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Serendipity to Science:
Leveraging data and relationships for sales success
Ben Eatwell ANZ Marketing Manager
LinkedIn Sales Solutions
©2015 LinkedIn Corporation. All Rights Reserved.
Marco Julio Jorge Account Executive
LinkedIn Sales Solutions
Serendipity to Science – Using Social
Insights to Win Business
Ben Eatwell ANZ Marketing Manager
LinkedIn Sales Solutions
Busting the myth
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0 25 50 75 100
Selection
Solution
Education
“Buyer’s are 60-90% the way through the buying journey”
TAM TAM
5% - Actively Buying
15% - Not ready
80% - Open to ideas
Focus on the right accounts with the right message
To win the 85% you need 3 things
To be there first 1 50% of sales go to the first responder*
*InsideSales **Statistic Brain
Add value from the very first engagement Buyer attention span is between 6-8 seconds*** 3
2 Build trust fast 95% of buyers view peers & colleagues as a trusted information source**
**IDC
Social selling is simply
Leverage existing relationships to build trust fast
Understand your buyer’s motivations and process
Influence the entire decision making unit with contextual
content
Target buyers who are interested and have intent
Using your network to uncover social triggers that:
1 2
3 4
Serendipity to Science – Leveraging relationships
Marco Julio Jorge Account Executive
LinkedIn Sales Solutions
How to measure social selling on LinkedIn
T H E S O C I A L S E L L I N G I M P A C T
SSI leaders create
45% more opportunities per quarter
than SSI laggards.
SSI leaders are
51% more likely to hit quota
than SSI 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
TRUE STORY
International
Healthcare Group
BUILD TRUST
International Healthcare
International Healthcare
BUILD TRUST
Teresa
Teresa
BUILD TRUST
Hi Teresa, nice to e-meet you!
Teresa
Teresa
Teresa
BUILD TRUST
TeamLink
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STORY
Food & Beverage Corp.
1965
Food & Beverage Corp.
Food & Beverage Corp.
Food & Beverage Corp.
Food & Beverage Corp.
Diane Chiu – Marketer of the Year
Diane Chiu has won Marketer of the
Year for McDonalds Food & Beverage
Corp. Food & Beverage Corp.
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BUILD TRUST
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How to measure social selling on LinkedIn
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Check yours out: www.linkedin.com/sales/ssi
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