Welcome to the Social Selling EraAmy StephensMarketing, Sales Solutions EMEA

LinkedIn

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.

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

Social Selling Defined

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Social Selling Defined…

Showcase your skills

Create a professional brand

Use the right tone

What would prospects or customers want to know about

you? Be descriptive. Tell your story.

Complete your profile

Aim for 100% profile completeness

Add rich content

Slideshare deck, presentation video, etc.

Add skills and generate endorsements

Check who viewed you

Find the right people

View prospects

View details of potential prospects in your 1st , 2nd , and 3rd

degree networks

Expand your viewing

Use Lead Recommendations to find more prospects at

your accounts

Your activity drives views of your profile. Engage with

relevant people who look at you.

Proactively search

Use advanced search & Lead Builder to pinpoint people

more efficiently

Engage with insights

Reach out to prospects

Share valuable information

Post relevant content that can help you become a trusted

source of insight

Stay in the know

Join groups and follow your prospects, customers, and

their competitors to keep up to date

Engage with your network

Share, like, and comment on content posted from your

network

Reach your prospects with InMails, connection requests,

and other messages

Build strong relationships

Focus on decision makers

Focus on connecting to senior level people at your

prospects and customers

Connect with contacts

Connect with your network and with prospects after

introductions

Connect internally

Your colleagues will be able to provide you warm

introductions

Laggards

0 100

Leaders

Social Selling Index

Apr. 2012 July 2014

87%

As measured by growth in SSI

Social Selling is Growing

12.2

22.8

April 2012

Today

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 2012

Today

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

LinkedIn Sales Solutions Vision

Connect the world’s buyers and sellers

to build relationships.