Today's buyer is harder to reach, harder to engage, and harder to build a relationship with. Each buyer has unique organisational needs and priorities and they are better informed than ever, routinely making purchasing decisions without input from sales reps. Fortunately, establishing the right approach with buyers doesn't have to be a proposition of chance. You can anticipate and meet the needs of the buying committee by leveraging your network and feeding them the right insights at the right time. In this webinar, we will show you how to: - Track and find new pathways into a prospect account - Fuel your referral engine by leveraging your professional network on a large scale - Use proven tactics that will turn serendipitous opportunities into science

1. Serendipity to Science:
Leveraging data and relationships for sales success
Ben Eatwell
ANZ Marketing Manager
LinkedIn Sales Solutions
©2015 LinkedIn Corporation. All Rights Reserved.
Marco Julio Jorge
Account Executive
LinkedIn Sales Solutions

2. Serendipity to Science – Using Social
Insights to Win Business
Ben Eatwell
ANZ Marketing Manager
LinkedIn Sales Solutions

3. Busting the myth
54
55
67
0 25 50 75 100
Selection
Solution
Education
“Buyer’s are 60-90% the way through the
buying journey”

4. TAMTAM
5% - Actively Buying
15% - Not ready
80% - Open to ideas
Focus on the right accounts with
the right message

5. To win the 85% you need 3 things
To be there first
1 50% of sales go to the first responder*
*InsideSales **Statistic Brain
Add value from the very first engagement
Buyer attention span is between 6-8 seconds***3
2 Build trust fast
95% of buyers view peers & colleagues as a trusted information
source**
**IDC

6. Social selling is simply
Leverage existing relationships
to build trust fast
Understand your buyer’s
motivations and process
Influence the entire decision
making unit with contextual
content
Target buyers who are
interested and have intent
Using your network to uncover social triggers that:
1 2
3 4

7. Serendipity to Science – Leveraging
relationships
Marco Julio Jorge
Account Executive
LinkedIn Sales Solutions

8. How to measure social selling
on LinkedIn

9. T H E S O C I A L S E L L I N G I M P A C T
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

10. TRUE STORY
International
Healthcare Group

11. BUILD TRUST
International Healthcare
International Healthcare

12. BUILD TRUST
Teresa
Teresa

13. BUILD TRUST
Hi Teresa, nice to e-meet you!
Teresa
Teresa
Teresa

14. BUILD TRUST

15. TeamLink

16. 16

17. 17

19. STORY
Food & Beverage Corp.
1965
Food & Beverage Corp.
Food & Beverage Corp.
Food & Beverage Corp.
Food & Beverage Corp.

20. Diane Chiu – Marketer of the Year
Diane Chiu has won Marketer of the
Year for McDonaldsFood & Beverage
Corp.
Food & Beverage Corp.

22. 22

23. BUILD TRUST

24. 24

25. How to measure social selling
on LinkedIn

26. 26
Check yours out: www.linkedin.com/sales/ssi

27. Video