The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.

1. Social Selling:
How to unlock competitive advantage
Mike Derezin
VP Sales Solutions, LinkedIn
#salesconnect

3. Thomas Bell
President, Linnean Society of London
“The year which as passed has not
been marked by any of those striking
discoveries...”

5. “Everyone’s always asking me when
Apple will come out with a cell phone.
My answer is ‘Probably never.’”
David Pogue
Tech Columnist, New York Times

8. ???
“Zuckerberg is an idiot! I can’t
believe he turned down Yahoo
for 1 billion dollars.”

9. Mike Derezin
“Zuckerberg is an idiot! I can’t
believe he turned down Yahoo
for 1 billion dollars.”

10. Sales Connect

11. Michael Porter
Competitive Strategy
CompetitiveAdvantage

12. AdvantageCompetitive
S U S T A I N A B L E

13. Rita Gunther McGrath
The End of
Competitive Advantage

14. "To win in volatile and uncertain
environments, executives need to learn
how to exploit short-lived opportunities
with speed and decisiveness.”

15. AdvantageCompetitive

16. AdvantageCompetitive

17. by Geoffrey Moore
Crossing the Chasm

18. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters

19. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
HIGH
RISK
NO
RISK

20. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
HIGH
REWARD
NO
REWARD

21. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
The World Wide Web
‘94-’95 ‘96-’98 ’99-’00 ’00+

22. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
‘94-’95 ‘96-’98 ’99-’00 ’00+
$182
BILLION
$437
BILLION
The World Wide Web

23. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Social Recruiting
‘07-’10 ‘11-’13 ’14-’16 ’17+

24. Social Recruiting
Hero
Head of Global Talent Acquisition, SABMiller
"I saw the opportunity in direct sourcing
through LinkedIn. I knew it was the future,
but had to move quickly to lock-in as many
gains as possible before the rest of the
world caught on."

25. Head of Global Talent Acquisition, SABMiller
"I've helped save SABMiller
about $7-10M annually by shifting
to direct sourcing and LinkedIn
Recruiter."Social Recruiting
Hero

26. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Social Selling
‘12-’14 ’18-’19 ’20+
‘15
’16-’17

27. Social Selling Index (SSI)
Create a
professional
brand
Find the
right people
Engage with
insights
Build strong
relationships

28. Laggards
1000 20 40 60 80
Social Selling Index (SSI)
Leaders

29. 1000 20 40 60 80
Social Selling Index (SSI)
28.2
2015
12.2
2012

30. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
‘12-’14 ’18-’19 ’20+
‘15
’16-’17
28.2
2015
12.2
2012

31. How can you
seize the opportunity?
MeasurementEducationExecutive
Alignment

32. Social Selling Heroes
Executive
Alignment
MeasurementEducation

33. VP Global Sales Enablement and Programs, PTC
"IOT is new to the world and new to
us. Speed is king. We needed to
deploy social selling now. We
couldn't afford to wait six months."
Executive
Alignment

34. VP Global Sales Enablement and Programs, PTC
"Our corporate strategy is enabling smart
connected products for competitive
differentiation. Our team personalized it to
get executive alignment - social selling is
smart connected reps for competitive
differentiation."
Executive
Alignment

35. VP Global Sales Enablement and Programs, PTC
"We've seen greater than a 50x ROI
with Sales Navigator - measured in
either revenue attained or pipeline."Executive
Alignment

36. Senior Director, GCO Sales Tools and Technology, SAP
"Social selling is the biggest single
change to the SAP sales strategy
in the last 10 years by an order of
magnitude."
Education

37. Education
Senior Director, GCO Sales Tools and Technology, SAP
"I was going to be either the hero or
villain. Someone has to take a risk to
make things happen."

38. Education
Senior Director, GCO Sales Tools and Technology, SAP
"You have to customize the training,
embed it in your overall training,
and make sure to focus on middle
managers."

39. Education
Senior Director, GCO Sales Tools and Technology, SAP
"We have seen massive ROI. I just
learned of a half million dollar deal
in Asia Pacific where a prospect
reached out to our SAP rep through
LinkedIn."

40. Senior Social Media Manager – EMEA, Symantec
“Measuring our social selling is
critical to justifying our ROI. SSI
is at the core of what we do.”Measurement

41. Senior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you only provide data it is
just another number, it won’t change the
mindset. You have to tell teams what
specific actions to take."
Measurement

42. Social Selling Heroes
Executive
Alignment
MeasurementEducation

43. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters

44. Sales Connect