Social Selling RoadshowAn Inside Look at Social Selling with LinkedIn

Today’s agenda

3:00 Registration & Networking

3:30 State of Sales Keynote

4:00 Modern Sales in Practice

4:30 Future of Sales with LinkedIn

5:00 Networking Reception

The State of Sales 2017

Matt Loop

Sales Leader

LinkedIn Sales Solutions

Global State of Sales Survey

Conventional Sales Tactics Are Losing Deals

Conventional Sales Wisdom

Call High Lead with

Great Questions

Touch 7

Times

6.8Decision makers

per deal

58%Decisions made

outside of C suite

Call High

77% Buyers who believe sales

doesn’t understand

business

Lead with a Great Question

Touch the Prospect 7 Times

Conventional Sales Wisdom

Call High Lead with

Great Questions

Touch 7

Times

Call High Lead with

Great Questions

Touch 7

Times

Conventional Sales Wisdom

Complex

Buying

Committees

Heightened

Buyer

Expectations

Conventional

Tactics Don’t

Deliver+ =

Modern Selling

Target the full

buying committee

Understand

before you ask

Engage from 1st

contact to final

contract

Modern Selling

Target the full

buying committee

Understand

before you ask

Engage from 1st

contact to final

contract

Billions of Members, Trillions of Data Points

World’s Largest

Social Network

World’s Largest

Professional Network

World’s Largest

Presidential Megaphone

Share

Ideas

Provide

Updates

Follow

Influencers

Get

Advice

Learn

Skills

Target the Full Buying Committee

Buying CommitteesPotential Customers

The 10 New Sales Essentials

The three

account

mapping toolsSales Filters Lead Bot Integrated Data

Account Mapping Tools

Filters

Account Mapping Tools

Lead Bots

Suggested Leads Twitter Recommendations

Kaiser YangSVP, Managing Director, Chief Strategist

“Staying focused is important. That’s

where having Sales Navigator is so

critical: to make sure that you’re

focusing on the right priorities,

accounts, and contacts. It’s a great

tool to zero you in.”

Modern Selling

Target the full

buying committeeUnderstand

before you ask

Engage from 1st

contact to final

contract

Tap Into Social Signals to Understand Your Buyer

Buying

Committee

Social

Signals

Account

Sweet Spot

The 10 New Sales Essentials

The three

account

mapping tools

The five social

signals

Sales Filters Lead Bot Integrated Data

The job

change

The hiring

burst

The new

connections

The content

shares

The social

comments

Social Signals

The content shares The social commentsThe job change

How do we show a

hiring burst?

“[Using social signals] allows me to

have a much more targeted plan for

approaching prospective clients. I can

ask about the new office they’ve

opened or a new product that’s coming

out.”

Gary JamesRegional Sales Leader

“I use Sales Navigator to target leads

and get triggers based on significant

events such as an acquisition or

promotion.”

Rick VangrinSales Director

Modern Selling

Target the full

buying committeeUnderstand

before you ask

Engage from 1st

contact to final

contract

Engage from 1st contact to final contract

Sales Pro Mutual

Acquaintance

Customer

The 10 New Sales Essentials

The three

account

mapping tools

The five social

signals

Sales Filters Lead Bot Integrated Data

The job

change

The hiring

burst

The new

connections

The content

shares

The social

comments

Feedback loopsConnection paths

The two

engagement

tools

Engagement Tools

Connection Paths Feedback Loops

“I was intrigued by a post my prospect

wrote and reached out with my

perspectives. She agreed to a meeting

and introduced me to the right decision

maker.”

Jeff AndrewsAccount Executive

90%

Top Sales Pros Using

These Techniques

80%

Stealth Competitors

In Accounts

Good News. Bad News.

Source: State of Sales Survey 2016. Frederiksen, L.W. and Taylor, A.E. (2010) Spiraling Up: How to Create a High Growth,

High Value Professional Services Firm. Reston, Virginia: Hinge Research Institute.

What are you doing to dispel sales

myths in your organization?

3 Things You Can Do Today

sales.linkedin.com

Train to Listen for

Social Signals

Arm Your Team with the

Right Tools

Measure for

Success and ROI

SALES NAVIGATORLinkedIn

sales.linkedin.com

Modern Sales in Practice

Jonathan Panigas

Senior Customer Success

Manager, LinkedIn

Ray Bonis

Global Sales Effectiveness

Manager, CommScope

Future of Sales with LinkedIn

Steven Kaplan

Group Product Manager

LinkedIn Sales Solutions

Strategy What’s

Next?

Agenda

Demo

Strategy What’s

Next?

Agenda

Demo

LinkedIn Mission

Connect the world’s professionals to make them more

productive and successful.

LinkedIn Sales Solutions Mission

Positively influence every relationship driven sale

for our customers.

EMAIL LINKEDIN CRM

System of

Record

CRM

System of

Communication

EMAIL

System of

Engagement

LINKEDIN

EMAIL LINKEDIN CRM

A system

salespeople want to

engage with

Integrates deeply with

the tools you use

everyday

Automatically

stays up-to-date

Minimizes

data entry

Answers the question

“What is the next best action

I should take?”

System of Engagement

Strategy What’s

Next?

Agenda

Demo

Sales Navigator Today - What You Saw

• CRM Sync + Write-Back

• Sales-Specific News & Alerts

• Advanced Search with

Spotlights

• Lead Recommendations

• TeamLink + TeamLink Extend

• inMail

• PointDrive

• CRM & Email Widgets

• Mobile Discovery

Strategy What’s

Next?

Agenda

Demo

Working Together

Sales Navigator 2017:

Working Together

Within Sales Team

Across Company

With Partners

Product Platform

Collaboration

Coming Soon: Within Sales Team

Coming Soon: Within Sales Team

Multi-Level Reporting

Coming Soon: Across Company

LinkedIn Ad

Integration

Coming Soon: With Partners

Support for additional platforms

Coming Very Soon: Product Platform

ROI Reports

Coming Soon: Product Platform

Unified Admin and Billing

Social Selling RoadshowAn Inside Look at Social Selling with LinkedIn