Over 100 sales leaders converged in LinkedIn's San Francisco office to learn about how social selling is transforming sales teams. Featuring speakers from Golden State Warriors and NetSuite.

1. 1
The Key to Social Selling
SAN FRANCISCO BREAKFAST

2. 2
Welcome
SAN FRANCISCO
9:00-9:30 Registration & Breakfast
9:30-9:50 Intro to Social Selling
9:50-10:20 Customer Panel
10:20-10:30 Q&A

3. Intro to Social Selling
Andy Kellam
LinkedIn Sales Solutions

4. 4
Source: Brent Adamson, Author, The Challenger Sale.
Simplifying Truth #1: We are all selling
the same thing.
Change.

5. 5
Simplifying Truth #2: Your customers
won’t change to you if you’re not talking to
them.

6. #SalesConnect
The Buying Process Has Changed
people are now involved
in the average B2B
buying decision
of B2B buyers now use
social media to be more
informed on vendors
of decision-makers say
they never respond to cold
outreach

7. 7
Social Selling Defined

8. 8
Our vision
Connect the world’s buyers and sellers to
build relationships.

9. 400M+

10. 10
You have vast and important networks
201,517 Connections
41% Director & Above Connections
13% of Connections outside your Country

11. 5X
More likely to engage with sales
professionals via warm introduction
than cold outreach
11

12. Social Selling:
Components & Measurement

13. The Components of Social Selling
Create a professional
brand
Find the
right people
Engage with
insights
Build strong
relationships
Each component is part of your Social Selling Index score
and valued at 25 points for a total possible score of 100

14. • Publish brand-
related content
• Ensure a
professional photo
1. Create a Professional Brand
Miranda Baylor
Supporting Bio-Pharmaceutical Innovation at XYZ Co.
XYZ Co.
New State Co.
Alma Mater University
Current:
Previous:
Education:
Published by Miranda:

15. 2. Find the Right People
VP, Genco Pharmaceuticals
Senior Director, HealthTech Co.
President and CEO, Pharma Co.
Sinjin Sohnerhalsen
Radhika Rajagopalan
Ed Simcoe
Sr. Director – Quality and Assurance, Genco Pharmaceuticals
Director, QA / Compliance at Genco Pharmaceuticals
Group Leader, Technico Health
Vice President, North America Generics at Benin Laboratories
Head of Operations and Bus Dev at Benin Laboratories

16. • Personalize your
messages
• Join groups that your
prospects might find
of interest and
engage with content
and comments that
show your added
value
3. Engage with Insights
Ed Simcoe
President and CEO, Pharma Co.
Noticed you’ve used MyProduct previously
Hi Ed,
I noticed that you previously were at Benin Laboratories and likely used ABC
Co’s MyProduct. Would you be interested in looking at using MyProduct for
your new company? Let me know if you would like to set up a time to chat
about it.

17. Miranda closed a contract with ABC Pharma and now she can leverage her
relationship with the CEO for additional business and introductions
4. Build Strong Relationships

18. #SalesConnect
Laggards
1000 20 40 60 80
How LinkedIn Measures Social Selling
Social Selling Index (SSI)
Leaders

19. #SalesConnect
1000 20 40 60 80
Social Selling Index (SSI)
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
‘12-’14 ’18-’19 ’20+
‘15
’16-’17
28.2
2015
12.2
2012

20. Here’s My Score: Still Room for Improvement!
Check your SSI score at: www.linkedin.com/sales/ssi

21. Who are the Social Selling leaders in the room?
1 89Paul Ratner
3 85Drew Spitzer
2 87Kristen Hayward
4 84Shane Oren
5 84Michelle Maltzahn
6 82Michele Marshall
8 81Scott Oliker
7 81Lisette Cruz
9 81Jonno Burden
10 80Jeff Eyet
* Data represents the previous month’s SSI score and is not representative of a cohort.

22. 2x
The Impact of Social Selling
New clients
Meetings secured
Opportunities generated

23. System of
Record
System of
Communication
System of
Engagement
We don’t want to replace CRM

24. System of
Record
System of
Communication
System of
Engagement
We don’t want to replace email or phone

25. We want to be the System of Engagement
System of
Record
System of
Communication
System of
Engagement

26. 26
Customer Panel
​ Joan Foley
​ LinkedIn Sales Solutions

27. Buying and Selling in the Digital Age
Shane Oren
Regional Sales Director
NetSuite
linkedin.com/in/shaneoren
Paul Ratner
Director, Suite & Hospitality Solutions
Golden State Warriors
linkedin.com/in/paratner

28. ​ Learn more at sales.linkedin.com
Q&A
Shane Oren
Regional Sales
Director
NetSuite
linkedin.com/in/
shaneoren
Paul Ratner
Director, Suite & Hospitality
Solutions
Golden State Warriors
linkedin.com/in/paratner
Joan Foley
Head of Enterprise
Sales, West
LinkedIn
linkedin.com/in/
joanfoley
Andy Kellam
Head of MidMarket
Sales, West
LinkedIn
linkedin.com/in/
andykellam

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