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Agenda
07.30 – 08.00 Breakfast & Networking
08.00 – 08.35 Social Selling
David Watson – Head of SMB A/NZ LinkedIn Sales Solutions
08.35 – 08:50 Social Selling in Action
Dimity MacDiarmid– Product Consultant LinkedIn Sales Solutions
08.50 – 09:15 Customer Success Story Followed by Audience Q&A
Simon O’Connor – Strategic Marketing Manager, NAB
09.15 Session Close
CANADA
9M+
USA
93M+
BRAZIL
16M+ SOUTH AFRICA
3M+
U.A.E
1M+
EMEA
74M+ SAUDI ARABIA
1M+
INDONESIA
4M+
AUSTRALIA
6M+
B2B buyers are 5X more likely to
engage with sales professionals via
warm introduction than cold outreach.
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Defined…
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.6
4.8
1.7
8.9
SSI measures your performance across the four pillars of social
selling
Social Selling Index measures adoption
of LinkedIn social selling practices on a
0-100 scale
Performance on four key dimensions,
each worth 25 points
26.0
26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.6
4.8
1.7
8.9
Australia
11.5
5.3
1.8
9.1
27.7
How are all sales professionals in Australia doing?
26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.6
4.8
1.7
8.9
How are all sales professionals globally doing?
Today’s
Attendees
14.8
11.1
4.2
14.9
45.0
Australia
11.5
5.3
1.8
9.1
27.7
45.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Today’s
Attendees
14.8
11.1
4.2
14.9
How do you compare to your team?
SSI of your Sales
Reps
10.6
4.7
1.6
9.6
26.5
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
Target
TARGET BUYER
SENIORITY:
VP, CXO
COUNTRY:
Global
INDUSTRY:
Manufacturing
FUNCTION:
IT, Sales, Marketing, HR
6%
6%
8%
11%
14%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Connectivity
How Connected Are We to Key Accounts?
9%
5%
7%
5%
8%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Competition
Competitors
How Do we Compare to our Competitors?
6%
6%
8%
11%
14%
+5%
+10%
+4%
+50%
+4%
+18%
+5%
+11% +14%
+12%
Competitors
Change
Customer #1 Customer #2 Customer #3 Customer #4 Customer #5
Are We Gaining or Losing Ground?
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
Ask your Account Manager
about your Relationship
Report
3. Usage Metrics
2. Social Selling Index
4. Success Team
1. Relationship Report
We’re here to help…..
5. Learning Centre