On the 27th of July, LinkedIn held an afternoon High Tea event that discussed Business Strategy in the Digital Era. Guests heard from a number of thought leaders who discussed social selling, and more specifically, how they can gain a competitive sales advantage to rapidly enhance their sales teams effectiveness through targeted social media engagement. This presentation was shown on the day and gives insights into the components of social selling, reps who are using social to be competitive, and how to put this strategy into practice.

2. 2
Your Business Strategy for the Digital Era

3. Agenda
Buying and Selling in the Social Age
By Marco Jorge
Customer Panel Discussion
by Vivian Wong
Staying Ahead in a Changing Sales Landscape
by Mark Ghaderi

4. Mark Ghaderi
Principal
Vital Strategies
Staying Ahead in a Changing Sales Landscape

5. 66% 16%65%

6. 66% 16%65%

8. LinkedIn Sales Navigator helped influence or support deals worth over
$500 million in contract value..
One of our sales reps was struggling with an account. With TeamLink, he found a good
contact, got a foot in the door, and ended up closing a very valuable multi -million dollar deal.”
— Rama Sivasubramaniam, Head of Global Sales & Marketing Excellence, HCL

9. Users are 45% more effective at finding the right prospects
&
58% more effective at engaging decision makers
“It takes the ‘cold’ out of cold calling. If you know who you’re talking to, where they’re from, what
they value—that can tell you a lot about a person. It can tell you about their priorities and
interests.”
— Arthur Jager, Corporate Account Manager, Symantec

10. 40% increase in sales pipeline within a few months of rolling
out Sales Navigator!
“With the updated data lists on LinkedIn, it’s easier to target the CEOs of
businesses that I’m targeting for cloud solutions in China. It has really shortened
the sales cycle.”
— Charles Ruan, Account Manager, SAP China

11. My entry-level rep was able to get into a very powerful law firm in town and get to a decision
maker 10 times faster than they would have had they gone the traditional cold call route. With
LinkedIn, they were able to locate and get the ear of the decision maker on the first attempt.”
— Phil Horn, VP of Ticket Sales and Service, Sacramento Kings
Sacramento Kings close deals 3.2X larger with LinkedIn and
Sales Navigator.

12. “We use LinkedIn Sales Navigator for every single deal.”
— Paul Weingarth, Head of Field Sales, PayPal Australia
By using LinkedIn Sales Navigator for social selling, PayPal
Australia was able to achieve a nearly 3000% ROI while reduce
sales cycles by 25%.

13. ©2015 LinkedIn Corporation. All Rights Reserved.

14. Marco Jorge
Senior Account Executive
LinkedIn Sales Solutions
Buying and Selling in the Social Age

15. 433,000,000
Globally

16. 92,000,000
In APAC

17. 1,200,000
Hong Kong

18. SELLMARKETHIRE

23. Have you Googled your name?

25. Of buyers use Social Media
to make purchasing decisions

27. What is Social Selling?

28. Create a Customer
Centric Profile
The components of Social Selling

29. Create a Customer
Centric Profile
Find the
right people
The components of Social Selling

30. 30

31. Your target clients are on LinkedIn
There are 269K Director+ decision makers in Hong Kong
Seniority: Owners, Director, VP, CXO & Partners
Country: Hong Kong
Industry: All
269,952Target buyers in
Hong Kong alone

32. Create a Customer
Centric Profile
Find the
right people
Engage with
insights
The components of Social Selling

36. Diane Chiu has won Marketer of the Year for
McDonalds
Diane Chiu – Marketer of the Year

38. Create a Customer
Centric Profile
Find the
right people
Engage with
insights
Build strong
relationships
The components of Social Selling

39. TeamLink

44. More likely to engage with sales
professionals via warm introduction
than cold outreach
44

45. Reps Who Are Social Selling
Promoted to VP
17 months faster
Get Promoted Faster
51% more pipeline
More Opportunities
3X more likely to go to
club
Go to Club

46. Sales Navigator - teaser

47. ©2015 LinkedIn Corporation. All Rights Reserved.

48. Panel Discussion
Dean Ward
Head of Risk Sales Specialists - Hong Kong &
North Asia at Thomson Reuters
Alistair Cochran
Key Account Sales Manager
at Weiss-Röhlig Hong Kong / South China
Jessica Triffitt
Director - Business Development, Asia
Pacific
at Tag Worldwide (a DP DHL company)

49. ©2015 LinkedIn Corporation. All Rights Reserved.
Q&A

50. ©2015 LinkedIn Corporation. All Rights Reserved.