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Sachin Rekhi
Head of Product Management
LinkedIn Sales Solutions
The Future of Social Selling
Steven Kaplan
Product Manage...
%
Of B2B Buyers use social media to
make purchasing decisions
%
Of B2B decision-makers expect new
or different insights from sales
professionals
More likely to engage with sales
professionals via warm introduction
than cold outreach
What is Social Selling?
Establish a professional presence on LinkedIn
with a complete profile
Prospect efficiently with po...
Why Social Selling Matters
45%More opportunities
SSI leaders create 45% more
opportunities per quarter than SSI
laggards.
...
Social Selling & Sales Navigator Boosts Pipeline & Revenue
7x 11x
Sales Navigator Sales Navigator
LinkedIn.com LinkedIn.co...
3X more likely to go
to club
Go to Club
Sales Professionals Who Are Social Selling
• Finished year in the Top 10
• Leaders...
%
Of our opportunities
start with LinkedIn
— Paul Weingarth, Head of Sales, PayPal Australia
Top Social Sellers Here Today
1. 87Sulemann Ahmed, Digital Advisor at Servo Annex
2. 84John H Bell, VP Enterprise Digital ...
Connect the world’s buyers and
sellers to build relationships.
LinkedIn Sales Solutions Mission
Find the
right people
350M +
members, and 2 new
every second
2B +
Members updates
per week
Stay informed Build trust
Billi...
Sales Navigator
Account-centric View
Account & Contact CRM Import
Lead Recommendations
Actionable Insights
TeamLink
CRM Account & Contact ...
Sales Navigator for iPhone
Actionable Insights
TeamLink
Accounts & Leads View
Sales Inbox
inMail
Be the start of every
sales opportunity
Definitive social selling
dashboard
Effortless education
on social selling
Connecting the dots between
sales & marketing
The Future of Social Selling
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The Future of Social Selling

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The Future of Social Selling

  1. 1. Sachin Rekhi Head of Product Management LinkedIn Sales Solutions The Future of Social Selling Steven Kaplan Product Manager LinkedIn Sales Solutions
  2. 2. % Of B2B Buyers use social media to make purchasing decisions
  3. 3. % Of B2B decision-makers expect new or different insights from sales professionals
  4. 4. More likely to engage with sales professionals via warm introduction than cold outreach
  5. 5. What is Social Selling? Establish a professional presence on LinkedIn with a complete profile Prospect efficiently with powerful search and research capabilities Discover and share valuable information to initiate or maintain a relationship Expand your network to reach prospects and those who can introduce you to prospects Build strong relationships Engage with insights Find the right people Create a professional brand
  6. 6. Why Social Selling Matters 45%More opportunities SSI leaders create 45% more opportunities per quarter than SSI laggards. 51%More likely to hit quota SSI leaders are 51% more likely to hit quota than SSI laggards.
  7. 7. Social Selling & Sales Navigator Boosts Pipeline & Revenue 7x 11x Sales Navigator Sales Navigator LinkedIn.com LinkedIn.com 0 2 4 6 0 5 10 15 20 Revenue Growth (%)Pipeline Growth (%)
  8. 8. 3X more likely to go to club Go to Club Sales Professionals Who Are Social Selling • Finished year in the Top 10 • Leaders Club for 6 months “LinkedIn has changed my life. It’s enabled me to excel in a world where I otherwise was a complete underdog. It’s given me a voice, a reach, and a platform to tell the world why I matter!” SSI 87
  9. 9. % Of our opportunities start with LinkedIn — Paul Weingarth, Head of Sales, PayPal Australia
  10. 10. Top Social Sellers Here Today 1. 87Sulemann Ahmed, Digital Advisor at Servo Annex 2. 84John H Bell, VP Enterprise Digital Marketing at Travelers 3. 71Stephen B. Dunbar III, J.D., Managing Partner at AXA Advisors 4. 68Tina Tse, Director of Marketing & Communications at MacKay Shields 5. 67Brendan Kenalty, AVP – Digital Properties at Manulife Financial
  11. 11. Connect the world’s buyers and sellers to build relationships. LinkedIn Sales Solutions Mission
  12. 12. Find the right people 350M + members, and 2 new every second 2B + Members updates per week Stay informed Build trust Billions Of professional relationships
  13. 13. Sales Navigator
  14. 14. Account-centric View Account & Contact CRM Import Lead Recommendations Actionable Insights TeamLink CRM Account & Contact Profiles Sales Navigator
  15. 15. Sales Navigator for iPhone Actionable Insights TeamLink Accounts & Leads View Sales Inbox inMail
  16. 16. Be the start of every sales opportunity
  17. 17. Definitive social selling dashboard
  18. 18. Effortless education on social selling
  19. 19. Connecting the dots between sales & marketing

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