The Art of Social Selling

Agenda

08:00 – 08:30

08:30 – 08:40

08:40 – 09:00

09:00

Social Selling overview

Sales Navigator demonstration

Customer Success and Q&A

Session Close

LinkedIn: World’s Largest Professional Network

5M+INDONESIA

3M+PHILIPPINES

2M+MALAYSIA

1M+SINGAPORE

1M+SAUDI ARABIA

21M+BRAZIL

130M+UNITED STATES OF AMERICA

12M+CANADA

34M+INDIA

8M+AUSTRALIA

1M+NEW ZEALAND

4M+SOUTH AFRICA

2M+UNITED ARAB EMIRATES

21M+UNITED KINGDOM

9M+FRANCE

7M+ITALY

2M+BELGIUM

1M+DENMARK

4M+TURKEY

5M+NETHERLANDS

2M+SWEDEN

6M+SPAIN

23M+CHINA

450M+MembersWorldwide

+2 New members per second

50% Access via mobile devices

24 Languages

1M+HONG KONG

1M+JAPAN

1M+S. KOREA

850k+VIETNAM

Americas190m+ members

Europe, Middle East, Africa143m+ members

Asia Pacific100m+ members

1M +THAILAND

5M+RUSSIA

8M+MEXICO

4M+ARGENTINA

STAY INFORMED through professional news

and knowledge

CONNECT with your

professional world

GET HIREDand build your

career

For members

LEARNSELLMARKETHIRE

An All Too Familiar Experience

Sales Customer

What’s the outcome?

How effective is your sales team today?

56%of B2B sales professionals won’t hit quota this year

Sirius Decisions

Sources: *Forrester, “Buyer Behavior Helps B2B Marketers Guide the Buyer’s Journey,” October 2012; **Zero Moment of Truth Study, Google

The buyers journey has changedAccess to more information, buyers self informed and 90% through the buying journey

75%of B2B Buyers use social media to

research purchasing decisions

B2B buyers expect new or

different insights from sales

professionals

Building sales relationships has changed

95%content

consumed before ready to engage

7

1 Create a professional brand

Find the right people

Engage with insights

Build strong relationships

2

3

4

Social selling defined

135,093CONNECTIONS

32%DIRECTOR+

14kAU DIRECTOR+ ROLE CHANGE (JAN & FEB)

Connectedness into Decision Makers

14,484OPPORTUNITIES TO ENGAGE

Matt Tindale

More likely to engage through warm introduction

5X

72.6%

Salespeople using social selling tactics outperform their peers

Aberdeen Research

28

Sales Navigator users are generating 1.7x the number of opportunities & revenue

1.7xMore opportunities & revenue on average

1.9x

2.3x

3.0xEnterprise & Partner Group

Corporate Group

Public Sector

1.5x

1.2x

5.0x

$Opportunities Revenues

Brendan NewellNational Compliance and Development ManagerCompetency Training

Thank You