Sales Solutions

©2014 LinkedIn Corporation. All Rights Reserved.

Arjen SoetekouwLinkedIn Sales Solutions

Social SellingTools and Best PracticesEindhoven, 2 maart ‘15

Social Selling in Business

Agenda

A different day in Sales

How Socially Adept are we Today?

Value of Social Selling

Value of Social Selling

Philip

What makes social sellers more successful?

4LSS©2013 LinkedIn Corporation. All Rights Reserved.

Lead with insight

Use social media as critical channel

Personally own lead generation

Reps using this are 30-40% more successful

Sales Navigator

Targeted

Search

Social Profile

WarmIntroduction

Social Selling leaders create 45% more opportunities per quarter

than Social Selling laggards.

Social Selling leaders are 51% more likely to hit quota than Social Selling laggards.

45%more opportunities

51%more likely to hit quota

Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30

Why is social selling important?

Focus on the right people and

companies

Stay informed on key updates at

your target accounts

Build trust with your prospects and customers

To build customer relationships with knowledge and insight, You need to:

Relevant news

LinkedIn’s network data

Your accounts,leads & preferences

Sales Navigator makes it simple to establish and grow relationships with your prospects and customers

Sales Navigator

A different day in the life ofa Sales Person

LinkedInSalesNavigator

LeadBuilder

Advanced search drop down• Build an advanced search with

filters that mirror the way you prospect

• Get real-time feedback on how adding each filter narrows the result count

• See recently used filters to easily access the people that matter to you

Lead Builder video

Save leads wherever you find a potential prospect

From a profile in Sales Navigator

From Who’s Viewed Your Profile

From search results

From a Lead Recommendation on a profile

From a Lead Recommendation at a saved account

From a profile on LI.com

SaveLeads

Qualify prospects by seeing the full name, profile and activity for up to 3rd degree connections – and save them if they seem like a good fit

TeamLinkTeamLink automatically expands your LinkedIn network, showing you which colleagues can help connect you with

prospects and accounts

TeamLink video

Once you qualify a prospect, approach them in a natural way by leveraging your TeamLink network to get a warm introduction

Send Noah an InMail

If you don’t happen to have a warm introduction, you can reach them directly and credibly with an InMail

LeadRecommendations

On the Account Page:• Recommendations based on

your preferences and the types of leads you’ve saved in the past

• Use the star to save a lead

• Click “Show more” to view more recommendations

On a profile:• Recommendations of similar

decision makers and influencers at the same company of the person you’re viewing

• Use the star to save a lead

• Click the right or left arrow to view more recommendations

AccountPages

save accounts

save leads

map the DMU

never missan opportunity

stay up-to-date on what’s happening with the people and companies you’re interested in. Your homepage and emails will

offer up four types of alerts

career updates

shares

in the news

connections

SalesUpdates

Usage Reporting

Review trend graphs to gauge adoption of your best practices and proactively identify red flags

Quickly see who is excelling and who may need training

Filter reporting down to specific individuals or groups

See average usage per user

Change date ranges

Build trust with your prospects and customers

Stay informed on key updates

at your target accounts

Find the right people quickly and easily

Receive recommendations on leads to contact

Access more people at your accounts

Focus on the right people

and companies

Stay up-to-date on the people you’re interested in

Be informed of what’s happening at your accounts

Research prospects wherever you work

Engage with prospects and customers through your company

Build your professional reputation

Reach prospects outside of your network

Sales Navigator is your partner throughout every stage of relationship development

Social Selling in business

“We use LinkedIn Sales Navigator for every single deal. It dramatically reduced the length of time to acquire a merchant.”

Paul Weingarth

Head of Field Sales,

Before Sales Navigator

Acquiring rich data for sales leads was expensive. Plus, data scrubbing was time consuming.

A New Approach

With LinkedIn Sales Navigator, PayPal’s sales team was able to get more accurate sales leads and speed up their sales cycle effortlessly and inexpensively.

Success with LinkedIn

Achieved almost 3000% ROI Reduced sales cycles by 25% Over $300,000 in revenue in

About the company

PayPal is the leading international e-commerce business that facilitates online payments and money transfers.

the first year.

“Sales Navigator has a direct impact on sales of financial products. The ROI on the meetings we’ve obtained by using LinkedIn and the educational curriculum is 400%.”

Martin Gagnon

Senior VP of Intermediary Business Solutions

Before Sales Navigator

In a highly regulated industry, it was challenging for NBC wholesalers to differentiate themselves and establish new business relationships.

A New Approach

With LinkedIn Sales Navigator, NBC wholesalers can find and engage new prospects and share thought leadership content.

Success with LinkedIn

About the company

National Bank of Canada (NBC) is the sixth largest commercial bank in Canada, and was ranked third in Bloomberg’s 2011 list of “The World’s Strongest Banks.”

Over 500 Advisors participated in LinkedIn

Training with NBC 400% ROI within 10 months 36% average growth in Monthly Net Sales with

Sales Navigator

“Our team is securing prospect meetings, and valuable opportunities thanks to LinkedIn’s Sales Solutions. Currently 18 deals sitting inthe pipeline were sourced by LinkedIn”

Jeremy Harpham

Product Marketing Manager

Before Sales Navigator

Outbound marketing and cold-calling were losing effectiveness as IT buyers conducted their own research on social media.

A New Approach

Sales reps are using Sales Navigator’s Lead Builder and TeamLink features to navigate complex buying committees and generate warm introductions through senior executives’ contacts.

Success with LinkedIn

Shortened sales cycle, closing deals within 6 months

In first 6 months, 18 pipeline deals attributable to LinkedIn

70% of Sales Team are Power Users (5+ days per week)

About the company

The brand name Pitney Bowes is traditionally associated with mailing solutions and franking machines. However, the company is actually one of the world’s top 100

software providers and raising its profile in the space.

Social Selling capabilityof a Dutchman <corr. Belgian>

How can you use LinkedIn to socially sell?

Establish a professional presence on LinkedIn with a complete profileCreate a professional brand

Prospect efficiently with powerful search and research capabilitiesFind the right people

Discover and share valuable information to initiate or maintain a relationshipEngage with insights

Expand your network to reach prospects and those who can introduce you to prospectsBuild strong relationships

NAMER

24.6

LATAM

15.3

EMEA

22.5

SE ASIA

19.9

ANZ

24.0

Benelux

23.8

NAMER

24.6

LATAM

15.3

EMEA

22.5

SE ASIA

19.9

ANZ

24.0

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Netherlands

Reps

10.7

5.7

1.9

6.5

24.8

LuxemburgReps

9.9

5.5

1.6

7.1

BelgiumReps

9.9

4.5

1.5

5.7

21.7 24.2

Which attendees have adopted social selling the most?

1Johan van HeldenManager Audi, Van den Udenhout 78

2Michaël MelchiorMarketing Business Analyst, Van den Udenhout 67

3Timo BosmaConsultant, DMD Consulting 65

4Naomi JanssenOffice Manager, NeVaP 60

5Mariëlle WiemanDirecteur, NeVaP 58

Which experts have adopted social selling the most?

1Perry van BeekFounder, Linked Into Results 86

2Henk MeijerDirecteur, Koopplein.nl 77

3Marjolein BongersEigenaar, House of Social Media 76

4Chris HerbenConsultant, lvengi.com 73

5Sander ScholtenSocial Business Trainer, Social Inc 66

Which attendees have adopted social selling the most?

1Stefaan LammertynSocial Media Evangelist & Owner, Pixular 78

2Martijn HoltesSocial Business Consultant, Just Connecting 74

3Mischa CosterChief Psychology Officer, Grey Matters 67

4Hugo StijnenBranch Manager, ES Electro 62

5Bert SchodtsIndependent Cross Media Professional 42