The buyer's journey has changed significantly in the past years, close to 60% is completed without input from your Sales Representatives.
Influencing, thought leadership and social listening are more important than ever. In this session we will inspire you on the methodology we LinkedIn calls "Social Selling". Are you a social seller?, check your Social Selling Index at www.linkedin.com/sales/ssi.
5. LinkedIn has 414 Million members across the world
6M+
Netherlands
6. LinkedIn has 414 Million members across the world
NETHERLANDS
6M+
1.3M
Decision makers on LinkedIn
177.1K
Company Pages on LinkedIn
19%
Enterprise
29%
Mid-Market
52%
SMB
9. The buyer’s process has changed
5.4 75of B2B buyers now use
social media to be more
informed on vendors
% 90of decision makers say
they never respond to
cold outreach
%
people are now involved
in the average B2B buying
decision
15. Social SellingIndex (SSI)
Create a
professional brand
Find the
right people
Engage with
insights
Build strong
relationships
www.linkedin.com/sales/ssi
16. SSI leaders create
45% more opportunities per
quarter than SSI laggards.
more opportunities
SSI leaders are
51% more likely to hit
quota than SSI laggards.
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?
20. The average Dutch SSI has increased 10% over
the last year
Source: LinkedIn Internal Data
The charts above represents a regional view of SSI. Because the LinkedIn "Sales Defini8on" (who cons8tutes as a sales person) changes, we only display a 8me 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.
+10%
29.6
30.3 30.3 30.4
30.7
31.3
30.3
30.8
32.0
32.3 32.4
31.2
32.6
21. Source: LinkedIn Internal Data –
January & December 2016
1.4
2.1
3.5
2.7
3.2
2.7
2.6
2.8
1.9
4.1
0 20 40 60
Government/Educa8on/Non-profit
Healthcare & Pharmaceu8cal
Retail & Consumer Products
Manufacturing/Industrial
Aero/Auto/Engineering
Oil & Energy
Financial Services & Insurance
Professional Services
Staffing
Tech, Telecom & Media
Growth in SSI
January ’15 – Dec’15 =
Some sectors are adop8ng Social Selling faster than others
22. Educate
• LinkedIn trains users & managers
• Users select their Book of Business
• Track usage / SSI / use insights in coaching
• Best practices / successes
• Pipeline, multi-level contacts, improved meetings
• Revenue (net-new or upsell)
Achieve KPI’s
Measure & Adjust
A Social Selling Journey
Exec. alignment
• Announce program
• Set goals with Sales Management
• Increase awareness
• Display social ambassadorship (SSI)Build profiles
23. How can you
seize the opportunity?
MeasurementEducationExecutive Alignment
25. 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
26. 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
