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LinkedIn for Business- Your Sales Strategy for the Digital Age

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On the 27th of July, LinkedIn held an afternoon High Tea event that discussed Business Strategy in the Digital Era. Guests heard from a number of thought leaders who discussed social selling, and more specifically, how they can gain a competitive sales advantage to rapidly enhance their sales teams effectiveness through targeted social media engagement. This presentation was shown on the day and gives insights into the components of social selling, reps who are using social to be competitive, and how to put this strategy into practice.

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LinkedIn for Business- Your Sales Strategy for the Digital Age

  1. 1. 2 Your Business Strategy for the Digital Era
  2. 2. Agenda Buying and Selling in the Social Age By Marco Jorge Customer Panel Discussion by Vivian Wong Staying Ahead in a Changing Sales Landscape by Mark Ghaderi
  3. 3. Mark Ghaderi Principal Vital Strategies Staying Ahead in a Changing Sales Landscape
  4. 4. 66% 16%65%
  5. 5. 66% 16%65%
  6. 6. LinkedIn Sales Navigator helped influence or support deals worth over $500 million in contract value.. One of our sales reps was struggling with an account. With TeamLink, he found a good contact, got a foot in the door, and ended up closing a very valuable multi -million dollar deal.” — Rama Sivasubramaniam, Head of Global Sales & Marketing Excellence, HCL
  7. 7. Users are 45% more effective at finding the right prospects & 58% more effective at engaging decision makers “It takes the ‘cold’ out of cold calling. If you know who you’re talking to, where they’re from, what they value—that can tell you a lot about a person. It can tell you about their priorities and interests.” — Arthur Jager, Corporate Account Manager, Symantec
  8. 8. 40% increase in sales pipeline within a few months of rolling out Sales Navigator! “With the updated data lists on LinkedIn, it’s easier to target the CEOs of businesses that I’m targeting for cloud solutions in China. It has really shortened the sales cycle.” — Charles Ruan, Account Manager, SAP China
  9. 9. My entry-level rep was able to get into a very powerful law firm in town and get to a decision maker 10 times faster than they would have had they gone the traditional cold call route. With LinkedIn, they were able to locate and get the ear of the decision maker on the first attempt.” — Phil Horn, VP of Ticket Sales and Service, Sacramento Kings Sacramento Kings close deals 3.2X larger with LinkedIn and Sales Navigator.
  10. 10. “We use LinkedIn Sales Navigator for every single deal.” — Paul Weingarth, Head of Field Sales, PayPal Australia By using LinkedIn Sales Navigator for social selling, PayPal Australia was able to achieve a nearly 3000% ROI while reduce sales cycles by 25%.
  11. 11. ©2015 LinkedIn Corporation. All Rights Reserved.
  12. 12. Marco Jorge Senior Account Executive LinkedIn Sales Solutions Buying and Selling in the Social Age
  13. 13. 433,000,000 Globally
  14. 14. 92,000,000 In APAC
  15. 15. 1,200,000 Hong Kong
  16. 16. SELLMARKETHIRE
  17. 17. Have you Googled your name?
  18. 18. Of buyers use Social Media to make purchasing decisions
  19. 19. What is Social Selling?
  20. 20. Create a Customer Centric Profile The components of Social Selling
  21. 21. Create a Customer Centric Profile Find the right people The components of Social Selling
  22. 22. 30
  23. 23. Your target clients are on LinkedIn There are 269K Director+ decision makers in Hong Kong Seniority: Owners, Director, VP, CXO & Partners Country: Hong Kong Industry: All 269,952Target buyers in Hong Kong alone
  24. 24. Create a Customer Centric Profile Find the right people Engage with insights The components of Social Selling
  25. 25. Diane Chiu has won Marketer of the Year for McDonalds Diane Chiu – Marketer of the Year
  26. 26. Create a Customer Centric Profile Find the right people Engage with insights Build strong relationships The components of Social Selling
  27. 27. TeamLink
  28. 28. More likely to engage with sales professionals via warm introduction than cold outreach 44
  29. 29. Reps Who Are Social Selling Promoted to VP 17 months faster Get Promoted Faster 51% more pipeline More Opportunities 3X more likely to go to club Go to Club
  30. 30. Sales Navigator - teaser
  31. 31. ©2015 LinkedIn Corporation. All Rights Reserved.
  32. 32. Panel Discussion Dean Ward Head of Risk Sales Specialists - Hong Kong & North Asia at Thomson Reuters Alistair Cochran Key Account Sales Manager at Weiss-Röhlig Hong Kong / South China Jessica Triffitt Director - Business Development, Asia Pacific at Tag Worldwide (a DP DHL company)
  33. 33. ©2015 LinkedIn Corporation. All Rights Reserved. Q&A
  34. 34. ©2015 LinkedIn Corporation. All Rights Reserved.

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