11 June 2015 LinkedIn London Headquarters

SocialSellingLeadershipMorning

WelcometoLinkedIn

Simon KellyStrategicSalesLeaderLinkedIn

ThisMorning’sAgenda

10.00: Welcome & Introduction

10.15: The 5 Best Practices for Implementing a Social Selling Programme

10.40: A Story of Success: PTC's implementation of Social Selling

10.50: Customer Panel featuring Vodafone, AON and PTC

11.15: Q & A

11:30: Networking, hors d'oeuvres & live demo’s

Your Professional Brand on LinkedIn

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 Defined

Create a professional brand1

Find the right people2

Engage with insights3

Build strong relationships4

Social Selling Index

Laggards

0 100

Leaders

Top Social Sellers in the room

Source: LinkedIn Internal Data – June 2015

1Alison BurrellSales & Marketing Manager, G4S Risk Consulting Ltd 95

2Paul LewisGlobal Social Media Marketing Manager, Pitney Bowes 91

3Alexander LowHead of Client Development, JLL 87

4Jason EmanuelBusiness Development Manager, Duedil 87

5 Mark EdgeRVP of Sales & Managing Director UK, Brainloop AG 85

The 5 Best Practices for Implementing a Social Selling Programme

Anita WindismanSalesProductConsultantLinkedIn

5 Best Practices for Implementing a Social Selling Programme

1. Be Clear on the Business Need

2. Select an Executive Sponsor

3. Ensure Sales and Marketing Are Aligned

4. Assign a Champion Committed to Project Execution

5. Focus on Engagement and Adoption

Session Goals

Appreciate strategic and tactical requirements for a

successful social selling programme

Know which stakeholders to involve in implementation

Understand how to drive usage and engagement of

LinkedIn Sales Navigator

Strategic

What are your business goals?

Faster sales cycle?

More focused sales pipeline?

Better sales intelligence?

1. Be Clear on the Business Need and Agree Upon Criteria for Success

1. Be Clear on the Business Need and Agree Upon Criteria for Success

Strategic

2. Select an Executive Sponsor Champion to Drive the Programme

Strategic

Strategic

2. Select an Executive Sponsor Champion to Drive the Programme

3. Ensure Sales and Marketing Are Aligned with a Common Goal

Strategic

3. Ensure Sales and Marketing Are Aligned with a Common Goal

Every sales rep is abrand ambassador

Strategic

4. Assign a Champion Committed to Project Execution

Tactical

4. Assign a Champion Committed to Project Execution

Tactical

5. Focus on Engagement and Adoption

Create a Leader Board

Tactical

5. Focus on Engagement and Adoption

Adoption Competitions:

Territory Planning Contest - Get reps into the habit of saving Accounts and Leads

LinkedIn Success Story Contest- Uncover and share stories that highlight the value of

Sales Navigator

Best LinkedIn Profile Contest- Recognise reps who best represent your brand

Tactical

5 Best Practices for Implementing a Social Selling Programme

Strategic

1. Be clear on the business need and criteria for success

2. Select an Executive Sponsor champion 3. Ensure that Sales and Marketing are aligned

Tactical

4. Assign a champion who is committed to project execution

5. Focus on engagement and adoption

Tactical

Strategic

ImplementingSocialSelling

6Continents 500licenses 20XROI

Julian LeeSr.Director,SalesEnablementPTC,Inc.

SetaVisionGetSeniorLeadership

onboardCombineScalewithRegionalSupport

Makeiteasytosharecontent

UseSSIasyouryardstick

ACHIEVINGSOCIALSELLING

MOMENTUM

Reinforceyourvisionateveryturn

Victoria MasonSr. Marketing ManagerAON

Julian LeeSr. Director, Sales EnablementPTC, Inc.

Tony FinnHead of Solution Sales, Northern EuropeVodafone

FeaturedPanelists

Q&A