linkedin sydney breakfast - the key to social selling, 10th june 2015
TRANSCRIPT
LinkedIn Breakfast - The Key to Social Selling
10 June 2015
Agenda
08:00 – 08:30
08:30 – 08:45
08:45 – 09:00
09:00
Social Selling
Social Selling in Action
Customer Success and Research Insights
Session Close
Why are we here?
The Times They Are a-Changin’
“
- Bob Dylan
The buying process today
Increasingly
complex
Increasingly
competitive
Increasingly
social
7 Key influencers in B2B
buying decisions
75-90%
B2B buyers are through the buying process
before reaching out to a sales professional
75%
B2B buyers use social
networks to research
products
“
Connect the world’s buyers and sellers to build relationships
LinkedIn Sales Solutions Mission
Brazil
Europe & Middle East
South Africa
Asia
Australia
New Zealand
21M+
112M+
4M+
60M+
7M+
1M+
126M+
North America
364M+ Members
Worldwide +2 New members
per second
STAY INFORMED STAY CONNECTED GET HIRED
with your professional world through professional news and knowledge
and build your career
For members
MARKET SELL HIRE
Power the majority of
the world’s hires
The most engaging platform
for marketers to engage with
professionals
Leveraging professional
networks at scale
For customers
Sales is changing
70% 95% 90% Leads generated by sales
professionals
B2B buyers expect new
or different insights from
sales professionals
Of decision makers never
respond to cold outreach
Moving from serendipity to science
De
pth
of
Da
ta Role changes
Personal motivations
Recent work success
Industry risks
Clients and vendors
Company financials
Competitors
Products & solutions
Buying triggers
Matt Tindale
More likely to engage
through warm
introduction
X
1 Create a professional brand
Find the right people
Engage with insights
Build strong relationships
2
3
4
Social selling defined
72.6%
Salespeople using
social selling tactics
outperform their peers
Aberdeen Research
7X Pipeline
growth
11X Revenue
growth
Sales Navigator users vs free LinkedIn
70% Higher win
conversion
rate
Laggards
0 100
Leaders
Social Selling Index
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Index
10.6
4.8
1.7
8.9
26.0
Global Reps
How Do We Compare?
*SSI as of April 2015
16.6
12.5
7.1
16.2
52.3
Attendees Today
12.9
7.3
3.7
11.5
35.4
Your Reps
Social Selling in Action
John Dougan Director of Sales Advisory
SalesITV
Thank you