Social Selling Roadshow Dubai

#socialselling16

Welcome to the

D U B A I A P R I L 1 2

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Dylan Sharkey

Head of Sales Solutions (MENA)

LinkedIn Sales Solutions

LinkedIn has 414 Million members across the world

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+124M NAMER

+132M EMEA

+57M LATAM

+85M APAC +17M

MENA


2M+ United Arab Emirates

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United Arab Emirates

2M+

556.5K

Decision makers on LinkedIn

67.8K

Company Pages on LinkedIn

27%

Enterprise

33%

Mid-Market

39%

SMB

#socialselling16

Influence every relationship driven sale

for our customers

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Relationships are foundational for sales success

Dylan

Company

A

Company

B

Company

C

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The buyer’s process has changed

5.4 75 of B2B buyers now use

social media to be more

informed on vendors

% 90 of decision makers say

they never respond to

cold outreach

% people are now involved

in the average B2B buying

decision

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Agenda

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9:30am Welcome and Overview

9:40am Social Selling: How to Unlock Competitive Advantage

10:10am Hallmarks of a Social Seller

10:40am Customer Panel

11:30am Networking

Join The Conversation: #socialselling16

#socialselling16

Kevin Scott

Head of Sales Solutions, EMEA,

LinkedIn

SOCIAL SELLING

How to unlock competitive advantage

Thomas Bell

President, Linnean Society of London

“The year which as passed has not

been marked by any of those striking

discoveries...”

“Everyone’s always asking me when

Apple will come out with a cell phone.

My answer is ‘Probably never.’”

David Pogue

Tech Columnist, New York Times

$260B ??? ?

“Zuckerberg is an idiot! I can’t

believe he turned down Yahoo

for 1 billion dollars.”

Mike Derezin ?

???

“Zuckerberg is an idiot! I can’t

believe he turned down Yahoo

for 1 billion dollars.”

Michael Porter

Competitive Strategy

and

Competitive

Advantage

Advantage CompetitiveS U S T A I N A B L E

#socialsellingroadshow

Rita Gunther McGrath

The End of

Competitive Advantage

"To win in volatile and uncertain

environments, executives need to learn

how to exploit short-lived opportunities

with speed and decisiveness.”

Advantage Competitive TRANSIENT

#socialsellingroadshow

by Geoffrey Moore

Crossing the Chasm

The Chasm

Early Majority Late Majority Laggards Innovators and Early Adopters

The Chasm


HIGH RISK

NO RISK

The Chasm

HIGH RISK

NO RISK

HIGH REWARD

NO REWARD


The Chasm


The World Wide Web

‘94 -’95 ‘96 -’98 ’99 -’00 ’00+

The Chasm


‘94 -’95 ‘96 -’98 ’99 -’00 ’00+

$182 BILLION

$437 BILLION

The World Wide Web

The Chasm


Social Recruiting

‘07-’10 ‘11-’13 ’14-’16 ’17+

Social Recruiting

Hero

Jennifer Candee Head of Global Talent Acquisition, SABMiller

"I saw the opportunity in direct sourcing

through LinkedIn. I knew it was the future,

but had to move quickly to lock-in as many

gains as possible before the rest of the

world caught on."

Jennifer Candee Head of Global Talent Acquisition, SABMiller

"I've helped save SABMiller

about $7-10M annually by shifting

to direct sourcing and LinkedIn

Recruiter." Social Recruiting

Hero

The Chasm


Social Selling

‘12-’14 ’18 -’19 ’20+ ‘15 ’16 -’17

Social Selling Index (SSI)

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

SSI leaders create

45% more opportunities per

quarter than SSI laggards.

45% more opportunities

SSI leaders are

51% more likely to hit

quota than SSI laggards.

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?

Laggards

100 0 20 40 60 80


Leaders

100 0 20 40 60 80


28.5 2016

12.2 2012

100 0 20 40 60 80


The Chasm


‘12-’14 ’18 -’19 ’20+ ‘15 ’16 -’17

28.5 2016

12.2 2012

29.9 NAMER

21.0

LATAM

24.9

APAC

28.3

EMEA

We can look at SSI by region

31.2 UAE

The average United Arab Emirates SSI has

increased 20% over the last year

Source: LinkedIn Internal Data The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.

26.1

26.7 26.7

27.4

28.2 28.7 28.8

30.1 30.3 30.8

30.0 29.8

31.2

Source: LinkedIn Internal Data – January & December 2016

Some sectors are taking the lead in Social Selling

=

2.3

5.5

4.8

4.8

5.3

5.6

4.3

5.8

6.5

17.7

0 20 40 60

Manufacturing/Industrial

Retail & Consumer Products

Aero/Auto/Engineering

Financial Services & Insurance

Healthcare & Pharmaceutical

Government/Education/Non-…

Oil & Energy

Professional Services

Tech, Telecom & Media

Staffing Growth in SSI

January ’15 – Dec’15

Which UAE Enterprise companies in the room are winning at Social Selling?

Source: LinkedIn Internal Data

1 44.2

3 40.1

4 30.4

5 29.2

2 42.2

VMware

Google

Microsoft

Wipro

Schneider Electric

Which UAE SMB companies in the room are winning at Social Selling?

Source: LinkedIn Internal Data

1 67.8

3 50.3

4 44.6

5 44.6

2 50.4

Nabbesh.com

Thousand Network

Zafin

Marcom Arabia

VoicEarn FZ LLc

Top Social Sellers in the room

5 Fayçal Boubidi Marketing Manager at QANAWAT – FZ, L.L.C.

77.4

4

Rina Bardic

Marketing Communications (MENA Region) at PA Consulting

Group 77.5

3 Ryan Aldrin Business Development Director at Nabbesh 81.3

2 Ivo Sharpe

Area Manager at deVere Acuma Abu Dhabi 81.8

1 Anthony Hobeika

Chief Executive Officer at MENA Research Partners 82.5

Source: LinkedIn Internal Data 16

How can you seize the opportunity?

Measurement Education Executive Alignment

Measurement Education Executive Alignment

Social Selling HeroesHow can you seize the opportunity?

Executive Alignment Measurement Education

Social Selling Heroes

VP Global Sales Enablement and Programs, PTC

"Our corporate strategy is enabling smart

connected products for competitive

differentiation. Our team personalized it to

get executive alignment - social selling is

smart connected reps for competitive

differentiation."

Executive Alignment

VP Global Sales Enablement and Programs, PTC

"We've seen greater than a 50x ROI

with Sales Navigator - measured in

either revenue attained or pipeline." Executive Alignment

Executive AlignmentEducation

Senior Director, GCO Sales Tools and Technology, SAP

"Social selling is the biggest single

change to the SAP sales strategy

in the last 10 years by an order of

magnitude."

Education


"I was going to be either the hero or

villain. Someone has to take a risk to

make things happen."

Education


"You have to customize the training,

embed it in your overall training,

and make sure to focus on middle

managers."

Education


"We have seen massive ROI. I just

learned of a half million dollar deal

in Asia Pacific where a prospect

reached out to our SAP rep through

LinkedIn."

Senior Social Media Manager – EMEA, Symantec

“Measuring our social selling is

critical to justifying our ROI. SSI

is at the core of what we do.” Measurement


"We always combine SSI with actionable

intelligence. If you only provide data it is

just another number, it won’t change the

mindset. You have to tell teams what

specific actions to take."

Measurement

Measurement


"We always combine SSI with actionable

intelligence. If you only provide data it is

just another number, it won’t change the

mindset. You have to tell teams what

specific actions to take."

Social Selling Heroes

Innovators and Executive Alignment Measurement Education

“The tipping point is that magic moment when

an idea, trend, or social behaviour crosses a

threshold, tips, and spreads like wildfire.”

MALCOLM GLADWELL- THE TIPPING POINT

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Kevin Ryan

Head of Marketing, LSS EMEA

LinkedIn

SOCIAL SELLING

Hallmarks of a Social Seller

It’s not personal…it’s business

It’s all personal

#socialselling16

Unique Journey

Verification

Warm Intro

Generic Process

Discovery

Cold Call

400M+ Members

Interests

Intentions

Methods

Sales Navigator

Target

Understand

Act

Act

Understand

Target

67% of marketers think intent data will help them gain a

competitive edge.

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Only 46% of companies use intent data to target companies

that are ready to buy.

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Target based on interest and intent

90%

Universe of

Potential Customers

45%

Target Prospects

INTEREST INTENT INTEREST

Paul Lewis Global Social Media Marketing Manager, Pitney Bowes

“I use Sales Navigator to target leads and

get triggers based on significant events

such as an acquisition or promotion.”

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Act

Understand

Target

Top performers spend 25% more time on research and

preparation.

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Understand buyers and their process

Vs.

Nada Khan Territory Manager (MENA), LinkedIn Sales Solutions

“Through my network, I was able to

get detailed information about the

buying process in one of my key

accounts.”

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Act

Understand

Target

Indispensable sales and marketing pros send 148% more connection requests and share

23% more content

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Influence every stakeholder

Vs.

Alex Favela Sales Development Representative, SugarCRM

“I sent the CTO of TIAA-CREF an

Inmail referencing his LinkedIn post

and our disruptor pitch. He sent me to

someone who took a meeting.”

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Murtaza Munir Director, New Business Development, Active International

“I tailor each message based on what I

learn from content individuals have

published. That’s how I recently

closed a $1M deal”

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To be indispensable, focus on the right signals

Signal Intent Interest

Website visit

Pages viewed

Call to action (CTA) response

Job change

Hiring activity

Content sharing

Social comments

People connections

INTEREST INTENT

Social Signals

Target • Receive daily lead recommendations

• Use advanced search to identify prospects

• Get alerts that signal intent to buy

• Analyse profile and social activity data

• Connect via warm introductions and InMail

• Deliver relevant content at the right time Act

Understand

LinkedIn Sales Solutions LinkedIn Sales Solutions

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

5X More connections

Source: LinkedIn Internal Data – January 2016

Sales Navigator is extending the network of reps

It can extend your network by…

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What’s your SSI

linkedin.com/sales/ssi

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Nada Khan Territory Manager (MENA) LinkedIn Sales Solutions

Aiham Al-Akhras Head of Business Development Fujitsu

Abdulaziz Alhammadi Manager, Corporate Communications Dubai Airport Freezone Authority

Toby Downes National Sales Leader FCM Travel Solutions

PANEL Your next steps to social selling success

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QUESTIONS

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Dylan Sharkey

Head of Sales Solutions (MENA)

LinkedIn Sales Solutions

CLOSING REMARKS