Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SumoLogic and Juniper Networks.

1. 1
The Key to Social Selling
MOUNTAIN VIEW BREAKFAST

2. 2
Welcome
MOUNTAIN VIEW
8:30-9:00 Registration & Breakfast
9:00-9:25 Intro to Social Selling
9:25-9:50 Customer Panel
9:50-10:00 Q&A

3. Intro to Social Selling
Joan Foley
Head of Enterprise Sales, West
LinkedIn Sales Solutions

4. 4
Social Selling Defined

5. 5
Our vision
Connect the world’s buyers and sellers to
build relationships.

6. Social selling is happening across all social media

7. For B2B, LinkedIn is at the bulls eye

8. Members first

9. 400M+

11. HIRE MARKET SELL WORK

12. 12
Why is social selling here today?

13. #SalesConnect
The Buying Process Has Changed
people are now involved
in the average B2B
buying decision
of B2B buyers now use
social media to be more
informed on vendors
of decision-makers say
they never respond to cold
outreach

14. 5X
More likely to engage with sales
professionals via warm introduction
than cold outreach
14

15. Focus on the right
people and
companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
Building relationships with prospects and customers is different
in this new normal. You need to:

16. Get More Out of LinkedIn with LinkedIn Sales Navigator

17. Social Selling:
Components & Measurement

18. The Components of Social Selling
Create a professional
brand
Find the
right people
Engage with
insights
Build strong
relationships
Each component is part of your Social Selling Index score
and valued at 25 points for a total possible score of 100

19. • Publish brand-
related content
• Ensure a
professional photo
1. Create a Professional Brand
Miranda Baylor
Supporting Bio-Pharmaceutical Innovation at XYZ Co.
XYZ Co.
New State Co.
Alma Mater University
Current:
Previous:
Education:
Published by Miranda:

20. 2. Find the Right People
VP, Genco Pharmaceuticals
Senior Director, HealthTech Co.
President and CEO, Pharma Co.
Sinjin Sohnerhalsen
Radhika Rajagopalan
Ed Simcoe
Sr. Director – Quality and Assurance, Genco Pharmaceuticals
Director, QA / Compliance at Genco Pharmaceuticals
Group Leader, Technico Health
Vice President, North America Generics at Benin Laboratories
Head of Operations and Bus Dev at Benin Laboratories

21. • Personalize your
messages
• Join groups that your
prospects might find
of interest and
engage with content
and comments that
show your added
value
3. Engage with Insights
Ed Simcoe
President and CEO, Pharma Co.
Noticed you’ve used MyProduct previously
Hi Ed,
I noticed that you previously were at Benin Laboratories and likely used ABC
Co’s MyProduct. Would you be interested in looking at using MyProduct for
your new company? Let me know if you would like to set up a time to chat
about it.

22. Miranda closed a contract with ABC Pharma and now she can leverage her
relationship with the CEO for additional business and introductions
4. Build Strong Relationships

23. #SalesConnect
Laggards
1000 20 40 60 80
How LinkedIn Measures Social Selling
Social Selling Index (SSI)
Leaders

24. Here’s My Score: Still Room for Improvement!
Check your SSI score at: sales.linkedin.com

25. #SalesConnect
1000 20 40 60 80
Social Selling Index (SSI)
The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
‘12-’14 ’18-’19 ’20+
‘15
’16-’17
28.2
2015
12.2
2012

26. 2x
The impact of SSI
New clients
Meetings secured
Opportunities generated

27. 27
Call to Action: Start Social Selling
Build Strong Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
For more on LinkedIn Sales Navigator, visit sales.linkedin.com
Polish Your LinkedIn Profile
Learn what they care about
Leverage Warm Introductions
Use Personalized InMails
Measure Your Success Track Social Selling Index

28. 28
Customer Panel
​ John Richards
​ Enterprise Relationship Manager, West

29. Anthony Cerche
Senior Manager, Go-To-Market
Operations
Juniper Networks
linkedin.com/in/anthony-
cerché-540971
Buying and Selling in the Digital Age
Bobby Alvarez
Senior Manager, Sales
Enablement
SumoLogic
linkedin.com/in/bobby-
alvarez-26ab366

30. ​ Learn more at sales.linkedin.com
Q&A
30
Anthony Cerche
Senior Manager, Go-To-
Market Operations
Juniper Networks
linkedin.com/in/anthony-
cerché-540971
John Richards
Relationship Manager
LinkedIn
linkedin.com/in/jsrichards89
Joan Foley
Head of Enterprise Sales,
West
LinkedIn
linkedin.com/in/joanfoley
Bobby Alvarez
Senior Manager, Sales
Enablement
SumoLogic
linkedin.com/in/bobby-
alvarez-26ab366

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