
• Search Alerts
• Profile Organizer
• Who Viewed Me
• 3rd Degree
• TeamLink
• InMails
• Introductions

12. Search
 Named accounts
 Geography
 Functional role
 Keywords
1
2 Filter
 Company Size
 Fortune 1000
 Seniority Level
 Function
3 Save
1. Who is the right person?
Leverage LinkedIn to be targeted on who to approach

13. 13
2. Gather Intelligence
Be prepared for every interaction by researching contacts and companies

14. 2
Find a common connection
This profile fits all my criteria, and has a connection
to someone in our Canadian office
Meeting with prospect set up
©2013 LinkedIn Corporation. All Rights Reserved.
1
Asks teammate for an introduction
3. Engage using your network
Leverage both your network and your companies network

15. LinkedIn social selling case study
107% more likely to close a deal
Base win rate Win rate
with social
selling
+ 44%
+ 63%
Targeting the right
person
Using a
connection
+ 107%

16. Thank you