Social Selling is one of this year’s hottest topics for sales and marketing professionals serious about engaging decision makers in meaningful conversations. From Forbes to Business Insider, people want to know how sales professionals can take advantage of the rise of social to be more productive and successful.

1. ©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling in a Regulated World

2. ©2013 LinkedIn Corporation. All Rights Reserved.
How Top Sales Teams Leverage
LinkedIn for Social Selling

3. ©2013 LinkedIn Corporation. All Rights Reserved.
How Tops Sales Teams Leverage LinkedIn for Social
Selling
 Why Social Selling is gaining traction
 LinkedIn as a platform
 Social Selling and measurement
 LinkedIn’s Sales Navigator
 Success stories
©2013 LinkedIn Corporation. All Rights Reserved.

4. ©2013 LinkedIn Corporation. All Rights Reserved.
The world and buyers have changed
What once worked, will not anymore
97%75% 57%
Of the time cold
calls do not work
*7% worse every year
since 2010
B2B purchaser
influenced
by social
Buying decisions
are made before
sales rep involvement
Sources: CEB, Connect & Sell, IBM

5. Our Mission
Connect the world’s professionals to make
them more productive and successful

6. ©2013 LinkedIn Corporation. All Rights Reserved.
277,000,000+ registered members
22
26Global offices
Languages
85MMembers in EMEA
6

7. Leveraging your social brand to find
the right people, develop insights
and build relationships.
Social Selling Defined:

8. ©2013 LinkedIn Corporation. All Rights Reserved.
5 steps to becoming a social selling expert
Developing a Reputation: Establish a professional presence
on LinkedIn with a complete profile
Gathering Intelligence: Prospect efficiently with
powerful search and research capabilities
Offering Insights: Providing meaningful insights that
earn opportunities to engage with and influence contacts
1. Create a Professional
Brand
2. Find the right people
3. Engage with insights
5. Use Social solutions Gain competitive advantage: Use targeted social
media engagement and turn cold leads into warm prospects
Connect: Expand your network to reach prospects and
those who can introduce you to prospects
4. Build strong relationships

9. ©2013 LinkedIn Corporation. All Rights Reserved.
Introducing the LinkedIn Social Selling Index
How well does your team embrace social selling?
.
1000
LeadersLaggards

10. ©2013 LinkedIn Corporation. All Rights Reserved. 10
LinkedIn Social Selling Index
Correlates to sales success
Source: Aberdeen Group
15%
More customer
renewals
31%
Greater team
quota attainment
21%
More reps
achieving quota

11. LinkedIn Sales Navigator

12. ©2013 LinkedIn Corporation. All Rights Reserved.
Macro to Micro:
Best-in-class do these three things
Leverage
Relationships
Lead
With Insights
Find
Right People

13. ©2013 LinkedIn Corporation. All Rights Reserved.
13

14. ©2013 LinkedIn Corporation. All Rights Reserved.
Lead Recommendations

15. ©2013 LinkedIn Corporation. All Rights Reserved.
Andy
390,000
13,000,000
Your 1st degree
connections:
Your estimated 3rd degree
connections:
Your estimated 2nd degree
connections:
780Free
Free
Exec
Profile visibility
Leverage the power of your network

16. ©2013 LinkedIn Corporation. All Rights Reserved.
Dave
4
1,576
People Lynn knows
at Unilever
People your entire Sales
Team knows
at Unilever
People your network knows
at Unilever
0
Your current connections
Your entire team
Free
Free
Sales Navigator
How do I get a warm intro?
Leverage a common connection

17. Change Program

18. ©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling Evolution
Doesn’t happen overnight

19. ©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling Evolution
Doesn’t happen overnight
LSS©2013 LinkedIn Corporation. All Rights Reserved.

20. Who Are We Working With Today

21. ©2013 LinkedIn Corporation. All Rights Reserved.
Sales Navigator Shortens Sales Cycle & Opens Doors to New
Leads
Challenge:
Increase Pipeline and reduce the sales cycle
Solution:
Sales Navigator opens up a new prospect pool and makes it easy to get straight to the
right contact.
Results:
 Discovered target accounts that they didn’t have access to before
 Using teammates’ connections – 80% success rate of setting up
 Reps use TeamLink and warm introductions have shorter sales cycles
21
First Business focuses exclusively on the specific needs of
businesses, key executives, and high net worth individuals
seeking a higher level of financial service and expertise.

22. ©2013 LinkedIn Corporation. All Rights Reserved.
National Bank of Canada Grows Net Sales with LinkedIn Sales Navigator
22
National Bank of Canada forms one of Canada’s leading
integrated financial groups, and has been named among the 20
strongest banks in the world by Bloomberg Markets.
7%
36%
other Top 25Sales reps not on
LinkedIn Sales
Navigator
Sales Navigator
users:
 Do 4.3x more searches
for prospects than their
peers
 View 2.1x more pages
than their peers
 Are connected to 2.0x
more people than their
peers
Sales reps w/
LinkedIn Sales
Navigator
5.2x
Average growth in
Monthly Net Sales after
activating LinkedIn Sales
Navigator

23. ©2013 LinkedIn Corporation. All Rights Reserved. 23

24. SUCCESSFUL SOCIAL BUSINESS
WITH LINKEDIN SALES SOLUTIONS
AND HEARSAY SOCIAL
Michael Lock
COO & President
linkedin.com/in/michaelhlock @michaelhlock

25. Y O U R T R U S T E D PA RT N E R F O R S O C I A L B U S I N E S S
Clara Shih
CEO & Co-Founder
Formerly Salesforce
Steve Garrity
CTO & Co-Founder
Formerly Microsoft
The first book on
social media for
business
110%
renewal rate in 2013
(customers come
back for more)
75,000+
users in 3 years
SOLID FOUNDATION & SOCIAL EXPERTISE RAPID GROWTH & PROVEN SUCCESS
0
20
40
60
80
2011 2012 2013
Hearsay Social Customers

26. DISTRIBUTION IN FINANCIAL SERVICES IS BROKEN

27. WHAT DOES LINKEDIN & HEARSAY SOCIAL ALLOW YOU TO DO?
Build a Brand
&
Be Found
On LinkedIn
Professional Graph
Conversation feed
Profiles, Updates, Professional Triggers
Personal Buying Triggers
Updates, Discussion Groups
Marketing content library
Grow a Network
&
Foster Relationships
Research & Listen
to understand prospects
& timely information
Publish
to
establish expertise
On G+ & Facebook,
Meet compliance requirements
Compliance & Brand Consistency Across Platforms

28. G R O W B U S I N E S S O N S O C I A L |
2
3
C H AL L E N G E : TOO MUCH
NOISE ON SOCIAL1
C H AL L E N G E : ADVISORS ARE
NOT SURE WHAT TO SAY OR HOW
TO GET STARTED
C H AL L E N G E : COMPLEX
REGULATIONS AND POLICY
WE ADDRESS THE CHALLENGES OF SOCIAL
BUSINESS AT SCALE
??

29. CHALLENGE: TOO MUCH NOISE
SOLUTION:
SOCIAL SIGNALS
(BIG DATA ANALYTICS)

30. CHALLENGE: NOT SURE WHAT TO
SAY OR HOW TO GET STARTEDSOLUTION:
CONTENT LIBRARY &
SUCCESS FORMULA

31. CHALLENGE: COMPLEX
REGULATIONS AND POLICYSOLUTION:
REGULATORY
PROTECTION WITH
ENTERPRISE
ARCHITECTURE &
COMPLIANCE
SOLUTION

32. A SINGLE PLATFORM ACROSS THE ENTERPRISE
| HEARSAY SOCIAL + LINKEDIN SALES SOLUTIONS32
Brand Pages
Field Pages & ProfilesCompliance & Governance

33. THANK YOU. QUESTIONS?