A celebration of the top social sellers in Singapore - November 2014

1. Celebrating Singapore’s Top Social Sellers
Nick VanWagner
Director of Insights, Sales Solutions

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

4. %
of B2B Buyers use social media to make purchasing decisions

5. %
Of B2B decision-makers expect new or different insights from sales professionals

6. More likely to engage with sales professionals via warm introduction than cold outreach.

7. Cold Call Volume
Social Selling Index

8. Laggards
0
100
Leaders
The Social Selling Index (SSI) measures how well you have embraced social selling

9. What does social selling mean to you?

10. We identified activities that are predictive of success
More predictive activities
Connection requests
Engagements (rec.)
Internal connections
VP + connections
Connections
People searches
Inbound profile views
Endorsements (rec.)
Engagements (given)
Advanced searches
Profile length
Shares
Groups followed
Profile completeness
PV
Rich content on profile
Prospecting PV
InMails sent
Companies followed

11. Each of the four categories is scored from 0 – 25 making up a maximum total score of 100; LinkedIn’s Social Selling Index
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Index (SSI) Defined

12. 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

13. 84.7
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Today’s Attendees
22.4
22.5
20.0
19.8
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

14. 84.7
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Today’s Attendees
22.4
22.5
20.0
19.8
Your Colleagues
11.5
7.2
3.0
9.3
31.0
How are your colleagues at your companies doing?

15. 84.7
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Today’s Attendees
22.4
22.5
20.0
19.8
How are all sales professionals in Singapore doing?
Singapore
9.9
5.9
2.2
6.2
24.2
Your Colleagues
11.5
7.2
3.0
9.3
31.0

16. Which attendees have the highest SSI?
1
Philip Simmonds
Vice President APAC, McCorkell & Associates
99.4
2
Anne Phey
Director of Marketing, IBM ASEAN
97.7
3
Stephan Luecke
Director of Business Development, AIESEC Singapore
96.5

17. Which attendees have increased their SSI the most over the last quarter?
1
Tom Caviar
Regional Sales Manager, Global Accounts APAC, PGi
+72.5%
2
Mario Hilman Ali
Senior Pre-Sales Engineer, Avigilon
+66.9%
3
Tan Somboonsub
Business Development, Calypso Technology
+63.8%

18. NAMER
24.8
LATAM
15.5
EMEA
23.0
ASIA
18.5
ANZ
23.8

19. CHINA
14.7
SINGAPORE
24.2
HONG
KONG
20.5
INDIA
19.7
JAPAN
15.2
INDONESIA
17.6
PHILIPPINES
15.1
KOREA
15.0
THAILAND
17.3
VIETNAM
17.9
MALAYSIA
15.9

20. 24.7
21.7
18.8
18.6
18.7
13.7
16.7
13.7
19.8
15.2
14.7
13.9
14.6
32.9
26.5
24.0
23.1
23.0
22.2
22.0
21.4
21.0
19.4
18.7
18.6
15.9
Technology - Software
Professional Services
Media & Entertainment
Telecommunications
Oil & Energy
Technology - Hardware
Financial Services & Insurance
Health & Pharmaceuticals
Govt, Education & Non-Profit
Architecture & Engineering
Aero/Auto/Transport
Manufacturing
Retail & Consumer Products

21. 32.9
26.5
24.0
23.1
23.0
22.2
22.0
21.4
21.0
19.4
18.7
18.6
15.9
24.7
21.7
18.8
18.6
18.7
13.7
16.7
13.7
19.8
15.2
14.7
13.9
14.6
Technology - Software
Professional Services
Media & Entertainment
Telecommunications
Oil & Energy
Technology - Hardware
Financial Services & Insurance
Health & Pharmaceuticals
Govt, Education & Non-Profit
Architecture & Engineering
Aero/Auto/Transport
Manufacturing
Retail & Consumer Products
Fastest growing industries

22. Create a professional brand
Find the right people
Engage with insights
Build strong relationships

23. Unique 1st Degree Connections in this Room

24. Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Top Tips
•Add rich content to your profile highlighting you as a thought leader
•Write a summary with your customer in mind
•Leverage advanced people search
•Look at “Who’s Viewed Your Profile”
•Share relevant content with your network
•Engage with content shared by your customers
•Customize connection requests with relevant content after your meet people
•Build multiple connections with decision makers at accounts. Don’t rely on just 1.