The document discusses aligning sales and marketing teams through social selling. It recommends that marketing helps sales build compelling LinkedIn profiles to engage the right audiences. Marketing and sales should agree on numerical goals to measure lead quality and quantity. Communicating, celebrating, and addressing goal achievement will improve team alignment. The key is for both teams to be accountable to each other.
Social Selling Roadshow, Dublin Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
Selling in today’s competitive environment has never been fiercer. With the explosion of easily accessible data on competition, pricing, and reviews, buyers are incredibly informed. And while the tools to arm sales professionals have improved and grown in number, it’s becoming increasingly difficult to make sense of the crowded sales technology market.
In this webinar, Marcus Murphy, Global Partner Development Manager at Infusionsoft, discusses the key components in building a sales stack that is tuned for today’s social selling environment.
You'll learn:
-The key components of a modern sales stack
-Why social selling is mission critical to your stack
-How an efficient sales stack can increase sales and revenue
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...LinkedIn Sales Solutions
The Sales profession is evolving.
In a world where personalization is rapidly becoming the standard, we’re quick to reject anything that feels generic or impersonal. Buyers no longer have patience for the tried and true sales tactics you’ve been using for years. For sales and marketing professionals, this presents a new set of challenges.
Discover how your peers are conquering these challenges in the new sales era and how social selling can become a competitive advantage for you and your company.
Talent professionals worldwide agree that employee referrals are the best source of quality hires, yet most companies struggle to get employees on board. Our newest product, LinkedIn Referrals, overcomes this challenge by providing employees a tool that works for them.
Learn more about why employee referrals are an exceptional source of hire: http://bit.ly/1roc4Nc
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SumoLogic and Juniper Networks.
Dominic Archibald from LinkedIn goes over tactics that LinkedIn’s own sales team employs to train people on social selling - goes over fundamentals like building a profile, how to have a warm introduction.
Saadia Zahidi, Senior Director, World Economic Forum
Maria Kokkinou, Chief Diversity Officer and Director of Talent Acquisition, Coca-Cola Enterprises
Sandy Hoffman, Global Diversity Director, LinkedIn
Moderator: Joanna Pomykala, Sr. Director for Insights, LinkedIn
A unique panel of experts to discuss best practices and how to use data to make diversity and inclusion a reality within organisations.
Social Selling Roadshow, Dublin Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
Selling in today’s competitive environment has never been fiercer. With the explosion of easily accessible data on competition, pricing, and reviews, buyers are incredibly informed. And while the tools to arm sales professionals have improved and grown in number, it’s becoming increasingly difficult to make sense of the crowded sales technology market.
In this webinar, Marcus Murphy, Global Partner Development Manager at Infusionsoft, discusses the key components in building a sales stack that is tuned for today’s social selling environment.
You'll learn:
-The key components of a modern sales stack
-Why social selling is mission critical to your stack
-How an efficient sales stack can increase sales and revenue
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...LinkedIn Sales Solutions
The Sales profession is evolving.
In a world where personalization is rapidly becoming the standard, we’re quick to reject anything that feels generic or impersonal. Buyers no longer have patience for the tried and true sales tactics you’ve been using for years. For sales and marketing professionals, this presents a new set of challenges.
Discover how your peers are conquering these challenges in the new sales era and how social selling can become a competitive advantage for you and your company.
Talent professionals worldwide agree that employee referrals are the best source of quality hires, yet most companies struggle to get employees on board. Our newest product, LinkedIn Referrals, overcomes this challenge by providing employees a tool that works for them.
Learn more about why employee referrals are an exceptional source of hire: http://bit.ly/1roc4Nc
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SumoLogic and Juniper Networks.
Dominic Archibald from LinkedIn goes over tactics that LinkedIn’s own sales team employs to train people on social selling - goes over fundamentals like building a profile, how to have a warm introduction.
Saadia Zahidi, Senior Director, World Economic Forum
Maria Kokkinou, Chief Diversity Officer and Director of Talent Acquisition, Coca-Cola Enterprises
Sandy Hoffman, Global Diversity Director, LinkedIn
Moderator: Joanna Pomykala, Sr. Director for Insights, LinkedIn
A unique panel of experts to discuss best practices and how to use data to make diversity and inclusion a reality within organisations.
Diversity is about much more than equal opportunity – it can actually drive business success. But building a diverse community and, in turn, a brand that promotes diversity, takes time. This webcast presentation gives you with the skills to engage diverse talent and build a brand that puts diversity first. It also showcases how Starbucks approaches attracting diverse talent.
Learn more about LinkedIn Talent Solutions: https://lnkd.in/g3NRhUJ
At the LinkedIn Financial Services Breakfast, our presenters aimed to showcase how sales professionals can leverage the LinkedIn database to foster profitable relationships in a more intelligent way.
Learn how financial services professionals can leverage LinkedIn to develop new business opportunities, build relationships, and drive revenue in a compliant manner with Proofpoint.
Watch this video to see how you can leverage LinkedIn's Sales Navigator platform to help you find new clients and sustain your relationships at scale when they are increasingly on social media.
The Age of Socially Engaged Leadership -- Breakout Session at Talent Connect ...LinkedIn Talent Solutions
The age of socially engaged leadership. Nayomi Alexander, Senior Customer Success Consultant, LinkedIn. Daniel Sanders, Solutions Consultant, Talent Branding (APAC), LinkedIn
Today's high performing leaders are embracing social media to develop connections and build deeper engagement with their customers, employees and peers. Replete with examples of ‘social executives’, you will hear about fundamental changes in the ways that businesses interact with individuals in the social era to unlock organisational benefits. You’ll learn how to educate your executive leadership on all things social, further engaging them in building out their professional brands on LinkedIn, and in turn fueling your organisation’s overall success in attracting and engaging talent.
Learn more about Talent Connect Sydney: http://linkd.in/1E9S7cN
On this Live Webcast, Frank Hattann, Head of Enterprise Sales, EMEA will show you how Sales has been evolving and developing - and what the next stage is.
You'll also learn how to:
Find leads without cold calling
Develop relationships using social
Build a professional brand as a sales pro
Get Smart on B2B Marketing with our 7 Emerging Trends for 2017LinkedIn
Looking for the fresh ideas driving B2B marketing forward in 2017 and beyond? We've got you covered.
Join LinkedIn brand strategist, Peter Weinberg, as he shares the below seven trends to practice in 2017:
1. The True Value of Thought Leadership
2. The Sustainable Profitability of “Content Franchises”
3. The Growing Need for Touchpoint Consistency
4. The Promising Arrival of Everyone-As-A-Marketer
5. The Sudden Death of Hyper-targeting
6. The New Principles of Brand Investing
7. The Economic Case for Cost-Per-Connection
We'll also reveal how you can act on each of these seven trends in your work today.
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se. The Power o...LinkedIn
Apresentação de Jennifer Brannigan, Head de Soluções de Mídia América do Norte e América Latina do LinkedIn, no ConnectIn São Paulo, realizado no dia 23 de junho de 2015. O ConnectIn São Paulo reúne os maiores líderes do mercado para compartilhar os desafios de hoje e inspirar as soluções de amanhã.
Social Selling Roadshow, London Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
In this new selling environment, you’ve got a few seconds to connect with the buyer and demonstrate that you can address their needs. If you fail, you’re out. Join industry experts Michael Brito, Craig Rosenberg, and Jack Kosakowski as they share best practices for how to better understand your buyer and sell more efficiently.
Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales...LinkedIn Sales Solutions
Featured at Sales Connect London - Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn. The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
RB shares their approach to digital sourcing and how they moved from a reactive to a proactive approach to recruiting.
Connectin Dubai 2015 gathered 270 talent professionals and executive leaders on April 23rd from across the GCC to share talent acquisition best practices and thought leading content on employer branding, internal mobility, and measuring quality of hire. Speakers and agenda can be found here: https://lnkd.in/Connectindubai2015
Ethan Hamilton provides a closer look at the features and benefits of LinkedIn Sales Navigator, a standalone platform leveraging the power of LinkedIn for the sales professional to stay on top of their book of business.
All the presentations from our last Sales and Marketing Forum in June where we were joined by Andy Eustace from LinkedIn and Timothy Hughes, Business Development Director at Oracle.
Diversity is about much more than equal opportunity – it can actually drive business success. But building a diverse community and, in turn, a brand that promotes diversity, takes time. This webcast presentation gives you with the skills to engage diverse talent and build a brand that puts diversity first. It also showcases how Starbucks approaches attracting diverse talent.
Learn more about LinkedIn Talent Solutions: https://lnkd.in/g3NRhUJ
At the LinkedIn Financial Services Breakfast, our presenters aimed to showcase how sales professionals can leverage the LinkedIn database to foster profitable relationships in a more intelligent way.
Learn how financial services professionals can leverage LinkedIn to develop new business opportunities, build relationships, and drive revenue in a compliant manner with Proofpoint.
Watch this video to see how you can leverage LinkedIn's Sales Navigator platform to help you find new clients and sustain your relationships at scale when they are increasingly on social media.
The Age of Socially Engaged Leadership -- Breakout Session at Talent Connect ...LinkedIn Talent Solutions
The age of socially engaged leadership. Nayomi Alexander, Senior Customer Success Consultant, LinkedIn. Daniel Sanders, Solutions Consultant, Talent Branding (APAC), LinkedIn
Today's high performing leaders are embracing social media to develop connections and build deeper engagement with their customers, employees and peers. Replete with examples of ‘social executives’, you will hear about fundamental changes in the ways that businesses interact with individuals in the social era to unlock organisational benefits. You’ll learn how to educate your executive leadership on all things social, further engaging them in building out their professional brands on LinkedIn, and in turn fueling your organisation’s overall success in attracting and engaging talent.
Learn more about Talent Connect Sydney: http://linkd.in/1E9S7cN
On this Live Webcast, Frank Hattann, Head of Enterprise Sales, EMEA will show you how Sales has been evolving and developing - and what the next stage is.
You'll also learn how to:
Find leads without cold calling
Develop relationships using social
Build a professional brand as a sales pro
Get Smart on B2B Marketing with our 7 Emerging Trends for 2017LinkedIn
Looking for the fresh ideas driving B2B marketing forward in 2017 and beyond? We've got you covered.
Join LinkedIn brand strategist, Peter Weinberg, as he shares the below seven trends to practice in 2017:
1. The True Value of Thought Leadership
2. The Sustainable Profitability of “Content Franchises”
3. The Growing Need for Touchpoint Consistency
4. The Promising Arrival of Everyone-As-A-Marketer
5. The Sudden Death of Hyper-targeting
6. The New Principles of Brand Investing
7. The Economic Case for Cost-Per-Connection
We'll also reveal how you can act on each of these seven trends in your work today.
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se. The Power o...LinkedIn
Apresentação de Jennifer Brannigan, Head de Soluções de Mídia América do Norte e América Latina do LinkedIn, no ConnectIn São Paulo, realizado no dia 23 de junho de 2015. O ConnectIn São Paulo reúne os maiores líderes do mercado para compartilhar os desafios de hoje e inspirar as soluções de amanhã.
Social Selling Roadshow, London Part 1 of 2 - How to Unlock Competitive Advan...LinkedIn Sales Solutions
The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
In this new selling environment, you’ve got a few seconds to connect with the buyer and demonstrate that you can address their needs. If you fail, you’re out. Join industry experts Michael Brito, Craig Rosenberg, and Jack Kosakowski as they share best practices for how to better understand your buyer and sell more efficiently.
Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales...LinkedIn Sales Solutions
Featured at Sales Connect London - Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn. The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
RB shares their approach to digital sourcing and how they moved from a reactive to a proactive approach to recruiting.
Connectin Dubai 2015 gathered 270 talent professionals and executive leaders on April 23rd from across the GCC to share talent acquisition best practices and thought leading content on employer branding, internal mobility, and measuring quality of hire. Speakers and agenda can be found here: https://lnkd.in/Connectindubai2015
Ethan Hamilton provides a closer look at the features and benefits of LinkedIn Sales Navigator, a standalone platform leveraging the power of LinkedIn for the sales professional to stay on top of their book of business.
All the presentations from our last Sales and Marketing Forum in June where we were joined by Andy Eustace from LinkedIn and Timothy Hughes, Business Development Director at Oracle.
The buyer's journey has changed significantly in the past years, close to 60% is completed without input from your Sales Representatives.
Influencing, thought leadership and social listening are more important than ever. In this session we will inspire you on the methodology we LinkedIn calls "Social Selling". Are you a social seller?, check your Social Selling Index at www.linkedin.com/sales/ssi.
An exclusive breakfast event, which will show you that by using LinkedIn Sales Navigator and Social Selling you will be able find the right buyers, make profitable connections and gain a competitive B2B advantage.
Joining our event is special guest, Mike Derezin - VP of Sales Solutions at LinkedIn. Mike led the launch of LinkedIn's Sales Solutions, LinkedIn’s premium solution for sales professionals and sales organisations. He is responsible for leading and scaling the global field sales and product consulting teams. Passionate about how social media has positively disrupted the way the world traditionally sells; Mike is an engaging speaker and thought-leader on Social Selling.
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**
*Source: Aberdeen Group, **Barbara Giamanco & Jim Keenan Survey
Sales Trends in 2015 - Predictions by 14 Industry ExpertsMikogo
We spoke with 14 influential sales leaders about their predictions for 2015 to help you best prepare for the year ahead. This select group of experts are renowned for their repeated sales success and have been pivotal in driving global businesses forward.
Here are their predictions and advice to help you boost sales.
In a world overrun by data, how do we move beyond dashboards to true customer insights? Data driven marketing is helping us shape the future of marketing by better understanding our customer, creating amazing experiences and building more personal interactions. But, the bigger question is, how do we use it? In a world where the amount of data we have only increases, harnessing intelligent action through predictive analytics is a top priority for marketers. Come hear how you can start using data to unlock your customers and your full marketing potential. We will discuss data visualization, predictive marketing scenarios available to businesses both big and small, and the holy grail of prescriptive marketing with Microsoft’s Jeff Marcoux.
[Webinar] How To Be A Data-Driven Marketing Powerhouse With Predictive Analyt...Mintigo1
To view the full webinar, please visit:
http://www.mintigo.com/how-to-be-a-data-driven-marketing-powerhouse-with-predictive-analytics-big-data/
Description:
How is it that b-to-b marketers have more data sources than ever before, but many are still in the dark about how to reach more of the right prospects? Sometimes the sheer volume of data can seem overwhelming, but it doesn’t have to be. In fact, with the right processes, skills and tools, many companies are transforming their approach to demand creation and letting data do the work for them.
Marketers need to make decisions in a data-rich environment, where vast amounts of customer data are flowing not only from the company’s internal systems such as CRM, marketing automation and web analytics, but also from external sources such as social, mobile, and other sources that can be found all over the web. But how do you separate the good data that signify buying signals from the noise found in the rest of the data? And what new skills and processes bring them to life?
In this dynamic session, we’ll hear from thought leaders from LinkedIn, SiriusDecisions and Mintigo on the best strategies for taking a data-driven approach to marketing. They will address key considerations and best practices to answer essential questions around:
-How the explosion of big data and emerging predictive technologies is transforming the marketing discipline
-Examples of marketers at leading companies are effectively utilizing big data & predictive analytics
-Recommendations for preparing your marketing team to become a data-driven organization
The Speakers:
- Russ Glass, Head of Products at LinkedIn
- Megan Heuer, VP & Group Director, Data-Driven Marketing at SiriusDecisions
- John Bara, President & CMO at Mintigo
On the 27th of July, LinkedIn held an afternoon High Tea event that discussed Business Strategy in the Digital Era. Guests heard from a number of thought leaders who discussed social selling, and more specifically, how they can gain a competitive sales advantage to rapidly enhance their sales teams effectiveness through targeted social media engagement. This presentation was shown on the day and gives insights into the components of social selling, reps who are using social to be competitive, and how to put this strategy into practice.
How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...G3 Communications
Access the full webcast here: https://dg-r.co/2L5QdrM
Data fuels every marketer’s strategy, but not all data is created equal. To be successful today, marketers need to be able to effectively analyze, optimize and maintain data accuracy as the first steps to gaining true insight. This is particularly true for account-based programs, where visibility into key decision makers is imperative. As the saying goes, “Garbage in, garbage out.” If the data going into your CRM is incomplete, incorrect or simply not the right data, any programs that rely on that data will deliver disappointing results.
During this webinar, David Cowings, Chief Marketing Data Scientist at RingCentral, and Chris Lynde, CEO of SaleScout Data Solutions, will share the steps needed to optimize buyer contact data and sales intelligence, with real-life insights from RingCentral’s demand gen data optimization process.
Want to know more about building your brand and engaging your target audience? This presentation covers these topics plus the latest in talent migration trends in Ireland.
Data-Driven Marketing and Marketing Technologies in Modern Marketing - Travis...Travis Wright, Author 📚🤔
With over 2000 marketing technologies in over 40 categories, choosing the right technologies for your data-driven marketing technology stack is imperative. Do you buy a "marketing cloud" from the tools acquired and pieced together by established tech giants? Or do you build your own custom "Open Marketing Cloud", which may allow for greater flexibility and openness?
This keynote will explore the pros and cons of each potential solution as well as insights the vendors won't tell you. It will highlight the key data you need to understand and uncover some tools that can impact the build of your perfect custom marketing cloud for you business needs. No one size fits all in the marketing technology space. Join Travis for this unique, entertaining, and action-packed presentation to learn where MarTech is headed and how to roll with the changes.
Sales Trends & Challenges in 2016 – 12 Experts Share Their PredictionsMikogo
To assist sales professionals in preparing for the New Year, we’ve leaned upon the expertise of some of today’s most influential and respected sales leaders for their predictions in 2016. In the following slideshare, you’ll hear directly from the CEOs of sales companies, global sales executives, keynote speakers, sales strategists, and best-selling sales authors.
Introducing Deals from LinkedIn Sales Navigator.
Check out this infographic to see how Deals eliminates blindspots by equipping sales teams with an effective way to manage pipeline and customer relationships.
Relationship managers are facing new challenges: The number of stakeholders is higher than ever, among other concerns. Learn how you can scale your operation by leveraging social media.
Bryan Romeike will discuss how professional service providers can leverage LinkedIn for relationship building as well as how to identify the warmest path to reach and engage with potential decision-makers.
Conventional account management strategies are limiting growth. Join our own Director of Product Marketing, Dominic Archibald, for a deep dive into how you can stand out and add value with LinkedIn.
The buying landscape is changing and conventional sales tactics are losing deals. Learn how you can get ahead of the curve and sell more effectively with these account based selling tactics.
Conventional sales tactics are limiting pipeline and losing deals. We'll show you how to overcome these challenges by harnessing the power of LinkedIn.
Learn about current sales trends, challenges in the changing selling landscape as well as strategies and tactics that high-growth companies are using to scale their business.
Our Senior Insights Analyst, Jonathan Weindel, will walk through his analysis and findings on multithreading and relationship strength. Learn how multithreading can impact your deals and increase your win rates.
3. Helene Birknert
Microdata Telecom
Innovation AB
E A R L I E S T A D O P T E R
Christopher
Engman
Vendemore
Anne-Marie
Colliander
Inkrea.se
Consulting AB
Christian de Loës
Prosensit
Management
Consulting AB
M O S T P O P U L A R
M O S T C O N N E C T E D
M O S T E N D O R S E D
IcebreakIN
6. LinkedIn has 414 Million members across the world
2M+
Sweden
#socialselling16
7. LinkedIn has 414 Million members across the world
Sweden
2M+
197.4k
Decision makers on LinkedIn
36.5K
Company Pages on LinkedIn
21%
Enterprise
22%
Mid-Market
57%
SMB
10. The buyer’s process has changed
5.4 75of B2B buyers now use
social media to be more
informed on vendors
% 90of decision makers say
they never respond to
cold outreach
%
people are now involved
in the average B2B buying
decision
#socialselling16
11. Agenda
#socialselling16
9:30am Welcome and Overview
9:40am Social Selling: How to Unlock Competitive Advantage
10:10am Sales and Marketing: A Love Story
10:40am Customer Panel
11:30am Networking
Join The Conversation: #socialselling16
13. Thomas Bell
President, Linnean Society of London
“The year which as passed has not
been marked by any of those striking
discoveries...”
14. “Everyone’s always asking me when
Apple will come out with a cell phone.
My answer is ‘Probably never.’”
David Pogue
Tech Columnist, New York Times
15. ???
“Zuckerberg is an idiot! I can’t
believe he turned down Yahoo
for 1 billion dollars.”
27. The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
The World Wide Web
‘94-’95 ‘96-’98 ’99-’00 ’00+
28. The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
‘94-’95 ‘96-’98 ’99-’00 ’00+
$182
BILLION
$437
BILLION
The World Wide Web
29. The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
Social Recruiting
‘07-’10 ‘11-’13 ’14-’16 ’17+
30. Social Recruiting
Hero
Head of Global Talent Acquisition, SABMiller
"I saw the opportunity in direct sourcing
through LinkedIn. I knew it was the future,
but had to move quickly to lock-in as many
gains as possible before the rest of the
world caught on."
31. Head of Global Talent Acquisition, SABMiller
"I've helped save SABMiller
about $7-10M annually by shifting
to direct sourcing and LinkedIn
Recruiter."Social Recruiting
Hero
32. The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
Social Selling
‘12-’14 ’18-’19 ’20+‘15 ’16-’17
34. SSI leaders create
45% more opportunities per
quarter than SSI laggards.
more opportunities
SSI leaders are
51% more likely to hit
quota than SSI laggards.
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
Why is Social Selling important?
36. 1000 20 40 60 80
Social Selling Index (SSI)
28.5
2016
12.2
2012
37. 1000 20 40 60 80
Social Selling Index (SSI)
The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
‘12-’14 ’18-’19 ’20+‘15 ’16-’17
28.5
2016
12.2
2012
39. The average Swedish SSI has increased 10.1%
over the last year
Source: LinkedIn Internal Data
The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we
are comparing apples to apples and are able to truly measure growth in SSI.
+10.1%
26.55
27.46
27.16
27.36
28.26
27.86
25.6
28.27
29.38 29.44 29.48
28.15
29.23
Jan-15 Feb-15 Mar-15 Apr-15 May-15 Jun-15 Jul-15 Aug-15 Sep-15 Oct-15 Nov-15 Dec-15 Jan-16
40. 2.1
2.2
2.2
2.1
1.9
2.0
2.0
2.2
2.4
3.3
0 20 40
Manufacturing/Industrial
Oil & Energy
Government/Education/Non-profit
Aero/Auto/Engineering
Healthcare & Pharmaceutical
Staffing
Retail & Consumer Products
Financial Services & Insurance
Professional Services
Tech, Telecom & Media
Some sectors are taking the lead in Social Selling
Growth in SSI
January ’15 – January’16
=
Source: LinkedIn Internal Data – January & December 2016
41. Which Enterprises in the room
are winning at Social Selling?
Source: LinkedIn Internal Data
1 54.8Salesforce
2 40.6Oracle
3 40.1Microsoft
4 38.9Avanade
5 35.5Dassault Systemes
42. Which SMBs in the room
are winning at Social Selling?
Source: LinkedIn Internal Data
3 66.3
2 70.6
1 79.0HUCAMA Group
Heartpace AB
Freya News AB
4 60.6Cyngi
5 58.3Hansoft
43. Top Social Sellers in the room
Source: LinkedIn Internal Data 16
1
Christopher Engman
Head of Vendemore and Founder, B2B Global Account Based
Marketing, Vendemore
94.2
2
Tomas Hennerfors
Head of Client Intelligence Team 89.8
3
Joakim M. Lange
Helping Global Companies with Account-Based Marketing Initiatives,
Freya News
80.7
4
Daša Sinclair
Social Media Consult, @dashable 80.4
5
David Ratcliff
Head of Global Accounts: ABM enthusiast, Vendemore 80.3
44. Relevant
news
LinkedIn’s network data
Your accounts,
leads & preferences
Sales Navigator makes it simple to establish and grow
relationships with your prospects and customers
Sales
Navigator
45. 0%
1%
2%
3%
1 21 41 61 81 101
%oftotalNumberofSalesNavigator
Users
SSI
Source: LinkedIn Internal Data – January 2016
Avg SSI
of Sales Navigator Users
January 2016
55.65
AVG Pre SSI
of Sales Navigator Users
pre licence deployment
46.63
Sales Navigator has improved social selling behavior by 19.4%
46. 636
123442
AVG connection per rep AVG connection with teamlink
194X
More connections
Source: LinkedIn Internal Data – January 2016
If this room was a sales team, connecting with Teamlink would
extend the network of each attendee by…
47. How can you
seize the opportunity?
MeasurementEducationExecutive Alignment
48. How can you
seize the opportunity?
MeasurementEducationExecutive Alignment
50. VP Global Sales Enablement and Programs, PTC
"Our corporate strategy is enabling smart
connected products for competitive
differentiation. Our team personalized it to
get executive alignment - social selling is
smart connected reps for competitive
differentiation."
Executive Alignment
51. VP Global Sales Enablement and Programs, PTC
"We've seen greater than a 50x ROI
with Sales Navigator - measured in
either revenue attained or pipeline."Executive Alignment
52. Education
Senior Director, GCO Sales Tools and Technology, SAP
"Social selling is the biggest single
change to the SAP sales strategy
in the last 10 years by an order of
magnitude."
53. Education
Senior Director, GCO Sales Tools and Technology, SAP
"I was going to be either the hero or
villain. Someone has to take a risk to
make things happen."
54. Education
Senior Director, GCO Sales Tools and Technology, SAP
"We have seen massive ROI. I just
learned of a half million dollar deal
in Asia Pacific where a prospect
reached out to our SAP rep through
LinkedIn."
55. Education
Senior Director, GCO Sales Tools and Technology, SAP
"You have to customize the training,
embed it in your overall training,
and make sure to focus on middle
managers."
56. EducationMeasurement
Senior Social Media Manager – EMEA, Symantec
“Measuring our social selling is
critical to justifying our ROI. SSI
is at the core of what we do.”
57. Senior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you only provide data it is
just another number, it won’t change the
mindset. You have to tell teams what
specific actions to take."
Measurement
58. Measurement
Senior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you only provide data it is
just another number, it won’t change the
mindset. You have to tell teams what
specific actions to take."
59. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Social Selling Heroes
Executive Alignment MeasurementEducation
60. “The tipping point is that magic moment when
an idea, trend, or social behaviour crosses a
threshold, tips, and spreads like wildfire.”
M A L C O L M G L A D W E L L - T H E T I P P I N G P O I N T
63. 38% of CMO’s say aligning and
integrating Sales & Marketing is
their top priority for this year
#socialselling16
Source: CMO Council
64. 8% of companies have strong
alignment between their Sales &
Marketing teams
#socialselling16
65.
66.
67.
68.
69.
70.
71.
72.
73. 5% of marketers think they give
Sales a perfect fit lead…
#socialselling16
…and 6% of sales people think
that marketers give them a
perfect fit lead…
74.
75. When Sales & Marketing are in
sync…
Companies became 67% better at
closing deals & generated 208%
more revenue from Marketing
#socialselling16
Source: Marketo & MarketingProfs
respectively
84. Add a
professional photo
1
More views with a profile
photo than without
14x
Source: https://iwww.corp.linkedin.com/wiki/cf/display/PRT/Value+statements+for+Profile+Editing
8
Higher Inmail Response
Rate
40%
85. Write an attention-
grabbing headline &
compelling Summary
2
Explain what it is you do with passion &
show your value
8
86. Detail your past
work experience
3
More profile views than
those without
12x
Source: https://iwww.corp.linkedin.com/wiki/cf/display/PRT/Value+statements+for+Profile+Editing
8
87. Top ten overused buzzwords
8
1. Motivated
2. Passionate
3. Creative
4. Driven
5. Extensive experience
6. Responsible
7. Strategic
8. Track record
9. Organizational
10. Expert
95. Sharing is caring
More profile views for Sales Reps that share
something 5 times per month
20%
9
96. Focus on buyers that are likely ready to buy now…
Signal Intent Interest
Website visit
Pages viewed
Call to action (CTA) response
Job change
Hiring activity
Content sharing
Social comments
People connections
Social Signals
98. “Half the money I spend on marketing is
wasted; the trouble is, I don’t know which
half”
John Wanamaker
#socialselling16
99. “the number one metric used by lead
generation marketers is lead quantity,
whereas barely half of marketers measure
lead quality”
#socialselling16
Source: Lenskold Group / emedia Lead
Generation Marketing ROI Study
100. Marketing should have a concrete,
numerical marketing goal that aligns
with the sales team’s mentality
#socialselling16
118. Use Your Professional
Brand to Engage The
Right Audience
• Build a compelling sales profile
• Focus on the right buyers
• Concrete goal that aligns with sales
• Create a collaborative culture
Communicate,
Celebrate & Address
Achievements
Get Marketing & Sales
To Sign Up For A
Number
Buyer Persona
Agree on what each
is accountable for
• Sales and Marketing should agree who you are
targeting
• Create a formal Service Level Agreement
120. #socialselling16
Anna Ljunglof
Relationship Manager
LinkedIn Sales Solutions
Herman von Greiff
Country Manager & Sales
Director
Basware
Karianne Myrvold
Marketing Manager
Norway, Denmark &
Iceland
Trend Micro
Anders Sandén
Account Executive
Microsoft
PANEL
Your next steps to social selling success