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Inside Look at SAP's ROI Using LinkedIn Sales Navigator
Vidya Subramanian Head of North America Field Acquisition LinkedIn
Kirsten Boileau Director of Digital Innovations SAP
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The Buying Process Has Changed The State of Sales
Corporate Executive Board 2013 – Winning The Consensus Purchase Corporate Executive Board 2012 – New Decision Timeline Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
people are involved in the average B2B buying decision
5.4
of typical purchase decisions are made before a
customer talks to sales
57%
of decision makers ignore cold outreach
90%
Today: your personal
network
All that LinkedIn has to offer
YOU
Just what you need for sales
LinkedIn Can Help You Expand Your Reach
SOCIAL SELLING • THE NEW WAY OF DOING BUSINESS: CONVERGENCE OF
MARKETING AND SALES
• REQUIRES SHIFT IN MINDSET: FROM PUSH TO PULL, FROM SELLING TO FACILITATING BUYING
© SAP SE or an SAP affiliate company. All rights reserved. 8
How SAP started with Social Selling
2012 Sales
Navigator Licenses
Created 50 opportunities
in 45 days
Cost per opportunity ROI was 20X
© SAP SE or an SAP affiliate company. All rights reserved. 9
Create a professional
brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Index (SSI)
© SAP SE or an SAP affiliate company. All rights reserved. 10
DIFFERENCE BETWEEN TOOL AND TOOL + ENABLEMENT =
7X MORE PIPELINE
MAXIMIZING ROI
© SAP SE or an SAP affiliate company. All rights reserved. 11
Our top Social Sellers (SSI>70) achieve on average
154% of quota
© SAP SE or an SAP affiliate company. All rights reserved. 12
On average, at SAP, sales reps with SSI >70 achieve 32%
more revenue and are 10% more likely to achieve quota
© SAP SE or an SAP affiliate company. All rights reserved. 13
APJ social sellers with SSI >70 have 64% bigger deals
and 73% bigger pipeline
© SAP SE or an SAP affiliate company. All rights reserved. 14
Teams that invest in the training that my team provides on
average achieve 15-20% higher SSI than those that only invest in the tools.
© SAP SE or an SAP affiliate company. All rights reserved. 15
What does enablement look like in the large enterprise?
© SAP SE or an SAP affiliate company. All rights reserved. 16
Education and Enablement
Accountability
Awareness
Awareness
© SAP SE or an SAP affiliate company. All rights reserved. 17
Awareness
ü Dedicated resources ü Communications plan ü Executive sponsorship
Education and Enablement
© SAP SE or an SAP affiliate company. All rights reserved. 18
Education and Enablement
ü Education strategy ü Plan for scale ü Community and collaboration
© SAP SE or an SAP affiliate company. All rights reserved. 19
Accountability
Accountability
ü Measurement ü Gamification ü Recognition program
Thank you Connect with me on LinkedIn: Kirsten Boileau Follow me on Twitter: @kirstenboileau
Kirsten Boileau Director of Digital Innovations SAP