Social Selling Roadshow Dubai
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The Sales profession is evolving. Discover how social selling can become a competitive advantage.
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Social Selling Roadshow Dubai
- 1. #socialselling16 Welcome to the D U B A I A P R I L 1 2
- 2. #socialselling16 Dylan Sharkey Head of Sales Solutions (MENA) LinkedIn Sales Solutions
- 4. LinkedIn has 414 Million members across the world #socialselling16 +124M NAMER +132M EMEA +57M LATAM +85M APAC+17M MENA
- 5. LinkedIn has 414 Million members across the world 2M+ United Arab Emirates #socialselling16
- 6. LinkedIn has 414 Million members across the world United Arab Emirates 2M+ 556.5K Decision makers on LinkedIn 67.8K Company Pages on LinkedIn 27% Enterprise 33% Mid-Market 39% SMB #socialselling16
- 8. Influence every relationship driven sale for our customers #socialselling16
- 9. Relationships are foundational for sales success Dylan Company A Company B Company C #socialselling16
- 10. The buyer’s process has changed 5.4 75of B2B buyers now use social media to be more informed on vendors % 90of decision makers say they never respond to cold outreach % people are now involved in the average B2B buying decision #socialselling16
- 11. Agenda #socialselling16 9:30am Welcome and Overview 9:40am Social Selling: How to Unlock Competitive Advantage 10:10am Hallmarks of a Social Seller 10:40am Customer Panel 11:30am Networking Join The Conversation: #socialselling16
- 12. #socialselling16 Kevin Scott Head of Sales Solutions, EMEA, LinkedIn SOCIAL SELLING How to unlock competitive advantage
- 13. Thomas Bell President, Linnean Society of London “The year which as passed has not been marked by any of those striking discoveries...”
- 14. “Everyone’s always asking me when Apple will come out with a cell phone. My answer is ‘Probably never.’” David Pogue Tech Columnist, New York Times
- 15. $260B??? ? “Zuckerberg is an idiot! I can’t believe he turned down Yahoo for 1 billion dollars.”
- 16. Mike Derezin ? ??? “Zuckerberg is an idiot! I can’t believe he turned down Yahoo for 1 billion dollars.”
- 19. AdvantageCompetitive S U S T A I N A B L E #socialsellingroadshow
- 20. Rita Gunther McGrath The End of Competitive Advantage
- 21. "To win in volatile and uncertain environments, executives need to learn how to exploit short-lived opportunities with speed and decisiveness.”
- 23. by Geoffrey Moore Crossing the Chasm
- 24. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters
- 25. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters HIGH RISK NO RISK
- 26. The Chasm HIGH RISK NO RISK HIGH REWARD NO REWARD Early Majority Late Majority LaggardsInnovators and Early Adopters
- 27. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters The World Wide Web ‘94-’95 ‘96-’98 ’99-’00 ’00+
- 28. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters ‘94-’95 ‘96-’98 ’99-’00 ’00+ $182 BILLION $437 BILLION The World Wide Web
- 29. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters Social Recruiting ‘07-’10 ‘11-’13 ’14-’16 ’17+
- 30. Social Recruiting Hero Jennifer Candee Head of Global Talent Acquisition, SABMiller "I saw the opportunity in direct sourcing through LinkedIn. I knew it was the future, but had to move quickly to lock-in as many gains as possible before the rest of the world caught on."
- 31. Jennifer Candee Head of Global Talent Acquisition, SABMiller "I've helped save SABMiller about $7-10M annually by shifting to direct sourcing and LinkedIn Recruiter."Social Recruiting Hero
- 32. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters Social Selling ‘12-’14 ’18-’19 ’20+‘15 ’16-’17
- 33. Social SellingIndex (SSI) Create a professional brand Find the right people Engage with insights Build strong relationships
- 34. SSI leaders create 45% more opportunities per quarter than SSI laggards. 45%more opportunities SSI leaders are 51% more likely to hit quota than SSI laggards. 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 Why is Social Selling important?
- 35. Laggards 1000 20 40 60 80 Social Selling Index (SSI) Leaders
- 36. 1000 20 40 60 80 Social Selling Index (SSI) 28.5 2016 12.2 2012
- 37. 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 28.5 2016 12.2 2012
- 38. 29.9 NAMER 21.0 LATAM 24.9 APAC 28.3 EMEA We can look at SSI by region 31.2 UAE
- 39. The average United Arab Emirates SSI has increased 20% over the last year Source: LinkedIn Internal Data The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI. 26.1 26.7 26.7 27.4 28.2 28.7 28.8 30.1 30.3 30.8 30.0 29.8 31.2
- 40. Source: LinkedIn Internal Data – January & December 2016 Some sectors are taking the lead in Social Selling 2.3 5.5 4.8 4.8 5.3 5.6 4.3 5.8 6.5 17.7 0 20 40 60 Manufacturing/Industrial Retail & Consumer Products Aero/Auto/Engineering Financial Services & Insurance Healthcare & Pharmaceutical Government/Education/Non-… Oil & Energy Professional Services Tech, Telecom & Media Staffing Growth in SSI January ’15 – Dec’15
- 41. Which UAE Enterprise companies in the room are winning at Social Selling? Source: LinkedIn Internal Data 1 44.2 3 40.1 4 30.4 5 29.2 2 42.2 VMware Google Microsoft Wipro Schneider Electric
- 42. Which UAE SMB companies in the room are winning at Social Selling? Source: LinkedIn Internal Data 1 67.8 3 50.3 4 44.6 5 44.6 2 50.4 Nabbesh.com Thousand Network Zafin Marcom Arabia VoicEarn FZ LLc
- 43. Top Social Sellers in the room 5 Fayçal Boubidi Marketing Manager at QANAWAT – FZ, L.L.C. 77.4 4 Rina Bardic Marketing Communications (MENA Region) at PA Consulting Group 77.5 3 Ryan Aldrin Business Development Director at Nabbesh 81.3 2 Ivo Sharpe Area Manager at deVere Acuma Abu Dhabi 81.8 1 Anthony Hobeika Chief Executive Officer at MENA Research Partners 82.5 Source: LinkedIn Internal Data 16
- 44. How can you seize the opportunity? MeasurementEducationExecutive Alignment
- 45. MeasurementEducationExecutive Alignment Social Selling Heroes How can you seize the opportunity?
- 46. Executive Alignment MeasurementEducation Social Selling Heroes
- 47. VP Global Sales Enablement and Programs, PTC "Our corporate strategy is enabling smart connected products for competitive differentiation. Our team personalized it to get executive alignment - social selling is smart connected reps for competitive differentiation." Executive Alignment
- 48. VP Global Sales Enablement and Programs, PTC "We've seen greater than a 50x ROI with Sales Navigator - measured in either revenue attained or pipeline."Executive Alignment
- 49. Executive Alignment Education Senior Director, GCO Sales Tools and Technology, SAP "Social selling is the biggest single change to the SAP sales strategy in the last 10 years by an order of magnitude."
- 50. Education Senior Director, GCO Sales Tools and Technology, SAP "I was going to be either the hero or villain. Someone has to take a risk to make things happen."
- 51. Education Senior Director, GCO Sales Tools and Technology, SAP "You have to customize the training, embed it in your overall training, and make sure to focus on middle managers."
- 52. Education Senior Director, GCO Sales Tools and Technology, SAP "We have seen massive ROI. I just learned of a half million dollar deal in Asia Pacific where a prospect reached out to our SAP rep through LinkedIn."
- 53. Senior Social Media Manager – EMEA, Symantec “Measuring our social selling is critical to justifying our ROI. SSI is at the core of what we do.” Measurement
- 54. Senior Social Media Manager – EMEA, Symantec "We always combine SSI with actionable intelligence. If you only provide data it is just another number, it won’t change the mindset. You have to tell teams what specific actions to take." Measurement
- 55. Measurement Senior Social Media Manager – EMEA, Symantec "We always combine SSI with actionable intelligence. If you only provide data it is just another number, it won’t change the mindset. You have to tell teams what specific actions to take."
- 56. Social Selling Heroes Innovators and Executive Alignment MeasurementEducation
- 57. “The tipping point is that magic moment when an idea, trend, or social behaviour crosses a threshold, tips, and spreads like wildfire.” MALCOLM GLADWELL- THE TIPPING POINT
- 58. #socialselling16 Kevin Ryan Head of Marketing, LSS EMEA LinkedIn SOCIAL SELLING Hallmarks of a Social Seller
- 64. It’s not personal…it’s business It’s all personal #socialselling16
- 65. Unique Journey Verification Warm Intro Generic Process Discovery Cold Call
- 68. 67% of marketers think intent data will help them gain a competitive edge. #socialselling16
- 69. Only 46% of companies use intent data to target companies that are ready to buy. #socialselling16
- 70. Target based on interest and intent 90% Universe of Potential Customers 45% Target Prospects INTEREST INTENTINTEREST
- 71. Paul Lewis Global Social Media Marketing Manager, Pitney Bowes “I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.” #socialselling16
- 73. Top performers spend 25% more time on research and preparation. #socialselling16
- 74. Understand buyers and their process Vs.
- 75. Nada Khan Territory Manager (MENA), LinkedIn Sales Solutions “Through my network, I was able to get detailed information about the buying process in one of my key accounts.” #socialselling16
- 77. Indispensable sales and marketing pros send 148% more connection requests and share 23% more content #socialselling16
- 79. Alex Favela Sales Development Representative, SugarCRM “I sent the CTO of TIAA-CREF an Inmail referencing his LinkedIn post and our disruptor pitch. He sent me to someone who took a meeting.” #socialselling16
- 80. Murtaza Munir Director, New Business Development, Active International “I tailor each message based on what I learn from content individuals have published. That’s how I recently closed a $1M deal” #socialselling16
- 81. To be indispensable, focus on the right signals Signal Intent Interest Website visit Pages viewed Call to action (CTA) response Job change Hiring activity Content sharing Social comments People connections INTEREST INTENT Social Signals
- 82. Target • Receive daily lead recommendations • Use advanced search to identify prospects • Get alerts that signal intent to buy • Analyse profile and social activity data • Connect via warm introductions and InMail • Deliver relevant content at the right time Act Understand LinkedIn Sales SolutionsLinkedIn Sales Solutions
- 83. Relevant news LinkedIn’s network data Your accounts, leads & preferences Sales Navigator makes it simple to establish and grow relationships with your prospects and customers Sales Navigator
- 84. 5X More connections Source: LinkedIn Internal Data – January 2016 Sales Navigator is extending the network of reps It can extend your network by…
- 86. #socialselling16 Nada Khan Territory Manager (MENA) LinkedIn Sales Solutions Aiham Al-Akhras Head of Business Development Fujitsu Abdulaziz Alhammadi Manager, Corporate Communications Dubai Airport Freezone Authority Toby Downes National Sales Leader FCM Travel Solutions PANEL Your next steps to social selling success
- 88. #socialselling16 Dylan Sharkey Head of Sales Solutions (MENA) LinkedIn Sales Solutions CLOSING REMARKS