Social Selling Index WebinarJanuary 2014

#socialselling

SALES SOLUTIONS

Earliest Adopter

Shvet Kapoor

Most Popular

Dennis Velasco

LinkedIn Icebreaker

Most Connected

Jacqueline Dolphina

Most Endorsed

Greg Hyer

#socialselling

SALES SOLUTIONS

What is social selling?

#socialselling

SALES SOLUTIONS

Social selling leverages

your professional brand to fill your pipeline with the right people, insights,

and relationships.

#socialselling

SALES SOLUTIONS

How can I use LinkedIn to

socially sell?

#socialselling

SALES SOLUTIONS

Establish a professional presence on LinkedIn with a complete profileCreate a professional brand

Prospect efficiently with powerful search and research capabilitiesFind the right people

Discover and share valuable information to initiate or maintain a relationshipEngage with insights

Expand your network to reach prospects and those who can introduce you to prospectsBuild strong relationships

#socialselling

SALES SOLUTIONS

Showcase your skills

Create a professional brand

Use the right toneWhat would prospects or customers want to know about you? Be descriptive. Tell your story.

Complete your profile

Aim for 100% profile completeness

Add rich contentSlideshare deck, presentation video, etc.

Add skills and generate endorsements

#socialselling

SALES SOLUTIONS

Check who viewed you

Find the right people

View prospectsView details of potential prospects in your 1st , 2nd , and 3rd degree networks

Expand your viewingUse Lead Recommendations to find more prospects at your accounts

Your activity drives views of your profile. Engage with relevant people who look at you.

Proactively search

Use advanced search & Lead Builder to pinpoint people more efficiently

#socialselling

SALES SOLUTIONS

Engage with insights

Reach out to prospects

Share valuable informationPost relevant content that can help you become a trusted source of insight

Stay in the know

Join groups and follow your prospects, customers, and their competitors to keep up to date

Engage with your networkShare, like, and comment on content posted from your network

Reach your prospects with InMails, connection requests, and other messages

#socialselling

SALES SOLUTIONS

Build strong relationships

Focus on decision makersFocus on connecting to senior level people at your prospects and customers

Connect with contacts

Connect with your network and with prospects after introductions

Connect internally

Your colleagues will be able to provide you warm introductions

#socialselling

SALES SOLUTIONS

How can I measure how well

I’ve adopted social selling?

#socialselling

SALES SOLUTIONS

We created the SSI formula from survey research and behavioral analytics

Brainstormed & calculated ~ 50 activities that good social sellers might do on LinkedIn

Conducted survey of ~5000 sales reps to get

a sample of “top performing” reps

Used survey results to understand what top performing reps do on LinkedIn.com

Formula design

Final formula kept variables that were

correlated with sales success, weighted

based on their predictive nature

SALES SOLUTIONS

Create a professional brand

Performance on four key dimensions, each worth 25 points

Find the right people

Engage with insights

Build strong relationships

16

15

8

18

Social Selling Index 57

ABC co

LinkedIn’s Social Selling Index measures adoption of social selling practices on a 0-100 scale

SALES SOLUTIONS

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

Why is social selling important?#socialselling

SALES SOLUTIONS

So what can the Social

Selling Index tell us?

#socialselling

SALES SOLUTIONS

Some industries have been quicker to adopt social into their sales process than others

Technology - Software

Professional Services

Media & Entertainment

Telecommunications

Technology - Hardware

Oil & Energy

Financial Services & Insurance

Government/Education/Non-profit

Healthcare & Pharmaceutical

Architecture & Engineering

Manufacturing/Industrial

Aero/Auto/Transport

Retail & Consumer Products

28

23

20

19

19

19

18

18

17

16

15

15

12

SALES SOLUTIONS

HunterMix of farming and hunting

Farmer

52

42

36

Hunters are much more likely to use social than Farmers – their SSI is 44% higher

+44%

Based on a global study LinkedIn ran in Q4 2013 of ~5000 sales professionals. SSI data is from August 2013. Respondents self identified their roles.

SALES SOLUTIONS

Reps with longer tenure in their current role have a significantly lower SSI

< 1 year 1 - 2 years 3 - 5 years 6 - 10 years > 10 years0

10

20

30

40

50

60

HuntersMixFarmers

Tenure in current role

Based on a global study LinkedIn ran in Q4 2013 of ~5000 sales professionals. SSI data is from August 2013. Respondents self identified their roles.Tenure is based on length of time in most current role on profile

Ave

rag

e S

SI

SALES SOLUTIONS

So how can my team

improve at social selling?

#socialselling

SALES SOLUTIONS

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

+ 17%

+ 25%

+ 40%

+ 29%

Social Selling Index + 26%Avg. increase in SSI seen by Sales Navigator customers in the first 3

months after activation.

3 Months After Activation

LinkedIn helps your team improve at selling socially

Our sales reps and customer success team partner with you to support your social selling initiatives.

SALES SOLUTIONS

In case you’re curious, webinar attendees average an SSI of 48

0-5

5-10

10-1

5

15-2

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5

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5

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5

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90-9

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95-1

000

10

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SSI bucket

# o

f at

ten

dee

s96Jennifer Banks

92Greg Hyer

91Eirini Giannou

1st

2nd

3rd

SALES SOLUTIONS

Request your SSI report to

see how you measure up!

#socialselling

SALES SOLUTIONS 23

#socialselling