The document discusses how social selling on LinkedIn can help sales teams improve their performance. It provides statistics showing that social sellers who are engaged on LinkedIn perform better by creating more opportunities and being more likely to hit their quotas. It also outlines how social selling has changed the buying process, with more people now involved in decisions and buyers relying on social media and relationships to research vendors. The document advocates building relationships on LinkedIn and provides examples of how social selling on LinkedIn helped one sales rep win a new deal.

1. How Top Sales Teams Leverage
LinkedIn for Social Selling
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2. “
I will continue to ignore this dude like all other
©2013 LinkedIn Corporation. All Rights Reserved.
solicitors

3. From: XXXX
Sent: Tuesday, June 24, 2014 6:44 PM
To: ‘jhurst@homeaway.com’
Subject: Increased Traveler Optimism and LinkedIn
Hi Jeff,
We haven't spoken before, but my name is Ben and I'm a travel industry consultant with LinkedIn’s
Marketing Solutions team.
I’m reaching out because projections indicate 2014 to be an enormous year for traveler optimism
and sector revenue growth (Skift, 2014). I wanted to discuss ways you could better leverage
LinkedIn to reach that audience at scale and benefit from the trend. LinkedIn offers a variety of
targeted marketing solutions above and beyond what your team is leveraging today, and I would
love to speak with you about how you can improve your strategy.
When would be a good time to connect briefly this week or next?
Best,
XXXX
©2013 LinkedIn Corporation. All Rights Reserved. 3

4. “
I will continue to ignore this dude like all other
©2013 LinkedIn Corporation. All Rights Reserved.
solicitors
BESTIE ALERT!!!!

5. Elevate the Sales Profession
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“

6. Where to focus a social strategy?
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7. Canada
9.8M+
USA
102M+
Brazil
17M
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EMEA
81M+
UK
15.8M
India
26M+
China
4.8M+
Japan
1M+
Korea
Taiwan
Philippines
Hong Kong
Malaysia
Indonesia
Australia
5.8M+
Singapore
1.2M
NZ
1M+
3.2M+
2.4M+
860k
South Africa
3.1M+
820k
1.7M+
690k
50M
Members in APAC
+2
New members every
second
300M
Members worldwide

8. What is social selling?
Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
©2013 LinkedIn Corporation. All Rights Reserved.
and relationships.
Social selling helps you adapt to the buyer’s new process

9. Introducing the LinkedIn Social Selling Index
How well does your team embrace social selling?
Laggards Leaders
0 100
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10. Social Selling Index
13.8 15.5
45
Australia Sales People in AU SSI for the Room

11. Who are we connected to?
11.4M Second Degree
Connections
72K First Degree
Connections
121 Attendees
36.5K
companies
25K are
Director level+
5.2K started a
new role in the
past year

12. Relationships are foundational for sales success
Matt
Company
A
Company
B
Company
C

13. Decisions involve more people than ever before
5.4
people
are now involved in the
average B2B buying decision
Boss
Peer
Direct
report
Business
leader
Cross-functional
partner
Your
target buyer
Corporate Executive Board 2013 – Winning The Consensus Purchase

14. Decision makers rely on social media to choose
between potential vendors
75 %
of B2B buyers now use
social media to be more
informed on vendors
Network
referrals
White papers
International Data Corporation 2014 – Social Buying Meets Social Selling
websites
Blog
posts
Company
pages
Your
target buyers
Social
relationships

15. Decision makers now ignore cold outreach
Your
competitor
90 %
of decision makers say they
never respond to cold
outreach
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
You
Your
competitor
X
X
X
Your
target buyers

16. The buyer’s process has changed
5.4 75
% 90
of B2B buyers now use
social media to be more
informed on vendors
%
of decision makers say
they never respond to cold
outreach
people are now involved
in the average B2B buying
decision
Corporate Executive Board 2013 –Winning The Consensus Purchase
Corporate Executive Board 2012 – New Decision Timeline
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

17. Building relationships with prospects and customers
is different in this new normal. You need to:
Focus on the right
people and
companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers

18. LinkedIn has a wealth of information on the people &
companies with whom you want to build relationships
Billions
of professional
relationships
313M+
members
2B+
member
updates
per week

19. Social sellers perform better on key metrics
SSI leaders create
45% more opportunities per quarter
than SSI laggards.
SSI leaders are
51% more likely to hit quota
than SSI laggards.
45%
more opportunities
51%
more likely to hit quota
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on
existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their
SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30

20. The story of one of our reps:
©2013 LinkedIn Corporation. All Rights Reserved. 20

21. LinkedIn rep, Andrew, trying to sell into
Panasonic, but can’t break through
“Andrew thanks, but no thanks”
©2013 LinkedIn Corporation. All Rights Reserved.

22. Andrew receives his daily Sales Navigator email…
learns there is a new Country Head
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23. New Country Head, former happy client from Canon,
and connected to Andrew’s colleague, Danielle
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24. Danielle makes Andrew a warm introduction into
Panasonic’s new Country Head
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25. Sales Navigator’s Lead Recommendations module
educates Andrew about other key decision makers
at Panasonic
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26. As a result of the warm introduction from Danielle,
Andrew has a meeting set up with Panasonic
several days later
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27. Signed contract follows. Great news but not a
surprise as new decision maker was a happy prior
customer.
©2013 LinkedIn Corporation. All Rights Reserved.

28. Sales Connect Sydney
Make the Connection
October 29 2014
ivy Sydney
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29. Why attend?
©2013 LinkedIn Corporation. All Rights Reserved.
29
Learn how LinkedIn has transformed its sales
organization through social selling.
Get strategies and best practices from the most
progressive leaders in sales and operations.
Attend breakout sessions tailored to sales and
operations leaders.
Experience hands-on product education to leverage the
full power of LinkedIn for sales.
Connect with LinkedIn executives and other leaders in
sales and operations.
1
2
3
4
5

30. Inspirational Keynotes
Dan Lurie
Senior Insights Analyst,
LinkedIn
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30
Mike Derezin
VP of Sales Solutions,
LinkedIn
Matt Loop
Head of Sales Solutions, ANZ,
LinkedIn
Ralf VonSosen
Head of Marketing,
Sales Solutions, LinkedIn
Sachin Rekhi
Head of Product Management,
Sales Solutions, LinkedIn
Vicky Skipp
Director, LinkedIn
Sales Solutions, LinkedIn

31. Additional Speakers
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31
Dana Feldman
Head of SMB Sales Solutions,
ANZ, LinkedIn
Jo Dooley
General Manager,
Midmarket and Digital, IBM ANZ,
IBM
Michael Davies
Head of Sales,
Macquarie Telecom
Koka Sexton
Senior Manager, Social Marketing,
Sales Solutions,
LinkedIn
Trish Sparks
Global Manager,
Sales Product Consulting,
Sales Solutions, LinkedIn
Anthony Roberts
General Manager Enterprise,
Vendor & Commercial Finance,
Flexigroup Limited
Sandra Ng
Group Vice President,
Practice Group,
IDC Asia/Pacific
Scott Gunther
National Manager,
Channel Enablement,
CGU Insurance

32. Register today!
EARLY BIRD GROUP RATE
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32
$200
+ GST
For groups of 3 or
more – available until
29 August
FULL PRICE
$450
+ GST
Register Today:
$300
+ GST
Available until 30
September
http://business.linkedin.com/events/sales-connect/sydney/register.html

33. Any Questions?