Welcome to the Social Selling EraMike DerezinVP of Sales SolutionsLinkedIn

Source: Billy Gast, April 14, 2010, Flickr

Social Selling Trends

Serendipity to Science

LinkedIn Sales Solutions Mission

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

Members first

75%of B2B Buyers use social media to

make purchasing decisions

95%Of B2B decision-makers expect new

or different insights from sales professionals

5XMore likely to engage with sales

professionals via warm introduction than cold outreach.

Social Selling: The Status Quo

Create a professional brand1

Find the right people2

Engage with insights3

Build strong relationships4

Social Selling Defined…

Laggards

0 100

Leaders

Social Selling Index

Apr.2012 July2014

87%

As measured by growth in SSI

Social Selling is Growing

12.2

22.8

Laggards Making Up Ground

Leaders61

Laggards20

Average49

+8%

+30%

+110%

SocialSellingIndex:

NAMER

24.6

LATAM

15.3

EMEA

22.5SE ASIA

19.9

ANZ

24.0

April 2012

Today

18.7

14.7

12.9

12.4

10.9

11.8

12.0

10.6

10.9

8.9

8.7

8.8

7.5

32.6

26.1

24.1

23.7

23.0

22.4

22.1

21.5

21.3

19.6

19.0

18.8

16.6

Technology–Software

ProfessionalServices

Media&Entertainment

Telecommunications

Oil&Energy

Technology–Hardware

FinancialServices&Insurance

Healthcare&Pharmaceutical

Government/Education/Non-

Profit

Architecture&Engineering

Aero/Auto/Transport

Manufacturing/Industrial

Retail&ConsumerProducts

April 2012

Today

18.7

14.7

12.9

12.4

10.9

11.8

12.0

10.6

10.9

8.9

8.7

8.8

7.5

32.6

26.1

24.1

23.7

23.0

22.4

22.1

21.5

21.3

19.6

19.0

18.8

16.6

Technology–Software

ProfessionalServices

Media&Entertainment

Telecommunications

Oil&Energy

Technology–Hardware

FinancialServices&Insurance

Healthcare&Pharmaceutical

Government/Education/Non-

Profit

Architecture&Engineering

Aero/Auto/Transport

Manufacturing/Industrial

Retail&ConsumerProducts

Over100%Growth

22.8

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Worldwide Reps

10.4

5.0

1.6

5.8

Sales ConnectAttendees

18.6

15.9

6.3

17.0

57.7

How Are We Doing in the Room?

ENTERPRISE SMB

Who are the Social Selling Leaders in the Room?

1

2

3

4

5

1

2

3

4

5

61

60

59

58

53

63

54

53

50

44

Sales Professionals Who Are Social Selling

51% more likely to exceed quota

Exceed Quota

3X more likely to go to club

Go to Club

Promoted to VP 17 months faster

Get Promoted Faster

Sales Professionals Who Are Social Selling

51% more likely to exceed quota

Exceed Quota

3X more likely to go to club

Go to Club

Promoted to VP 17 months faster

Get Promoted Faster

SSI

67

• Increased sales productivity by 30%• X6 additional company meetings for KPN

“TeamLink has been hugely important for cracking new accounts, before Sales Navigator I had no way into the decision making unit – something hugely important for a new Acquisition role.”

3X more likely to go to club

Go to Club

51% more likely to exceed quota

Exceed Quota

Promoted to VP 17 months faster

Get Promoted Faster

Sales Professionals Who Are Social Selling

• Finished year in the Top 10• Leaders Club for 6 months

“LinkedIn has changed my life. It’s enabled me to excel in a world where I otherwise was a complete underdog. It’s given me a voice, a reach, and a platform to tell the world why I matter!”

SSI

87

3X more likely to go to club

Go to Club

51% more likely to exceed quota

Exceed Quota

Promoted to VP 17 months faster

Get Promoted Faster

Sales Professionals Who Are Social Selling

• Aug 2013 Promoted to Sales Manager• Jan 2014 Promoted to Director of Sales

“I’ve always found it exciting to work on and close big deals for a company I believe in. This opportunity of opening a new office in SF and teaching others on the value of social selling has enabled me to help others do the same.” SSI

74

Serendipity to Science

image by Photologue_np

Talent Flows

Competitor A

Competitor B

Competitor C

Competitor D

Competitor E

Competitor F

Competitor G

Competitor H

Competitor I

Competitor J

Competitor K

Competitor L

1 6

6 4

5

6 8

3 2

3 2

8

2 5

6

3 2

5

1 4

203,000Unique 1st Degree Connections in this Room

4.6%Because Your Team is Not Connected to Each Other,

they Won’t See their Peers’ Connections.

Target Connectivity Competition Change

Imagine…

Relationship FlowsIntroducing

Target

TARGET BUYER

SENIORITY:

VP, CXO

COUNTRY:

Global

INDUSTRY:

Manufacturing

FUNCTION:

IT, Sales, Marketing, HR

35KTarget Buyers

has… 2K

Connectivity

6%

6%

8%

11%

14%

Customer#1

Customer#2

Customer#3

Customer#4

Customer#5

Connectivity

How Connected Are We to Key Accounts?

9%

5%

7%

5%

8%

Customer#1

Customer#2

Customer#3

Customer#4

Customer#5

Competition

Competitors

How Do we Compare to our Competitors?

6%

6%

8%

11%

14%

+5%

+10%

+4%

+50%

+4%

+18%

+5%

+11%+14%

+12%

Competitors

Change

Customer#1 Customer#2 Customer#3 Customer#4 Customer#5

Are We Gaining or Losing Ground?

LearnmoreaboutLinkedInSalesSolutions:sales.linkedin.com

SalesSolutions

RelationshipReport SalesConnect2014

Want to learn more about how LinkedIn can help you sell smarter?StopbytheSalesInsightsKnowledgeHuboraskyourLinkedInSalesRepabout:1. Whygrowingyourcompany’sandpersonalSocialSellingIndexcanhelpyoucrushyourquota2. HowtoimproveyourpersonalSocialSellingIndex3. Howtobuildrelationshipswithtargetbuyersyoucareabout

Copyright©2014LinkedInCorporation.LinkedIn,theLinkedInlogo,andInMail,areregisteredtrademarksofLinkedInCorporationintheUnitedStatesand/orothercountries.Allotherbrandsandnamesarethepropertyoftheirrespectiveowners.Allrightsreserved.

Target buyers Quintiles cares about

Targetbuyersinspecifiedlocationandfunction(s)

785,845Seniority: Director,VP,Owner,Partner,CXO

Country: UnitedStates

Function: Operations

How is Quintiles’ssales team connected to this target buyer?

How connected are Quintiles’s competitors to this buyer?

3,035 Decisionmakerpenetrationthrough1st

degreeconnections

How has connectivity changed over time vs. competitors?

Competitors selected by algorithm. Talk to your sales rep for a customized analysis.

Overlast6months

+20.5%

785,845

Target Buyers

*1st degree connections = 2,062, as of December 31st 2013

Quintiles

*Decision makers are Director level +

% Connected vs. Competitors

Overlast6months

+47.2%Quintiles Competitors

(~<1%)

Quintiles

AverageofCompetitors

J eanneHecht

Check out your Relationship Report that was provided

1

Visit the “Sales Insights Knowledge Hub”

Speak with your LinkedIn rep

2

3

LearnmoreaboutLinkedInSalesSolutions:sales.linkedin.com

SalesSolutions

RelationshipReport SalesConnect2014

Want to learn more about how LinkedIn can help you sell smarter?StopbytheSalesInsightsKnowledgeHuboraskyourLinkedInSalesRepabout:1. Whygrowingyourcompany’sandpersonalSocialSellingIndexcanhelpyoucrushyourquota2. HowtoimproveyourpersonalSocialSellingIndex3. Howtobuildrelationshipswithtargetbuyersyoucareabout

Copyright©2014LinkedInCorporation.LinkedIn,theLinkedInlogo,andInMail,areregisteredtrademarksofLinkedInCorporationintheUnitedStatesand/orothercountries.Allotherbrandsandnamesarethepropertyoftheirrespectiveowners.Allrightsreserved.

Target buyers Quintiles cares about

Targetbuyersinspecifiedlocationandfunction(s)

785,845Seniority: Director,VP,Owner,Partner,CXO

Country: UnitedStates

Function: Operations

How is Quintiles’ssales team connected to this target buyer?

How connected are Quintiles’s competitors to this buyer?

3,035 Decisionmakerpenetrationthrough1st

degreeconnections

How has connectivity changed over time vs. competitors?

Competitors selected by algorithm. Talk to your sales rep for a customized analysis.

Overlast6months

+20.5%

785,845

Target Buyers

*1st degree connections = 2,062, as of December 31st 2013

Quintiles

*Decision makers are Director level +

% Connected vs. Competitors

Overlast6months

+47.2%Quintiles Competitors

(~<1%)

Quintiles

AverageofCompetitors

J eanneHecht

3%

3%

4%

7%

6%

11%

14%

17%

19%

19%

Customer#1

Customer#2

Customer#3

Customer#4

Customer#5

Competition

Competitors

How Do we Compare to our Competitors?

Overview Accountlevel

Now 10/15

LinkedIn Sales Solutions Mission

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