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The Evolution of Sales
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Frank Hattann Head of Enterprise Sales, LinkedIn Sales Solutions, EMEA The Evolution of Sales
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Transcript of The Evolution of Sales
Frank Hattann Head of Enterprise Sales, LinkedIn Sales Solutions, EMEA
The Evolution of Sales
• My Sales Evolution • How Sales Is Evolving • How You Can Take Advantage • Live Q&A
Frank Hattann Head of Enterprise Sales, LinkedIn Sales Solutions, EMEA
• All attendees are muted by default.
• Please type your questions into the chat panel.
• The webinar recording and slides will be emailed out after the webinar
My Sales Evolution
5
6
The Stepchild of Sales…
7
The Inside Sales Approach…
8
Social Selling
Why Social Selling
10
75% of B2B Buyers use social media to make purchasing decisions
11
90% of decision makers never answer a cold call
12
Social selling defined
Create a Professional brand
Find the right people
Engage with insights
Build strong relationships
Why Now
#SalesConnect
Advantage Competitive
#SalesConnect
The Chasm
Early Majority Late Majority Laggards Innovators and Early Adopters
HIGH RISK
NO RISK
#SalesConnect
The Chasm
HIGH RISK
NO RISK
HIGH REWARD
NO REWARD
Early Majority Late Majority Laggards Innovators and Early Adopters
#SalesConnect
The Chasm
Early Majority Late Majority Laggards Innovators and Early Adopters
Social Selling
‘12-’14 ’18-’19 ’20+ ‘15 ’16-’17
#SalesConnect
How can you seize the opportunity?
Measurement Education Executive Alignment
#SalesConnect
Education
Senior Director, GCO Sales Tools and Technology, SAP
"Social selling is the biggest single change to the SAP sales strategy in the last 10 years by an order of magnitude."
#SalesConnect
Education
Senior Director, GCO Sales Tools and Technology, SAP
"I was going to be either the hero or villain. Someone has to take a risk to make things happen."
#SalesConnect
Social Selling Index (SSI)
Create a professional
brand
Find the right people
Engage with insights
Build strong relationships
22
Sales professionals who are social selling
More likely to reach quota
51%
Exceed quota
More likely to go to club
3x
Go to club
Average decrease in promotion to VP
17 months
Get promoted faster
23
From Cold Calling – To Social Selling
#SalesConnect
sales.linkedin.com
