linkedin hong kong executive gathering - 27 august 2015
TRANSCRIPT
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26th August 2015
LinkedIn for Business:
Your Sales Strategy for the Digital Age
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Agenda for today
The Digital Transformation –
Connecting to Opportunities
by Stewart Lee
Buying and Selling in the Digital Age
by Marco Jorge & Jason Li
Social Selling Index defined
by Nicolas Levitte
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Stewart Lee
Head of Mid Market Sales S/E Asia
LinkedIn Sales Solutions
The Digital Transformation
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5
Charles Darwin
It’s not the strongest of the species that
survives, nor the most intelligent, but
the one most responsive to change.
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* Airbnb
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* Uber
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* Alibaba
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15
380,000,000 Members
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16
347,000,000 Members
116M+ EMEA
73M+ APAC
50M+ LATAM
10M+ China
30M+ India
7M+ Austrailia
Regional
membership
15M+ Southeast Asia
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Connect the world’s professionals
to make them more productive
and successful
Mission
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For members
NETWORK
with your professional world
IDENTITY
your professional
profile of record
KNOWLEDGE
through professional news
and content
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Publishing
Global news and thought
leadership from 300M+ members
Knowledge
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Slideshare
The world’s largest repository
of professional knowledge
Knowledge
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Pulse
Digest of professional news
you need to know
Knowledge
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Knowledge through
conversation
Groups
Knowledge
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Acquire the skills you
need to succeed
Lynda.com
Knowledge
Coming soon…
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For customers
@WORK SELL MARKET HIRE
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25
Seth Godin – Founder of Squidoo.com
Selling to people who actually want to
hear from you is more effective than
interrupting strangers that don’t.
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©2015 LinkedIn Corporation. All Rights Reserved.
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Marco Jorge
SMB Account Executive APAC
LinkedIn Sales Solutions
Buying and Selling in the Digital Age
Jason Li
Enterprise Sales Manager APAC
LinkedIn Sales Solutions
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28
The buying process has changed
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29
75% of B2B Buyers use social media to
make purchasing decisions
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5 Stakeholders in any B2B Decision
Making Process
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95% Of decision-makers do not respond to
cold outreach
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5x More likely to engage with sales
professionals via warm introduction
than cold outreach
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Story
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Build trust
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Build trust
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Build trust
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37
Build Trust
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Our Vision
Elevate the sales professional
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©2015 LinkedIn Corporation. All Rights Reserved.
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Nicolas Levitte
Head of Enterprise Sales APAC
LinkedIn Sales Solutions
Social Selling Index defined
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Social selling defined
41
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
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42
Professional brand
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43
Find the right people
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Lead with insights
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Build strong relationships
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Social Selling Index
46
Laggards
0 100
Leaders
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26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.1
5.2
2.1
8.6
SSI measures your performance across the four pillars
of social selling
Social Selling Index measures
adoption of LinkedIn social selling
practices on a 0-100 scale
Performance on four key
dimensions, each worth 25 points
Source: LinkedIn Data as of 31st July 2015
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26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.1
5.2
2.1
8.6
Hong Kong
8.0
6.5
1.9
7.7
24.2
How are all sales professionals in Hong Kong doing?
Source: LinkedIn Data as of 31st July 2015
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26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.1
5.2
2.1
8.6
How are we doing in the room?
Today’s
Room
14.3
13.7
6.6
16.3
51.0
Hong Kong
8.0
6.5
1.9
7.7
24.2
Source: LinkedIn Data as of 31st July 2015
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50
Curious about your SSI?
https://www.linkedin.com/sales/ssi
50
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51
Why does that matter?
More likely to
reach quota
51%
Exceed quota
More likely
to go to club
3x
Go to club
Average decrease in
promotion to VP
17 months
Get promoted faster
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©2015 LinkedIn Corporation. All Rights Reserved.
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Q & A