Focus on the right people, engage with insights and build trusted, profitable relationships through social selling. On the 8th of November, LinkedIn held an exclusive breakfast event, which showed guests that by using LinkedIn Sales Navigator and Social Selling you will be able to find the right buyers, make profitable connections and gain a competitive B2B advantage. Social media and the ubiquity of data have fundamentally changed the way products and services are bought and sold. We are now in an era of social selling where the art of appealing to the savvy buyer takes place online long before the deal is closed. LinkedIn has unlocked a world of possibilities to sales teams facing B2B buyers who are closing the door on cold calls and relying on social media to steer their buying decisions. Consider: -There are 467 million members on LinkedIn and 2 new members every second — so you can find the right person, or people, to focus on -There are 2 billion member updates per week —so you know what these people are talking about and what’s going on with them. -LinkedIn is a platform that enables you to forge relationships with these professionals — so you can reveal connection paths between your company and your target account that you can leverage for a warm introduction. Agenda 7.30am: Registration & Networking 8.00am – 8.30am: Social Selling with LinkedIn 8.30am – 8.50am: Customer Case Study: LinkedIn for Sales Success 8.50am – 9.00am: Q&A 9.00am: Session Close

1. Social Selling Breakfast

2. 08:00 – 08:30
08:30 – 08:40
08:40 – 09:00
09:00
Social Selling
Social Selling in Action
Customer Success and Q&A
Session Close

5. A Recent Buying
Experience

7. Re: Enterprise Telesales
Steve, let us help you build an enterprise
telesales team.
Mark Marketing 3:14 PM (1 hour ago)
to me
REPLY

8. Re: Enterprise Telesales
Steve, let us help you build an enterprise
telesales team.
Mark Marketing 3:14 PM (1 hour ago)
to me
REPLY

9. Re: Enterprise Telesales
Steve, I didn’t hear back from you. I’d love to
share a case study about MegaCorp’s
enterprise solution.
Mark Marketing 3:19 PM (1 hour ago)
to me
REPLY

10. Re: Enterprise Telesales
Steve, I didn’t hear back from you. I’d love to
share a case study about MegaCorp’s
enterprise solution.
Mark Marketing 3:19 PM (1 hour ago)
to me
REPLY

11. Re: Enterprise Telesales
“Why SolarSlash uses our products,
and why you should too.” I wanted to
share another case study on…
Marky Marketing
to me
Re: Enterprise Telesales
You’ve got some nerve, Steve. You
have no idea how much your
enterprise business stands to…
Marky Marketing
to me
Re: Enterprise Telesales
Was it something I said? Look, Steve,
if I’ve done something wrong here you
gotta let me know, before…
Marky Marketing
to me
erprise Telesales
e our customers saying? It’s
u should ask, because I was
aring a series of case…
keting
Re: Enterprise Telesales
You’re making the biggest mistake of
your life, Steve. Can’t you see our
paths were meant to cross? It’s a…
Marky Marketing
to me
Re: Enterprise Telesales
Can we chat this week? I can only
imagine how busy you are, but if you
could just give me 10 minutes…
Marky Marketing
to me
Re: Enterprise Telesales
Just 10 minutes of your time! That’s
all I need to show you the incredible
enterprise-grade power of our…
Marky Marketing
to me
Re: Enterprise Telesales
Is this week better for a chat? I’m
available any day of the week, any
time. Seriously.
Marky Marketing
to me
Re: Enterprise Te
Look, it’s not that
just can’t understa
throwing away an
Marky Marketing
to me
Re: Enterprise Telesales
Marky Marketing
erprise Telesales
didn’t hear back from you. I’d
hare a case study about
rp’s enterprise solution.
keting
Re: Enterprise Telesales
I think deep down you’re not running
from me, Steve, you’re running from
yourself. Just let me…
Marky Marketing
to me

12. Sarah Sales
Calling…

13. Call
Declined

14. Sarah Sales
Calling…

15. (Again)
Call
Declined

16. Sarah Sales 5:44 PM
Missed call
Sarah Sales 5:52 PM
Missed call
Sarah Sales 6:01 PM
Missed call
Sarah Sales 6:09 PM
Missed call
Sarah Sales 6:16 PM
Missed call

17. Scorecard
CustomerMarketing Sales

18. $1 TRILLION
Wasted productivity cost
U.S. businesses
every year because of
misalignment.

19. Internet ExperienceBuying Experience
Disposable Commodity
Irrelevant and Uncoordinated
Precious Resource
Personalisation and Trust

21. You’re not compared to your
competitor’s experience.
You’re compared to every experience
ever.

23. 467M
Members
100M+
APAC Members
9M+
ANZ Members
Growing at 2+ members per second we are the world’s largest
professional network

24. STAY INFORMED
through professional news
and knowledge
CONNECT
with your
professional world
GET HIRED
and build your
career
For members

25. LEARNSELLMARKETHIRE

26. Sources: *Forrester, “Buyer Behavior Helps B2B Marketers Guide the Buyer’s Journey,” October 2012; **Zero Moment of Truth Study, Google
The buyers journey has changed
Access to more information, buyers self informed and 90% through the buying journey

27. 75%
of B2B Buyers use social media to
research purchasing decisions

28. B2B buyers expect
new or different
insights from sales
professionals
Building sales relationships has changed
95%
content consumed
before ready to
engage
7

29. If you’re not first,
you’re last
“

30. 33

31. 1 Create a professional brand
Find the right people
Engage with insights
Build strong relationships
2
3
4
Social selling defined

33. MattTindale

34. More likely to engage
through warm introduction
5X

36. 45%
13%
51%
Increase to pipeline
Larger average selling price
More likely to make quota
What’s
the impact
of social
selling?

38. Scott Johnstone
Director of Sales
Southern Cross Austero