LinkedIn Sales Solution presentation delivered by: - Shaun Broughton, Head of Relationship Management, ANZ - Imraan Ali, Sales Solutions Executive, ANZ

1. How Top Sales Teams Leverage
LinkedIn for Social Selling
au.linkedin.com/in/shaunbroughton

2. Agenda
15.30 – 16.00 Registration
16.00 – 16.15 Intro & The Social Selling Index
Shaun Broughton, Head of Relationship Management
16.15 – 16:30 Social Selling in Practice
Imraan Ali, Account Executive, LinkedIn
16.30 – 17.00 Customer Fireside chat followed by Q&A
Brenton Henderson, MD
Oncore
17.00 – 19.00 Presentation Close – Drinks and Networking

8. 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

9. The Social Selling Evolution

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

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

12. LinkedIn Social Selling Index
Correlates to sales success
Source: Aberdeen Group
15%
More customer
renewals
31%
Greater team
quota attainment
21%
More reps
achieving quota

13. Social Selling in Practice
au.linkedin.com/in/imali/

14. How
How do I get
a warm intro?
+277M
members
+2B
member updates
per week
Billions
connections
5 Core Competencies of Social Selling
What
What to
talk about?
Who
Who are the
Right People?
Connections Profiles4 5
1 2 3

15. Social Selling for Sales Leaders

16. Social Selling for Sales Leaders
1. Build strong profiles
2. Team Culture
3. Measurement
16

17. Build a Strong Professional Profile as a leader
Add a photo, experience and skills that showcase the brand of YOU
17

18. Monitor your team’s engagement in social selling
activities on LinkedIn
©2013 LinkedIn

19. 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%

20. Thank you