Why Your Reps Lose Deals

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LinkedIn for Business:
Why Do Your Reps Lose Sales?
©2016 LinkedIn Corporation. All Rights Reserved

Agenda for the morning
08:55 Welcome Remarks
By Nicolas Levitte, Head of Relationship Management APAC
09:00 The State of Sales
By Robin Prince, Relationship Manager
09:15 Why Do Reps Lose Deals?
By Edric Lin, Account Executive – APAC Sales
09:45 Fireside Chat with IBM – Kerry Lau
By Shweta Verma, Global Account Manager
10:00 Q&A
10:15 Product Demo Station
By Lena Chang, Customer Success Manager

A personal welcome!
Nicolas Levitte,
Head of Relationship Management APAC
– LinkedIn Sales Solutions

The State of Sales
Robin Prince
Relationship Manager,
LinkedIn Sales Solutions

Darwin Pic

Thomas Bell - 1859
President, Linnean Society of London
“This year has not been marked by any
of those striking discoveries which
revolutionize science”

“Everyone’s always asking me when
Apple will come out with a cell phone.
My answer is ‘Probably never.’”
David Pogue - 2006
Tech Columnist, New York Times

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12
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SELLMARKETHIRE
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hires
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engage professionals
The heart of every
sales opportunity
Our Value to the Enterprise

Buying and Selling has evolved
Feature
Sales
SPIN
Selling
Solution
Sales ?

The need for Sales hasn’t changed
The way we sell has
Let’s take part and take control

Charles Darwin
It’s not the strongest of the species that survives,
nor the most intelligent, but the one most
responsive to change.

Why Do Your Reps Lose
Deals?
Edric Lin
Account Executive – APAC Sales,

Agenda
The New Norm
Why Do Reps Lose
Deals?
Social Selling
with Sales
Navigator
Let’s Win Together

Buying and Selling has changed

6%*2009
*share of social media spend
21%*2016

$23.7bn*2015
*Global spend on social media

Social is the New Normal

27
Traditional sales tactics are
limiting pipeline and losing deals
THE BIGCHALLENGE:

28
“I’m constantly bombarded by people trying to sell me
things. When I get these types of emails or calls from a
provider or sales rep, it kills their company’s credibility. I
essentially write them off and mark their emails as spam.”
COO, Telco

50%of prospects purchase from
the first vendor/seller to
connect with them
29

39%Your salesperson is now
the single largest
factor in a customer’s
purchasing decision.

Why do reps lose deals?
Missing critical
players
Lacking
credibility
Losing touch
with prospects
Not moving fast
enough
6.8 buyers
involved
77% don’t think
you can help
24% of deals go
dark
50% lost

There is a Better Way

Social Selling
A modern approach to sales that uses
information & insights from social networks
to grow your business.

Target the right
buying
committee
Understand your
prospect and
their business
Engage
throughout the
deal cycle
Gain the
first-mover
advantage
Sales Navigator gets you to your buyers first

Target the right
buying
committee

Understand your
prospect and
their business

Engage
throughout the
deal cycle

Sales reps that respond quickly to trigger events
see a 9.5% increase in yearly
revenue

Sales professionals who are social selling
More likely to
reach quota
51%
Exceed quota
Larger Average
Selling Price
13%
Bigger deals
Increase to
pipeline
45%
Better pipeline

Now What?

“Selling through social channels (socia
closest thing to being a fly on the wall i
prospects and competitors’ world.”

Fireside Chat with IBM
Kerry Lau
Marketing Leader,
IBM Digital Business Group ASEAN
Shweta Verma
Global Account Manager,

Q&A

Thank you!

#socialselling #socialsellersclub | Follow us on Twitter @socialsellasia#socialselling #socialsellersclub | Follow us on Twitter @socialsellasia
Thank you!

Why Your Reps Lose Deals

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