Featuring Malin Liden, VP, Global Sales Enablement, SAP. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies.
9. Yeh, Social Selling Sounds Interesting…
…But Can You Show Me The Money??
@MalinJessica
10. SAP Social Selling Pilot
• 1M pipeline in training week
• 7X more pipeline than comparable team after 9 months
• Pilot MU R4Q pipeline grew +44% the year after training
@MalinJessica
11. Quota Carriers at SAP with SSI Scores
>70 Win More Often and Bigger:
• EMEA: 30% more revenue
• SEA: 2X deals and 73% more pipeline
• APJ: Deal size 64% larger
@MalinJessica
12. SAP and LinkedIn: Our Social Selling Journey
Oct 2012
Initial pilot with
Inside Sales (50
licenses of Sales
Navigator)
Jan 2013
Expand pilot to
500 users in
Inside Sales
and marketing
July 2013
First cloud
deal in
Nordics MU
Jan 2014
First InStruct.
Expanded
pilot to 2K
licenses
Oct 2014
purchase of
15K licenses,
expand
training to
match
Oct 2015
have deployed 6.5K licenses,
training completed for 6K
users, expected to reach
7.5K licenses by EOY
@MalinJessica
13. 1. It Starts at The Top
2. You Can´t Do It Alone
3. Create Facts and Shout Loud
4. It´s Not Done with A License
5. Think Big or Go Under
6. One Size Fits All?
7. What You Can´t Count Doesn´t Count
8. Next Gen Sales Requires Next Gen Management Model
9. Don´t Take No for An Answer
Ok, Everyone Agrees It Is A Good Idea!
How To Get From Concept To Reality?
@MalinJessica
16. Pilot with Teams That Are Going
to Get You Fast Results
(Social Savvy, Short Sales Cycles)
Share Results
PS: It Is Not Done With A Newsletter
(Or A Bullhorn…)
Create Facts and Shout Loud3
@MalinJessica
17. The Difference Between The Right
Tool And The Right Tool +
Enablement: 7x More Pipeline
It Is Not Done with A License4
@MalinJessica
19. Size Matters: Think Big or Go Under
Challenge
Need A Scalable Model
Building On Skills That Are Rare
The Answer
Train The Trainer Program
Combined With A Coaching Platform
6
@MalinJessica
20. What You Can´t Count Doesn´t Count:
Make Sure You Can Measure
A Reliable Source Code
(Along with Agent Qualities To Find
and Come After Those Who Don´t Use Them!)
7
@MalinJessica
23. Fast Start Requires Multi Pronged Strategy
AWARENESS
COLLABORATION PROOF POINTS
EDUCATION
24. Social Selling Is More than
A Sales Enablement Program
It Is A Survival Strategy
in the Digital Economy
Moving from Selling to Buying Is A
Choice Already Made by the Market