welcome to the social selling era
TRANSCRIPT
Welcome to the Social Selling Era Mike Derezin VP of Sales Solutions
Source: Billy Gast, April 14, 2010, Flickr
LinkedIn Social Selling Trends
Serendipity to Science
Members first
Our mission
Connect the world’s professionals to
make them more productive
and successful.
M
members
CANADA
9M+
USA
93M+
BRAZIL
16M+ SOUTH AFRICA
3M+
U.A.E
1M+
EMEA
74M+ SAUDI ARABIA
1M+
INDONESIA
3M+
AUSTRALIA
5M+
The professional profile
of record
Connect all of the world's
professionals
Identity Networks Knowledge The definitive professional
publishing platform
For Our Members
Identity
Networks
Knowledge
Jobs Recruiter Pulse Connected LinkedIn
Mobile
Hire Market Sell
For Our Customers
LinkedIn Sales Solutions Mission
Connect the world’s buyers and sellers
to build relationships.
% of B2B Buyers use social media to
make purchasing decisions
% Of B2B decision-makers expect new
or different insights from sales
professionals
More likely to engage with sales
professionals via warm introduction
than cold outreach.
Social Selling State of the Union
Find the right people
Build strong relationships
Engage with insights
Create a professional brand
Social Selling Defined…
Laggards
0 100
Leaders
Social Selling Index
Apr. 2012 July 2014
87%
As measured by growth in SSI
Social Selling is Growing
12.2
22.8
Laggards Making Up Ground
Leaders
61
Laggards
20
Average
49
+8%
+30%
+110%
Social Selling Index:
NAMER
24.6
LATAM
15.3
EMEA
22.5
SE 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
Professional Services
Media & Entertainment
Telecommunications
Oil & Energy
Technology – Hardware
Financial Services & Insurance
Healthcare & Pharmaceutical
Government/Education/Non-Profit
Architecture & Engineering
Aero/Auto/Transport
Manufacturing/Industrial
Retail & Consumer Products
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
Professional Services
Media & Entertainment
Telecommunications
Oil & Energy
Technology – Hardware
Financial Services & Insurance
Healthcare & Pharmaceutical
Government/Education/Non-Profit
Architecture & Engineering
Aero/Auto/Transport
Manufacturing/Industrial
Retail & Consumer Products
Over 100% Growth
Build strong relationships
Find the right people
Create a professional brand
Engage with insights
Social Selling Index 22.8
Worldwide
Reps
10.4
5.0
1.6
5.8
Sales Connect
Attendees
19.7
16.0
7.0
18.8
61.5
Analysis throughout looks at SSI in July 2014 of sales professionals with a standardized company, that have logged in at least once in the last year, and are not
also tagged as recruiters / HR
How Are We Doing in the Room?
72.2
67.1
64.8
63.2
63.1
51.9
48.1
46.7
42.9
42.7
ENTERPRISE SMB
Who are the Social Selling Leaders in the Room?
1
2
3
4
5
1
2
3
4
5
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
• 2013 Finished 178% above his quota
• 2014 Already exceeded his quota
“LinkedIn Sales Navigator helped us uncover a contact for an account who had been dormant for over 3 years, and this encounter led to pipeline, valued over $500K.”
SSI
67
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
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
Unique 1st Degree Connections in this Room
Because Your Team is Not Connected to Each Other,
they Won’t See their Peers’ Connections.
Target Connectivity Competition Change
Imagine…
Relationship Flows
Introducing
SENIORITY:
Director, VP, CXO
COUNTRY:
United States
INDUSTRY:
Pharma, Biotech
TARGET BUYER:
Target
has… 15K
Connectivity
How Connected Are We to Key Accounts?
11%
14%
17%
19%
19%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Connectivity
How Do We Compare to Competitors?
3%
3%
4%
7%
6%
11%
14%
17%
19%
19%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Competition
Competitors
40%
30%
25%
46%
21%
41%
16%
47%
14%
46%
Are We Gaining or Losing Ground? Competitors
Change
Customer #1 Customer #2 Customer #3 Customer #4 Customer #5
Learn more about LinkedIn Sales Solutions: sales.linkedin.com
Sales Solutions
Relationship Report Sales Connect 2014
Want to learn more about how LinkedIn can help you sell smarter?
Stop by the Sales Insights Knowledge Hub or ask your LinkedIn Sales Rep about:
1. Why growing your company’s and personal Social Selling Index can help you crush your quota
2. How to improve your personal Social Selling Index
3. How to build relationships with target buyers you care about
Copyright © 2014 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail, are registered trademarks of LinkedIn Corporation in
the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.
Target buyers Quintiles cares about
Target buyers in specified location and function(s)
785,845Seniority: Director, VP, Owner, Partner, CXO
Country: United States
Function: Operations
How is Quintiles’s sales team connected to
this target buyer?
How connected are Quintiles’s
competitors to this buyer?
3,035 Decision maker penetration through 1st
degree connections
How has connectivity changed over
time vs. competitors?
Competitors selected by algorithm. Talk to
your sales rep for a customized analysis.
Over last 6 months
+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
Over last 6 months
+47.2%
Quintiles Competitors
(~<1%)
Quintiles
Average of
Competitors
Jeanne Hecht
Check out your Relationship
Report that was provided 1
Visit the “Sales Insight
Knowledge Hub”
Speak with your LinkedIn rep
2
3
Learn more about LinkedIn Sales Solutions: sales.linkedin.com
Sales Solutions
Relationship Report Sales Connect 2014
Want to learn more about how LinkedIn can help you sell smarter?
Stop by the Sales Insights Knowledge Hub or ask your LinkedIn Sales Rep about:
1. Why growing your company’s and personal Social Selling Index can help you crush your quota
2. How to improve your personal Social Selling Index
3. How to build relationships with target buyers you care about
Copyright © 2014 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail, are registered trademarks of LinkedIn Corporation in
the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.
Target buyers Quintiles cares about
Target buyers in specified location and function(s)
785,845Seniority: Director, VP, Owner, Partner, CXO
Country: United States
Function: Operations
How is Quintiles’s sales team connected to
this target buyer?
How connected are Quintiles’s
competitors to this buyer?
3,035 Decision maker penetration through 1st
degree connections
How has connectivity changed over
time vs. competitors?
Competitors selected by algorithm. Talk to
your sales rep for a customized analysis.
Over last 6 months
+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
Over last 6 months
+47.2%
Quintiles Competitors
(~<1%)
Quintiles
Average of
Competitors
Jeanne Hecht
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 Account level
Now 10/15
Learn more about LinkedIn Sales Solutions: sales.linkedin.com
Sales Solutions
Relationship Report Sales Connect 2014
Want to learn more about how LinkedIn can help you sell smarter?
Stop by the Sales Insights Knowledge Hub or ask your LinkedIn Sales Rep about:
1. Why growing your company’s and personal Social Selling Index can help you crush your quota
2. How to improve your personal Social Selling Index
3. How to build relationships with target buyers you care about
Copyright © 2014 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail, are registered trademarks of LinkedIn Corporation in
the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.
Target buyers Quintiles cares about
Target buyers in specified location and function(s)
785,845Seniority: Director, VP, Owner, Partner, CXO
Country: United States
Function: Operations
How is Quintiles’s sales team connected to
this target buyer?
How connected are Quintiles’s
competitors to this buyer?
3,035 Decision maker penetration through 1st
degree connections
How has connectivity changed over
time vs. competitors?
Competitors selected by algorithm. Talk to
your sales rep for a customized analysis.
Over last 6 months
+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
Over last 6 months
+47.2%
Quintiles Competitors
(~<1%)
Quintiles
Average of
Competitors
Jeanne Hecht
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 Account level
Now 10/15
LinkedIn Sales Solutions Mission
Connect the world’s buyers and sellers
to build relationships.
