©2013 LinkedIn Corporation. All Rights Reserved.

Live Webcast: 5 ways to close more business with Social Selling

Bob MoodyEnterprise Account ExecutiveLinkedIn Sales Solutions EMEA

Amy MillerSenior Marketing Manager LinkedIn Sales Solutions EMEA

2

Your profession: What’s changed?

What IS Social Selling

Becoming a Social Selling Expert

Live Demo

How social is your sales organisation right now?

Today’s Agenda

Buying process has fundamentally changed“ ”

4Sales Solutions 4

Buyers are tech-savvy, and socially empowered.

Members Worldwide

+2 newMembers Per Second

240M+

13M+Members in the UK & Ire

74M+Members EMEA

LinkedIn Global Membership

Registered members as of

August 2013

Of LinkedIn members are outside of the US

4M+

Australia

21M+

India

8M+

SE Asia

7M+

Canada

84M+USA

13M+

Brazil

Europe42M+

APAC

65M+

3M+DACH

5M+Italy

5M+France

5M+Spain

4M+NL

13M++

UK

1M+UAE

74M+

EMEA

Continued Growth

2M+S. Africa

1M+

Singapore

65%

37% YOY

Member Growth

LinkedIn Supported Languages (19): Czech, Danish, Dutch, English, French, German, Indonesian, Italian, Japanese, Korean, Malay, Norwegian, Polish,

Portuguese, Romanian, Russian, Spanish, Swedish, Turkish.

What is Social Selling?

8

Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility

Gathering Intelligence: Researching social information to prepare for sales conversations

Building your Network: Developing relationships with people who can share information and provide referrals

Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts

Using Social Selling Solutions: Taking advantage of innovative selling solutions such as LinkedIn Sales Navigator

What is Social Selling?

Leveraging your social brand to fill your pipeline with the right people,

insights and relationships.

Social Selling Defined:

Leveraging your social brand to fill your pipeline with the right people,

insights and relationships.

Social Selling Defined:

Becoming a Social Selling Expert

5 Steps to Becoming a Social Selling Expert

12

Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility

Gathering Intelligence: Researching social information to prepare for sales conversations

Building your Network: Developing relationships with people who can share information and provide referrals

Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts

1. Build Your PROFILE

3. Gather INSIGHTS

2. Develop Your NETWORK

4. Contribute INSIGHTS

5. Use Social SOLUTIONSGain competitive advantage: Use targeted social media engagement and turn cold leads into warm prospects

1. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU

13

Leading with InsightsResume to Reputation

2. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives

TeamLink

Leverage Relationships

18

3. Gather IntelligenceBe prepared for every interaction by researching contacts and companies

19

4. Contribute InsightsShare ideas through status updates, and participate in groups

©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling Evolution Doesn’t happen overnight

©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling Evolution Doesn’t happen overnight

LSS©2013 LinkedIn Corporation. All Rights Reserved.

HowHow do I get in?

LSS 22©2013 LinkedIn Corporation. All Rights Reserved.

240Mmembers

2Bmember updates

per week

BillionsOf Connections

5. LinkedIn Enables Social Selling

WhatWhat to

talk about?

WhoWho are the Right People?

Macro to Micro:Best-in-class reps do these three things

LeverageRelationships

LeadWith Insights

FindRight People

Who are the right people?

My search yielded 124,789 search results!

I don’t have time to sort through all these searches

24

By using the premium search filters, it gets much narrower…

Find Key Prospects1

LSS

With TeamLink, I can narrow down to profiles that have connection paths to my team

Brian

©2013 LinkedIn Corporation. All Rights Reserved.

What to talk about?

LSS 25©2013 LinkedIn Corporation. All Rights Reserved.

How do I get in?

Brian

2 Identifies a great prospect

This profile fits all my criteria, and has a connection to someone in our Canadian office

3 Asks teammate for an introduction

I have a meeting set up for Tuesday!

LSS 26©2013 LinkedIn Corporation. All Rights Reserved.

Let’s take a look

Success Story: NetSuite

LinkedIn Confidential ©2013 All Rights Reserved 28

“Sales Navigator is embedded

in almost every stage of the

sales process. It has become

mission-critical for our team.”

Jake Hofwegen, VP Global Sales Operations, Netsuite

Since using TeamLink, sales team has seen a seven-fold increase in second-degree connections

• Network grew from 15,730 to 115,891• InMail connects sales team directly to key decision-makers. • Sales reps are more excited about their jobs because they are

seeing fast results, which motivates them and creates a positive cycle

Increased number of relationships with clients

NetSuite Inc. is the industry’s leading vendor of cloud-based financials/ ERP software suites. NetSuite enables companies to manage core key business operations in a single system.

Time for prospecting

29

Build Your PROFILE

In Summary

Gather INTELLIGENCE

Develop Your NETWORK

Contribute INSIGHTS

1

2

3

4

Use Social Selling SOLUTIONS5

Just how Social is YOUR sales organisation……?

LinkedIn’s Social Selling Index

30

First-of-its kind measure that ranks company utilisation of LinkedIn as a social selling tool.

http://promo.linkedinsocialsellingindex.com/register/

• Gain visibility into your company’s activities

• Uncover new opportunities

• Benchmark yourself against peers and competitors

Any Questions?

31