how top sales teams leverage

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©2013 LinkedIn Corporation. All Rights Reserved. ©2013 LinkedIn Corporation. All Rights Reserved. How Top Sales Teams Leverage LinkedIn for Social Selling Matt Loop, Head of Sales LinkedIn Sales Solutions December 4th, 2013 @mattloop

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How Top Sales Teams Leverage LinkedIn for Social Selling.

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Page 1: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.

How Top Sales Teams Leverage LinkedIn for Social Selling

Matt Loop, Head of Sales

LinkedIn Sales Solutions

December 4th, 2013

@mattloop

Page 2: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Agenda

07.30 – 08.00 Breakfast & Networking

08.00 – 08.20 Welcome and IntroductionMatt Loop, Head of Sales Solutions – Australia, LinkedIn

08.20 – 08:30 Social Selling in PracticeDavid Watson, Account Director -- LinkedIn

08.30 – 08.40 Social Selling for Sales LeadersMatt Loop, Head of Sales Solutions – Australia, LinkedIn

08.40 – 09.00 Fireside Chat followed by Q&AClive Cooper, Senior Director of Sales, S&P Capital IQ

09.00 Session Close

Page 3: How Top Sales Teams Leverage

Wednesday, 4th December

Most Popular

Most Endorsed

Earliest Adopter

Most Connected

JohnMann

SimonBerglund

BrianO'Farrell

SimonVanWyk

Page 4: How Top Sales Teams Leverage

Our MissionConnect the world’s professionals to make them more productive and successful

Page 5: How Top Sales Teams Leverage

Our VisionCreate economic opportunity for every professional

Page 6: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved. 6

EverywhereWork wherever our

members work

InsightsBe great at what

you do 

IdentityConnect, find, and

be found

Value proposition to our members

Page 7: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

What does this mean for businesses?

HireWe have

transformed the world of recruitment.

SellLeverage the power

of relationships.

MarketThe best place on the

web to reach professionals

7

Page 8: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

259,000,000+registered members

20

26Global offices

Languages

5MMembers in Australia

1MMembers in New Zealand

Page 9: How Top Sales Teams Leverage

The Social Selling Evolution

Page 10: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved. 10

Source: CEB

Social Media: #1 Factor for Driving High Rep Performance

Conducts Non-Tradi-tional Customer Due

Diligence

Personally Owns Lead Generation

Leads with Insight Uses Social Media as Critical Channel

6.20%10.00% 11.57% 12.81%

Shaping Demand – Improvement in probability of being a high performer

Cha

nge

in p

roba

bilit

y –

goin

g fr

om 2

5th p

erce

ntile

to 7

5th

perc

entil

e pe

rfor

mer

Page 11: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

The world and buyers have changedWhat once worked, will not anymore

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

Sources: CEB, Connect & Sell, IBM

Page 12: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

So what is social selling?Leveraging your social brand to fill your pipeline with the right people, insights and relationships.

LinkedIn’s Mission:

Turn relationships and information into business opportunities.

Page 13: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?

1000

LeadersLaggards

Page 14: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling Index is Increasing

21 24

15

Avg. Social Selling Index

53

SEP-12

SEP-13

+14%

Page 15: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

1128

53

Leaders

32

15

Laggards Average

53

Social Selling Index is Increasing

SEP-12

SEP-13

+35%

+19%

+0%

Page 16: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Who is social selling?We can compare regions and countries

26.1

24.9

25.3

Page 17: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Who is social selling?We can measure entire industries

Insurance

Banking

Pharmaceuticals

Telecommunications

Financial Services

Accounting

Marketing

IT

Management Consulting

10 15 20 25 30 35 40 45

Page 18: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Insurance

Banking

Pharmaceuticals

Telecommunications

Financial Services

Accounting

Marketing

IT

Management Consulting

10 15 20 25 30 35 40 45

Who is social selling?And we can compare them between countries

World

Australia

Page 19: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved. 19

LinkedIn Social Selling IndexCorrelates to sales success

Source: Aberdeen Group

15%More customer

renewals

31%Greater team

quota attainment

21%More reps

achieving quota

Page 20: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling in Practice

David Watson, Account Executive

LinkedIn Sales Solutions

December 4th, 2013

Page 21: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

HowHow do I get

a warm intro?

+259Mmembers

+2Bmember updates

per week

Billionsconnections

5 Core Competencies of Social Selling

21

WhatWhat to

talk about?

WhoWho are the Right People?

Connections Profiles4 5

1 2 3

Page 22: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved. 22

Search Named accounts Geography Functional role Keywords

1

2 Filter Company Size Fortune 1000 Seniority Level Function

3 Save

1. Who is the right person?Leverage LinkedIn to be targeted on who to approach

Page 23: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved. 23

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

Page 24: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Brian

2

Find a common connection

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

I have a meeting set up for Tuesday!

©2013 LinkedIn Corporation. All Rights Reserved.

1

Asks teammate for an introduction

3. Engage using your networkLeverage both your network and your companies network

Page 25: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

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

Page 26: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

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

26

Page 27: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

HowHow do I get

a warm intro?

+259Mmembers

+2Bmember updates

per week

Billionsconnections

5 Core Competencies of Social Selling

27

WhatWhat to

talk about?

WhoWho are the Right People?

Connections Profiles4 5

1 2 3

Page 28: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Don’t be that salesperson…

Page 29: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling Evolution Doesn’t happen overnight

Page 30: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Social Selling Evolution Doesn’t happen overnight

LSS©2013 LinkedIn Corporation. All Rights Reserved.

Page 31: How Top Sales Teams Leverage

©2013 LinkedIn Corporation. All Rights Reserved.

Series1

LinkedIn social selling case study107% more likely to close a deal

Base win rate Win rate with social

selling

+ 44%

+ 63%

Targeting the right person

Using a connection

+ 107%

Page 32: How Top Sales Teams Leverage