welcome to the social selling era

Welcome to the Social Selling EraMike DerezinVP of Sales SolutionsLinkedIn

Social Selling Trends Serendipity to Science

LinkedIn Sales Solutions Mission

Connect the world’s buyers and sellers to build relationships.

Members first

%of B2B Buyers use social media to

make purchasing decisions

%Of B2B decision-makers expect new

or different insights from sales professionals

More likely to engage with sales professionals via warm introduction

than cold outreach.

Social Selling: The Status Quo

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Social Selling Defined…

Laggards

0 100Leaders

Social Selling Index

Apr. 2012 July 2014

87%

As measured by growth in SSI

Social Selling is Growing

12.2

22.8

Laggards Making Up Ground

Leaders61

Laggards20

Average49

+8%

+30%

+110%

Social Selling Index:

NAMER

24.6

LATAM

15.3

EMEA

22.5SE ASIA

19.9ANZ

24.0

April 2012Today

18.7

14.7

12.9

12.4

10.9

11.8

12.0

10.6

10.9

8.9

8.7

8.8

7.5

32.6

26.1

24.1

23.7

23.0

22.4

22.1

21.5

21.3

19.6

19.0

18.8

16.6

Technology – Software

Professional Services

Media & Entertainment

Telecommunications

Oil & Energy

Technology – Hardware

Financial Services & Insurance

Healthcare & Pharmaceutical

Government/Education/Non-Profit

Architecture & Engineering

Aero/Auto/Transport

Manufacturing/Industrial

Retail & Consumer Products

April 2012Today

18.7

14.7

12.9

12.4

10.9

11.8

12.0

10.6

10.9

8.9

8.7

8.8

7.5

32.6

26.1

24.1

23.7

23.0

22.4

22.1

21.5

21.3

19.6

19.0

18.8

16.6

Technology – Software

Professional Services

Media & Entertainment

Telecommunications

Oil & Energy

Technology – Hardware

Financial Services & Insurance

Healthcare & Pharmaceutical

Government/Education/Non-Profit

Architecture & Engineering

Aero/Auto/Transport

Manufacturing/Industrial

Retail & Consumer Products

Over 100% Growth

22.8

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Worldwide Reps

10.45.01.65.8

Sales ConnectAttendees

17.912.97.0

12.9

50.7

How Are We Doing in the Room?

ENTERPRISE SMB

Who are the Social Selling Leaders in the Room?

1

2

3

4

5

1

2

3

4

5

63

58

55

52

50

51

45

44

42

41

ENTERPRISE SMB

Companies with the Biggest SSI Increase

1

2

3

4

5

1

2

3

4

5

+2.6

+2.4

+2.1

+1.7

+1.7

+23.5

+18.6

+8.4

+7.2

+7.2

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

3X more likely to go to club

Go to Club

51% more likely to exceed quota

Exceed Quota

Promoted to VP 17 months faster

Get Promoted Faster

Sales Professionals Who Are Social Selling

• Achieved more than 120% of quota (#1 rep)• Has built over 100 new clients in pipeline

“If it wasn’t for LinkedIn, I would not have built the existing network I have with some large NFP organizations…LinkedIn Navigator is addictive. It is like having a strategy manager working for me 24/7. ”

SSI64

3X more likely to go to club

Go to Club

51% more likely to exceed quota

Exceed Quota

Promoted to VP 17 months faster

Get Promoted Faster

Sales Professionals Who Are Social Selling

• President’s Club FY 2014• Finished the year at 166% of Quota

“I put it down to LinkedIn; when I track down my lead sources for deals I closed LinkedIn had a profound effect on how I engaged with decision makers and how I went about identifying those individuals.”

SSI71

3X more likely to go to club

Go to Club

51% more likely to exceed quota

Exceed Quota

Promoted to VP 17 months faster

Get Promoted Faster

Sales Professionals Who Are Social Selling

• Jan 2011 Promoted to Sales Manager ANZ• Nov 2013 Promoted to Senior Manager APJ

“As a key driver of Sales Navigator and social selling within the business, I built my reputation as an innovative and forward thinking leader giving me access to new opportunities.”

SSI63

Social media is #1 factor for Driving High Rep Performance

n=1, 078 Source: Sales Executive Council, featured in CEB’s “Getting in Early: Shaping Demand Through Pre-Funnel Engagement, 2012

Serendipity to Science

image by Photologue_np

Talent Flows

Competitor A

Competitor B

Competitor C

Competitor D

Competitor E

Competitor F

Competitor G

Competitor H

Competitor I

Competitor J

Competitor K

Competitor L

1 6

6 4

5

6 8

3 2

3 2

8

2 5

6

3 2

5

1 4

Unique 1st Degree Connections in this Room

Because Your Team is Not Connected to Each Other, they Won’t See their Peers’ Connections.

Target Connectivity Competition Change

Imagine…

Relationship FlowsIntroducing

Target

TARGET BUYER

SENIORITY:VP, CXO

COUNTRY:Global

INDUSTRY:Manufacturing

FUNCTION:

IT, Sales, Marketing, HR

has… 2K

Connectivity

6%

6%

8%

11%

14%

Customer #1

Customer #2

Customer #3

Customer #4

Customer #5

Connectivity

How Connected Are We to Key Accounts?

9%

5%

7%

5%

8%

Customer #1

Customer #2

Customer #3

Customer #4

Customer #5

Competition

Competitors

How Do we Compare to our Competitors?

6%

6%

8%

11%

14%

+5%

+10%

+4%

+50%

+4%

+18%

+5%

+11%+14%

+12%

Competitors

Change

Customer #1 Customer #2 Customer #3 Customer #4 Customer #5

Are We Gaining or Losing Ground?

Learn more about LinkedIn Sales Solutions: sales.linkedin.com

Sales Solutions

Relationship Report Sales Connect 2014

Want to learn more about how LinkedIn can help you sell smarter?Stop by the Sales Insights Knowledge Hub or ask your LinkedIn Sales Rep about:1. Why growing your company’s and personal Social Selling Index can help you crush your quota2. How to improve your personal Social Selling Index3. How to build relationships with target buyers you care about

Copyright © 2014 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail, are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.

Target buyers Quintiles cares about

Target buyers in specified location and function(s)

785,845Seniority: Director, VP, Owner, Partner, CXO

Country: United States

Function: Operations

How is Quintiles’ssales team connected to this target buyer?

How connected are Quintiles’s competitors to this buyer?

3,035 Decision maker penetration through 1st

degree connections

How has connectivity changed over time vs. competitors?

Competitors selected by algorithm. Talk to your sales rep for a customized analysis.

Over last 6 months

+20.5%

785,845Target Buyers

*1st degree connections = 2,062, as of December 31st 2013

Quintiles

*Decision makers are Director level +

% Connected vs. Competitors

Over last 6 months

+47.2%Quintiles Com

(~<1%)

Quintiles

Average of Competitors

Check out your Relationship Report that was provided1

Visit the “Sales Insights Knowledge Hub”

Speak with your LinkedIn rep

2

3

Learn more about LinkedIn Sales Solutions: sales.linkedin.com

Sales Solutions

Relationship Report Sales Connect 2014

Want to learn more about how LinkedIn can help you sell smarter?Stop by the Sales Insights Knowledge Hub or ask your LinkedIn Sales Rep about:1. Why growing your company’s and personal Social Selling Index can help you crush your quota2. How to improve your personal Social Selling Index3. How to build relationships with target buyers you care about

Copyright © 2014 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail, are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.

Target buyers Quintiles cares about

Target buyers in specified location and function(s)

785,845Seniority: Director, VP, Owner, Partner, CXO

Country: United States

Function: Operations

How is Quintiles’ssales team connected to this target buyer?

How connected are Quintiles’s competitors to this buyer?

3,035 Decision maker penetration through 1st

degree connections

How has connectivity changed over time vs. competitors?

Competitors selected by algorithm. Talk to your sales rep for a customized analysis.

Over last 6 months

+20.5%

785,845Target Buyers

*1st degree connections = 2,062, as of December 31st 2013

Quintiles

*Decision makers are Director level +

% Connected vs. Competitors

Over last 6 months

+47.2%Quintiles Com

(~<1%)

Quintiles

Average of Competitors

3%

3%

4%

7%

6%

11%

14%

17%

19%

19%

Customer #1

Customer #2

Customer #3

Customer #4

Customer #5

Competition

Competitors

How Do we Compare to our Competitors?

Overview Account level

LinkedIn Sales Solutions Mission

Connect the world’s buyers and sellers to build relationships.