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.