linked live webcast: how top teams win in today's dynamic social selling environment

How Top Teams Win in Today’s Dynamic Social Selling Environment

Amy StephensSr. Marketing Manager, EMEALinkedIn

Dan LurieInsights Manager, Sales SolutionsLinkedIn

Transforming into a social selling organization

Implementa program

Measure the right metrics

Track & Manageto drive change

Measure the right metrics

Serendipity to Science

ColdCallVolume

SocialSellingIndex

Laggards

1000

Leaders

The Social Selling Index (SSI) measures how well your team has embraced social selling

We identified activities that are predictive of rep success

More predictive activities

Connection requests

Engagements (rec.)

Internal connections

VP + connections

Connections

People searches

Inbound profile views

Endorsements (rec.)

Engagements (given)

Advanced searches

Profile length

Shares

Groups followed

Profile completeness

PV

Rich content on profile

Prospecting PV

InMails sent

Companies followed

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

So that SSI is predictive of sales success

Each of the four categories is scored from 0 – 25 making up a maximum total score of 100; LinkedIn’s Social Selling Index

Create a professional brand1

Find the right people2

Engage with insights3

Build strong relationships4

Social Selling Index (SSI)

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

17.59.75.0

18.9

Social Selling Index 51.1 Social Selling Index measures adoption of LinkedIn social selling practices on a 0-100 scale

Performance on four key dimensions, each worth 25 points

CBASales Navigator Users

SSI measures your performance across the four pillars of social selling

Implementa program

Before you start, know where you’re going.

- Tim Mullen, Senior Strategy Manager Commonwealth Bank

Get senior-level buy in – it starts at the top - and be sure to maintain it.

- Joel Marans, Creative Technologist Softchoice

Get the basics right

- Victor Magariño Peñalba Chief Marketing Officer

Comunycarse

Share success

- Jeremy Harpham, Global Product Marketing, Pitney Bowes Software

Measure

- Tony Finn, Head of Acquisition Sales Vodafone UK

Successful Social Selling Implementation

Measurement

Executive buy-in

Sharing Success

Training & Tools

Track & Manageto drive change

As they adopted social selling, Tim’s team saw a dramatic increase in their Social Selling Index

Tim's team ANZ FINS

+ 79%

28.5

51.1

It’s hard to transform an entire organization - Tim’s team has some who are just starting to adopt social sellingDistribution of SSI of Tim’s team

0 3 6 9 12 15 18 21 24 27 30 33 36 39 42 45 48 51 54 57 60 63 66 69 72 75 78 81 84 87 90 93 96 99

SSI Tim’sTeam avg

But Tim’s team is far ahead of most sales professionalsDistribution of SSI of all sales professionals

0 3 6 9 12 15 18 21 24 27 30 33 36 39 42 45 48 51 54 57 60 63 66 69 72 75 78 81 84 87 90 93 96 99

SSIWorld avg

Tim’sTeam avg

Sales Connect attendees have adopted social selling similarly to Tim’s teamDistribution of SSI of Sales Connect attendees

0 3 6 9 12 15 18 21 24 27 30 33 36 39 42 45 48 51 54 57 60 63 66 69 72 75 78 81 84 87 90 93 96 99

SSIRoom

avgWorld

avg

3/1/2014 1/1/2014

+48%

+36%

For CommBank, the largest increases were in creating a professional brand and building relationships

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

+75%

+14%

Create a professional brand1

Find the right people2

Engage with insights3

Build strong relationships4

Target Connectivity Competition Change

Relationship Flows

SENIORITY:

CXO

COUNTRY:

Australia

Target

TARGET BUYER

SIZE OF COMPANY:

Mid-Market(200 – 1000 employees)

9KTarget Buyers

SENIORITY:

CXO

COUNTRY:

Australia

SIZE OF COMPANY:

Mid-Market(200 – 1000 employees)

Target

25%

30%

26%

21%

17%

Industry#1

Industry#2

Industry#3

Industry#4

Industry#5

Connectivity

How Connected Are We to Key Industries?

21%

22%

22%

18%

15%

Competition

CompetitorsHow Do we Compare to our Competitors?

Industry#1

Industry#2

Industry#3

Industry#4

Industry#5

25%

30%

26%

21%

17%

+7%+8% +8%

+11% +11%

+5%

+15%

+13%

+24%

+15%

Competitors

Change

Industry#1 Industry#2 Industry#3 Industry#4 Industry#5

Are We Gaining or Losing Ground?

Accountlevel

If you can’t measure it,you can’t manage it.

- Peter Drucker

It’s time to start running

Happy Selling

salessolutions@linkedin.com@LinkedInSellingsales.linkedin.com