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How Social Selling will enable your Sales TeamJeremy HarphamProduct Marketing ManagerPitney Bowes

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Pitney Bowes Sales and Marketing Challenge

• Existing marketing tactics were proving increasingly ineffective

• Budget limitations meant the sales

• Buying cycle disruption – with the rise of online and social media reps are finding it hard to get in front of vendors ahead of RFPs

• Longer sales cycles – post recession the buying committees have grown and fewer RFPs are being issued

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Solution: Enabling the Sales Team via Social Selling

LinkedIn’s Sales Solutions deliver impact & scale

Leverage the network & Uncover hidden connections

Search the Entire Network & Create Custom Lead lists

Effecting Sales Prospecting – Full Profiles & Names

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Solution: Enabling the Sales Team via contentPitney Bowes Company Page provides a platform to share content with sales in an immediate & shareable format

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Results: Sales are engaged & actively using the solution67% of Pitney Bowes Salesforce are using LinkedIn >5 days per week

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Results: SSI increases for LinkedIn license holders Users of LinkedIn Sales Navigator have an SSI* 60% higher vs. non users

*LinkedIn Social Selling Index is an aggregate measure of sales engagement on LinkedIn, independent studies have shown a direct link between SSI and sales performance. For more information on SSI visit sales.linkedin.com

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Results: Sales and Marketing working togetherThe marketing function at Pitney Bowes has become a key business partner (& were the only support team on stage at the annual sales kick off event)

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Results: LinkedIn’s Social Selling tools have delivered ROI

• 18 deals currently in the pipeline sourced by LinkedIn Corporate Sales Solutions

• 1 Introduction to the right person at the right time resulted in an $800K opportunity

• Sales Navigator closed its first deals for Pitney Bowes within six months of adoption, faster than the business’s average sales cycle

• Sales LinkedIn Updates are creating inbound leads

• Sales teams interaction with Company Page resulted in 15% lift in Page Views from target audiences

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8 tips to drive adoption at your organisation

1. Marketing owns the LinkedIn relationship

2. Focus on your advocates

3. Build the foundations

4. Keep the content flowing

5. Be prepared to fail

6. Include senior management

7. Use the LinkedIn Sales Team

8. Keep sharing results

Sales and Marketing need to evolveWhat once worked, will not work anymore

LSS 10©2013 LinkedIn Corporation. All Rights Reserved.

97% 75% 57% Of the time cold calls do not work

*7% worse every year since 2010

B2B purchaser influencedby social

Buying decisions are made before

sales rep involvement

Corporate Executive Board 2012Connect & Sell 2012IBM Buyers Preference Study 2011