Serendipity to Science:

Leveraging data and relationships for sales success

Ben Eatwell ANZ Marketing Manager

LinkedIn Sales Solutions

©2015 LinkedIn Corporation. All Rights Reserved.

Marco Julio Jorge Account Executive

LinkedIn Sales Solutions

Serendipity to Science – Using Social

Insights to Win Business

Ben Eatwell ANZ Marketing Manager

LinkedIn Sales Solutions

Busting the myth

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0 25 50 75 100

Selection

Solution

Education

“Buyer’s are 60-90% the way through the buying journey”

TAM TAM

5% - Actively Buying

15% - Not ready

80% - Open to ideas

Focus on the right accounts with the right message

To win the 85% you need 3 things

To be there first 1 50% of sales go to the first responder*

*InsideSales **Statistic Brain

Add value from the very first engagement Buyer attention span is between 6-8 seconds*** 3

2 Build trust fast 95% of buyers view peers & colleagues as a trusted information source**

**IDC

Social selling is simply

Leverage existing relationships to build trust fast

Understand your buyer’s motivations and process

Influence the entire decision making unit with contextual

content

Target buyers who are interested and have intent

Using your network to uncover social triggers that:

1 2

3 4

Serendipity to Science – Leveraging relationships

Marco Julio Jorge Account Executive

LinkedIn Sales Solutions

How to measure social selling on LinkedIn

T H E S O C I A L S E L L I N G I M P A C T

SSI leaders create

45% more opportunities per quarter

than SSI laggards.

SSI leaders are

51% more likely to hit quota

than SSI laggards.

45% more opportunities

51% 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

TRUE STORY

International

Healthcare Group

BUILD TRUST

International Healthcare

International Healthcare

BUILD TRUST

Teresa

Teresa

BUILD TRUST

Hi Teresa, nice to e-meet you!

Teresa

Teresa

Teresa

BUILD TRUST

TeamLink

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STORY

Food & Beverage Corp.

1965

Food & Beverage Corp.

Food & Beverage Corp.

Food & Beverage Corp.

Food & Beverage Corp.

Diane Chiu – Marketer of the Year

Diane Chiu has won Marketer of the

Year for McDonalds Food & Beverage

Corp. Food & Beverage Corp.

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BUILD TRUST

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How to measure social selling on LinkedIn

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Check yours out: www.linkedin.com/sales/ssi

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