The document summarizes a presentation about the evolution of sales and how social selling is becoming increasingly important. It discusses how sales has evolved from the stepchild of sales to inside sales to now social selling. Social selling involves creating a professional brand, finding the right people, engaging with insights, and building strong relationships. The document notes that 75% of B2B buyers use social media for purchasing and 90% never answer cold calls. It advocates that sales professionals should focus on social selling by measuring outcomes, getting executive alignment, and through education.

1. ​ Frank Hattann
​ Head of Enterprise Sales, LinkedIn Sales Solutions, EMEA
The Evolution of Sales

2. • My Sales Evolution
• How Sales Is Evolving
• How You Can TakeAdvantage
• Live Q&A
Frank Hattann
Head of Enterprise Sales,
LinkedIn Sales Solutions,
EMEA

3. • All attendees are muted by default.
• Please type your questions into the chat panel.
• The webinar recording and slides will be emailed out
after the webinar

4. My Sales Evolution

5. 5

6. 6
The Stepchild of Sales…

7. 7
The Inside Sales Approach…

8. 8
Social Selling

9. Why Social Selling

10. 10
75%
of B2B Buyers use social media to
make purchasing decisions

11. 11
90%
of decision makers never answer a cold
call

12. 12
Social selling defined
Create a
Professional brand
Find the
right people
Engage with
insights
Build strong
relationships

13. Why Now

14. #SalesConnect
AdvantageCompetitive

15. #SalesConnect
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
HIGH
RISK
NO
RISK

16. #SalesConnect
The
Chasm
HIGH
RISK
NO
RISK
HIGH
REWARD
NO
REWARD
Early Majority Late Majority LaggardsInnovators and
Early Adopters

17. #SalesConnect
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Social Selling
‘12-’14 ’18-’19 ’20+‘15 ’16-’17

18. #SalesConnect
How can you
seize the opportunity?
MeasurementEducationExecutive
Alignment

19. #SalesConnect
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."

20. #SalesConnect
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."

21. #SalesConnect
Social SellingIndex (SSI)
Create a
professional
brand
Find the
right people
Engage with
insights
Build strong
relationships

22. 22
Sales professionals who are social selling
More likely to
reach quota
51%
Exceed quota
More likely
to go to club
3x
Go to club
Average decrease in
promotion to VP
17 months
Get promoted faster

23. 23
From Cold Calling – To Social Selling

24. #SalesConnect
sales.linkedin.com