Selling in the Digital Age - brownpapercompany.com...28.2 NAMER 19.6 LATAM 23.8 APAC 26.7 EMEA SSI...
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Selling in the Digital Age Utrecht March 24 th , 2016
Transcript of Selling in the Digital Age - brownpapercompany.com...28.2 NAMER 19.6 LATAM 23.8 APAC 26.7 EMEA SSI...
Selling in the Digital Age
Utrecht
March 24th, 2016
The Social Selling Era
3
5.4 people
Now involved in the
average B2B purchase
decision
75%
Of B2B Buyers use social media to
make purchasing decisions
90%
Of B2B decision-maker
say they never respond
to cold outreach
How to respond?
Billionsof professional relationships
400M+members
2B+memberupdatesper week
LinkedIn has a wealth of information on the people &
companies with whom you want to build relationships
The Social Selling Era
Social selling is simply the process ofhelping social buyers become customers.
Sales people need to learn new ways to reach prospects through their own social networks,
to create and share valuable content and ultimately, to grow their personal brand. And it is about growing your social connections.
Social selling is simply the process ofhelping social buyers become customers.
Sales people need to learn new ways to reach prospects through their own social networks,
to create and share valuable content and ultimately, to grow their personal brand. And it is about growing your social connections.
Social selling defined
Create a
Professional brand
Find the
right people
Engage with
insights
Build strong
relationships
LeadersLaggards
1000 20 40 60 80
Social Selling Index (SSI)
26.5
SSI Globally
Source: LinkedIn Internal Data
The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed
as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.
28.2NAMER
19.6LATAM
23.8APAC
26.7EMEA
SSI by region
Source: LinkedIn Internal Data
The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed
as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.
28.2NAMER
19.6LATAM
23.8APAC
26.7EMEA
The Netherlands is leading the pack in terms of Social Selling
adoption
31.2Netherlands
Source: LinkedIn Internal Data
The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed
as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.
How are we doing in the room?
Source: LinkedIn Internal Data – January 2016
List with attendees was provided, only the scores from members where the email addresses matched our data
Social Selling Index
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Attendees in
the roomNetherlands
50.4 31.2
13.5 10.7
8.4 5.6
7 3.2
21.5 11.9
You have the opportunity to lead in Social Selling
Top Social Sellers in the room
5Jeroen BeexSales Development Manager, Ricoh 63.6
4Edwin KerkmeesterRegion Business Development Leader Belgium & The Netherlands, EY 63.9
3Bart BreggemanBusiness Development Leader – Health care & Life Sciences, EY 71.4
2Henk WillemsAccount Manager Systems, Oracle 72.0
1Arno NienhuisSr. Director Alliances & Channels Benelux, Oracle 74.5
Source: LinkedIn Internal Data 16
List with attendees was provided, only the scores from members where the email addresses matched our data
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
22
How do youseize the opportunity?
MeasurementEducationExecutive
Alignment
“You can’t know where
you are going until you
know where you have
been”
24
Anon.
What now?
25
Request..
..A tailored
overview of your
current state
26
An overview of where you are now
27
Connected Sales Professionals
28
“
”
LinkedIn Sales Solutions Mission
Connect the world’s buyers and
sellers to build relationships.
