welcome to the social selling era - b2b connect 2015
TRANSCRIPT
Mike DerezinVice President Global Sales Solutions
Welcome to the Social Selling Era
Source: Billy Gast, April 14, 2010, Flickr
LinkedIn Sales Solutions Mission
Connect the world’s buyers and sellers
to build relationships.
Members first
Average number of key influencers in
a B2B purchase
%Of B2B Buyers use social media to
make purchasing decisions
B2B buyers are 5X more likely to
engage with sales professionals via
warm introduction than cold outreach.
Social Selling State of the Union
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Defined…
Laggards
0 100
Leaders
Social Selling Index
99%
As measured by growth in SSI
Social Selling is Growing
NAMER
26.5
LATAM
16.9
EMEA
24.5
ASIA
19.3
ANZ
24.7
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
SSI measures your performance across the four pillars of social
selling
Social Selling Index measures adoption
of LinkedIn social selling practices on a
0-100 scale
Performance on four key dimensions,
each worth 25 points
24.3
24.3
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
Brazil
8.6
3.2
1.3
5.7
18.8
How are all sales professionals in Brazil doing?
24.3
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
How are all sales professionals globally doing?
Today’s
Attendees
15.8
9.7
4.3
14.9
44.7
Brazil
8.6
3.2
1.3
5.7
18.8
44.7
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Today’s
Attendees
15.8
9.7
4.3
14.9
How do you compare to your team?
SSI of your Sales
Reps
11.5
5.3
1.9
11.2
29.8
Who are the Social Selling Leaders in the Room?
1
2
3
4
5
57
53
47
46
46
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 almost 3,000% ROI
• Reduced sales cycles by 25%
• Over $300,000 in revenue in the first year
“We use LinkedIn Sales Navigator for every single deal. It dramatically reduced the length of time to acquire a merchant.”
SSI
82
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.”
SSI
71
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.”
SSI
63
The New Sales Navigator
Introducing
%75of B2B buyers now use social media to be more informed on vendors
Relying on the buyer
to inform you on
key updates
5.4people are now involved in the average B2B buying decision
Looking for one
all-powerful
decision maker
%90of decision makers say they never respond to cold outreach
Cold-calling prospects
like they’re just a name
in a database
Months later I find out
he left my account and
joined another
My contact went
dark and now
I’m back at square one
I keep pounding –
email, phone, voicemail
– but can’t get a response
How well has your team adapted to this new normal?
Are you still:
“
”
“
”
“
”
Focus on the right people and companies
Stay informed on key updates at
your target accounts
Build trust with your prospects and customers
Building relationships with prospects and customers is different in
this new normal. You need to:
Today: your personal
network
All that LinkedIn has to offer
YOU
Just what you need for sales
To tap into the power of LinkedIn, you need to tailor your
experience for sales
Relevant insights
LinkedIn’s network data
Your accounts,leads & preferences
Sales
Navigator
Sales Navigator makes it simple to establish and grow relationships
with your prospects and customers
Sales Navigator DEMO
Miguel AssafSales Director
Latin America
LinkedIn Sales
Solutions
Sales Navigator subscription increases sales
performance
APJ CASE STUDY
Sales pipeline increased by
more than
4Min revenues directly attributable to Sales
Navigator in Asia from first phase
or moreUS$300K
Sales Navigator directly responsible
for several individual deals of
40%
3. Usage Metrics
2. Social Selling Index
4. Success Team
1. Relationship Report
We’re here to help…..
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