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Rep picture Cian Barrett Account Executive - Sales Solutions LinkedIn Sales Solutions

Social Selling Explained

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What’s LinkedIn’s Social Selling Index?

First-of-its kind measure that measures your company’s adoption of social selling practices on LinkedIn

• Gain visibility into your company’s activities

• Uncover new opportunities• Benchmark yourself against

peers and competitors

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How can you use LinkedIn to socially sell?

Establish a professional presence on LinkedIn with a complete profileCreate a professional brand

Prospect efficiently with powerful search and research capabilitiesFind the right people

Discover and share valuable information to initiate or maintain a relationshipEngage with insights

Expand your network to reach prospects and those who can introduce you to prospectsBuild strong relationships

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

Why is social selling important?

Sales professionals with a high SSI…

1.6X faster to get promoted to VP3

3X more likely to go to club2

51% more likely to exceed quota1

Exceed Quota Go to Club Get Promoted Faster

How is SSI calculated?LinkedIn ran a global study of 4,188 B2B sales professionals in Q4 2014 and asked respondents how they performed against quota in Q3. Note that active job seekers and usage outliers were excluded.

We then matched respondents to their LinkedIn profiles and analyzed their usage habits. We determined how top-performing reps used the website to help them exceed quota. The formula behind SSI is based on what these reps do.

Create a professional brandEstablish a professional presence on LinkedIn with a complete profile

Profile completenessMultimedia on profile, cover photo*EndorsementsLong form posts* & followers from posts*

Find the right peopleProspect efficiently with powerful search and research capabilities

People searches (on LinkedIn.com or in Sales Navigator*)Lead Builder* / Advanced people searches (in Sales Navigator*)Profile views (on LinkedIn.com or in Sales Navigator*)Prospecting profile views (third degree or out of network)Inbound profile viewsLeads saved* (in Sales Navigator*)Days active (on LinkedIn.com or in Sales Navigator*)

Engage with insightsDiscover and share valuable information to initiate or maintain a relationship

Shares (short form posts)Engagements given and received (likes, comments, reshares)Engagements received on long-form posts (likes, comments, reshares)Messages sent + InMail response rate* (multiple types)Groups joinedAccounts saved* (in Sales Navigator*)Research views* (account page views + homepage scrolls in Sales Navigator*)

Build strong relationshipsExpand your network to reach prospects & those who can introduce you to prospects

ConnectionsVP+ connectionsInternal connections (with other coworkers)Acceptance rate for connection requests sent*

*Starred metrics are new to the third, 2015 version of SSI