LinkedIn Sales Solutions SMB Event - 12th March 2014

1. ©2013 LinkedIn Corporation. All Rights Reserved.
Sales Navigator
Dana Feldman
Head of SMB Sales
Solutions, ANZ
Andrew McCarthy
Account Executive, Sales
Solutions

2. Agenda for today
 LinkedIn Today
 Social Selling Evolution
 LinkedIn Sales Navigator
 Customer Success Story: Roland Irwin, GM
of Marin Software
LSS 2©2013 LinkedIn Corporation. All Rights Reserved.

3. Our MissionConnect the world’s professionals to make them more
productive and successful

4. Members Worldwide
+2 new
Members Per Second
150M+
Monthly Unique Visitors
277M+
LinkedIn: Worlds largest professional network
North America:
80M+
Latin America and
Caribbean:
20M+
Europe, Middle East
and Africa:
50M+
Asia Pacific:
50M+
Australia:
5.1M+

5. Hire
Engage the world’s
best passive talent
Sell
Engage the world’s
decision makers
Market
Engage most effectively
with professionals

6. The Social Selling Evolution

7. LSS 7©2013 LinkedIn Corporation. All Rights Reserved.
75%
B2B purchaser
influenced
by social
Buyers Have Changed
How have you changed your approach?
90%5.4
Decision Makers in
B2B Buying Cycle
Of decision makers do
not respond to cold
emails or calls

8. So what is social selling?
Leveraging your professional brand to fill your pipeline with the right people,
insights and relationships.
LinkedIn’s Mission:
Turn relationships and
information into business
opportunities.

9. How
How do I get
a warm intro?
LSS 9©2013 LinkedIn Corporation. All Rights Reserved.
+277M
Members (including 4.8M
in Australia)
+2B
member updates
per week
Billions
connections
How Sales Navigator helps frontline sales teams
What
What to
talk about?
Who
Who are the
Right People?
• Lead Builder
• Search Filters
• Search Alerts
• Profile Organizer
• Who Viewed Me
• 3rd Degree
• TeamLink
• InMails
• Introductions

10. Social Selling Index

11. Introducing the LinkedIn Social Selling Index
How well does your sales team embrace social selling?
17
Laggards
1000
Leaders
“52% would interact with
adviser via social” - Cogent
Research

12. How do we measure SSI?
LinkedIn’s Social Selling Index (SSI) is a first-of-its kind measure that ranks company utilisation of
LinkedIn as a social selling tool. Gain visibility into your company’s activities, uncover new
opportunities, and benchmark yourself against peers and competitors.