Post on 20-Aug-2015
Welcome to the Social Selling EraMike DerezinVP of Sales SolutionsLinkedIn
Source: Billy Gast, April 14, 2010, Flickr
Social Selling Trends
Serendipity to Science
LinkedIn Sales Solutions Mission
Connect the world’s buyers and sellers to build relationships.
Members first
75%of B2B Buyers use social media to
make purchasing decisions
95%Of B2B decision-makers expect new
or different insights from sales professionals
5XMore likely to engage with sales
professionals via warm introduction than cold outreach.
Social Selling: The Status Quo
Create a professional brand1
Find the right people2
Engage with insights3
Build strong relationships4
Social Selling Defined…
Laggards
0 100
Leaders
Social Selling Index
Apr.2012 July2014
87%
As measured by growth in SSI
Social Selling is Growing
12.2
22.8
Laggards Making Up Ground
Leaders61
Laggards20
Average49
+8%
+30%
+110%
SocialSellingIndex:
NAMER
24.6
LATAM
15.3
EMEA
22.5SE ASIA
19.9
ANZ
24.0
April 2012
Today
18.7
14.7
12.9
12.4
10.9
11.8
12.0
10.6
10.9
8.9
8.7
8.8
7.5
32.6
26.1
24.1
23.7
23.0
22.4
22.1
21.5
21.3
19.6
19.0
18.8
16.6
Technology–Software
ProfessionalServices
Media&Entertainment
Telecommunications
Oil&Energy
Technology–Hardware
FinancialServices&Insurance
Healthcare&Pharmaceutical
Government/Education/Non-
Profit
Architecture&Engineering
Aero/Auto/Transport
Manufacturing/Industrial
Retail&ConsumerProducts
April 2012
Today
18.7
14.7
12.9
12.4
10.9
11.8
12.0
10.6
10.9
8.9
8.7
8.8
7.5
32.6
26.1
24.1
23.7
23.0
22.4
22.1
21.5
21.3
19.6
19.0
18.8
16.6
Technology–Software
ProfessionalServices
Media&Entertainment
Telecommunications
Oil&Energy
Technology–Hardware
FinancialServices&Insurance
Healthcare&Pharmaceutical
Government/Education/Non-
Profit
Architecture&Engineering
Aero/Auto/Transport
Manufacturing/Industrial
Retail&ConsumerProducts
Over100%Growth
22.8
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Worldwide Reps
10.4
5.0
1.6
5.8
Sales ConnectAttendees
18.6
15.9
6.3
17.0
57.7
How Are We Doing in the Room?
ENTERPRISE SMB
Who are the Social Selling Leaders in the Room?
1
2
3
4
5
1
2
3
4
5
61
60
59
58
53
63
54
53
50
44
Sales Professionals Who Are Social Selling
51% more likely to exceed quota
Exceed Quota
3X more likely to go to club
Go to Club
Promoted to VP 17 months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
51% more likely to exceed quota
Exceed Quota
3X more likely to go to club
Go to Club
Promoted to VP 17 months faster
Get Promoted Faster
SSI
67
• Increased sales productivity by 30%• X6 additional company meetings for KPN
“TeamLink has been hugely important for cracking new accounts, before Sales Navigator I had no way into the decision making unit – something hugely important for a new Acquisition role.”
3X more likely to go to club
Go to Club
51% more likely to exceed quota
Exceed Quota
Promoted to VP 17 months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• Finished year in the Top 10• Leaders Club for 6 months
“LinkedIn has changed my life. It’s enabled me to excel in a world where I otherwise was a complete underdog. It’s given me a voice, a reach, and a platform to tell the world why I matter!”
SSI
87
3X more likely to go to club
Go to Club
51% more likely to exceed quota
Exceed Quota
Promoted to VP 17 months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• Aug 2013 Promoted to Sales Manager• Jan 2014 Promoted to Director of Sales
“I’ve always found it exciting to work on and close big deals for a company I believe in. This opportunity of opening a new office in SF and teaching others on the value of social selling has enabled me to help others do the same.” SSI
74
Serendipity to Science
Talent Flows
Competitor A
Competitor B
Competitor C
Competitor D
Competitor E
Competitor F
Competitor G
Competitor H
Competitor I
Competitor J
Competitor K
Competitor L
1 6
6 4
5
6 8
3 2
3 2
8
2 5
6
3 2
5
1 4
203,000Unique 1st Degree Connections in this Room
4.6%Because Your Team is Not Connected to Each Other,
they Won’t See their Peers’ Connections.
Target Connectivity Competition Change
Imagine…
Relationship FlowsIntroducing
Target
TARGET BUYER
SENIORITY:
VP, CXO
COUNTRY:
Global
INDUSTRY:
Manufacturing
FUNCTION:
IT, Sales, Marketing, HR
35KTarget Buyers
has… 2K
Connectivity
6%
6%
8%
11%
14%
Customer#1
Customer#2
Customer#3
Customer#4
Customer#5
Connectivity
How Connected Are We to Key Accounts?
9%
5%
7%
5%
8%
Customer#1
Customer#2
Customer#3
Customer#4
Customer#5
Competition
Competitors
How Do we Compare to our Competitors?
6%
6%
8%
11%
14%
+5%
+10%
+4%
+50%
+4%
+18%
+5%
+11%+14%
+12%
Competitors
Change
Customer#1 Customer#2 Customer#3 Customer#4 Customer#5
Are We Gaining or Losing Ground?
LearnmoreaboutLinkedInSalesSolutions:sales.linkedin.com
SalesSolutions
RelationshipReport SalesConnect2014
Want to learn more about how LinkedIn can help you sell smarter?StopbytheSalesInsightsKnowledgeHuboraskyourLinkedInSalesRepabout:1. Whygrowingyourcompany’sandpersonalSocialSellingIndexcanhelpyoucrushyourquota2. HowtoimproveyourpersonalSocialSellingIndex3. Howtobuildrelationshipswithtargetbuyersyoucareabout
Copyright©2014LinkedInCorporation.LinkedIn,theLinkedInlogo,andInMail,areregisteredtrademarksofLinkedInCorporationintheUnitedStatesand/orothercountries.Allotherbrandsandnamesarethepropertyoftheirrespectiveowners.Allrightsreserved.
Target buyers Quintiles cares about
Targetbuyersinspecifiedlocationandfunction(s)
785,845Seniority: Director,VP,Owner,Partner,CXO
Country: UnitedStates
Function: Operations
How is Quintiles’ssales team connected to this target buyer?
How connected are Quintiles’s competitors to this buyer?
3,035 Decisionmakerpenetrationthrough1st
degreeconnections
How has connectivity changed over time vs. competitors?
Competitors selected by algorithm. Talk to your sales rep for a customized analysis.
Overlast6months
+20.5%
785,845
Target Buyers
*1st degree connections = 2,062, as of December 31st 2013
Quintiles
*Decision makers are Director level +
% Connected vs. Competitors
Overlast6months
+47.2%Quintiles Competitors
(~<1%)
Quintiles
AverageofCompetitors
J eanneHecht
Check out your Relationship Report that was provided
1
Visit the “Sales Insights Knowledge Hub”
Speak with your LinkedIn rep
2
3
LearnmoreaboutLinkedInSalesSolutions:sales.linkedin.com
SalesSolutions
RelationshipReport SalesConnect2014
Want to learn more about how LinkedIn can help you sell smarter?StopbytheSalesInsightsKnowledgeHuboraskyourLinkedInSalesRepabout:1. Whygrowingyourcompany’sandpersonalSocialSellingIndexcanhelpyoucrushyourquota2. HowtoimproveyourpersonalSocialSellingIndex3. Howtobuildrelationshipswithtargetbuyersyoucareabout
Copyright©2014LinkedInCorporation.LinkedIn,theLinkedInlogo,andInMail,areregisteredtrademarksofLinkedInCorporationintheUnitedStatesand/orothercountries.Allotherbrandsandnamesarethepropertyoftheirrespectiveowners.Allrightsreserved.
Target buyers Quintiles cares about
Targetbuyersinspecifiedlocationandfunction(s)
785,845Seniority: Director,VP,Owner,Partner,CXO
Country: UnitedStates
Function: Operations
How is Quintiles’ssales team connected to this target buyer?
How connected are Quintiles’s competitors to this buyer?
3,035 Decisionmakerpenetrationthrough1st
degreeconnections
How has connectivity changed over time vs. competitors?
Competitors selected by algorithm. Talk to your sales rep for a customized analysis.
Overlast6months
+20.5%
785,845
Target Buyers
*1st degree connections = 2,062, as of December 31st 2013
Quintiles
*Decision makers are Director level +
% Connected vs. Competitors
Overlast6months
+47.2%Quintiles Competitors
(~<1%)
Quintiles
AverageofCompetitors
J eanneHecht
3%
3%
4%
7%
6%
11%
14%
17%
19%
19%
Customer#1
Customer#2
Customer#3
Customer#4
Customer#5
Competition
Competitors
How Do we Compare to our Competitors?
Overview Accountlevel
Now 10/15
LinkedIn Sales Solutions Mission
Connect the world’s buyers and sellers to build relationships.