In a world where personalization is rapidly becoming the standard, we’re quick to reject anything that feels generic or impersonal. Buyers no longer have patience for the tried and true sales tactics you’ve been using for years. For sales and marketing professionals, this presents a new set of challenges. Discover how your peers are conquering these challenges in the new sales era.

1. #socialselling16
SOCIAL SELLING
Hallmarks of a Social Seller
Justin Shriber
Head of LSS Marketing
LinkedIn

7. It’s not personal…it’s businessIt’s all personal
#socialselling16

8. Unique Journey
Verification
Warm Intro
Generic Process
Discovery
Cold Call

9. 400M+ Members
Interests
Intentions
Methods
Sales Navigator
Target
Understand
Act

10. Act
Understand
Target

11. 67% of marketers think intent
data will help them gain a
competitive edge.
#socialselling16

12. Only 46% of companies use
intent data to target companies
that are ready to buy.
#socialselling16

13. Target based on interest and intent
90%
Universe of
Potential Customers
46%
Target Prospects
INTEREST INTENTINTEREST

14. 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

15. Act
Understand
Target

16. Top performers spend 25% more
time on research and
preparation.
#socialselling16

17. Understand buyers and their process
Vs.

18. Regional Sales Director, SugarCRM
”I sent several inmails into First Solar
and got hits on my profile from people
I hadn’t contacted. That told me my
message was forwarded."
#socialselling16

19. Account Executive, LinkedIn Sales Solutions
“Through my network, I was able to
get detailed information about the
buying process in one of my key
accounts.”
#socialselling16

20. Act
Understand
Target

21. Indispensible sales and
marketing pros send 148% more
connection requests and share
23% more content
#socialselling16

22. Influence every stakeholder
Vs.

23. 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

24. 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

25. To be indespesible, 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

26. 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

27. 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

28. 0%
1%
2%
3%
0 20 40 60 80 100
%oftotalNumber
ofSalesNavigatorUsers
SSI
Source: LinkedIn Internal Data – January 2016
Avg SSI
of Sales Navigator Users
January 2016
64.03
AVG Pre SSI
of Sales Navigator Users
pre licence deployment
50.01
Sales Navigator has fundamentally improved Social Selling Behavior
across all Ireland Sales Navigator Users

29. 5X
More
connections
Source: LinkedIn Internal Data – January 2016
Sales Navigator is extending the network of reps
It can extend your network by…

30. Commercial Support Manager, CEB
“Sales Navigator allows me to prospect more quickly,
find the correct contacts, stay up to date on my accounts
and prospects, and hit my quotas. I doubt I would have
been promoted if I did not have Sales Navigator!”
#socialselling16

31. #socialselling16
And the winner is…..

32. #socialselling16
QUESTIONS