Justin Shriber - Head of Marketing, LinkedIn Sales Solutions Social Sales Summit. 29 October 2015. ivy. Sydney

1. Justin Shriber
Head of Marketing, LinkedIn Sales Solutions
LinkedIn
THE MARKETING LEADER – A CATALYST
IN SOCIAL SELLING TRANSFORMATION

3. A machine that amplifies input force to
provide a greater output force

5. Marketing = Leads
Sales = Bookings

6. Sales + Marketing = Revenue Productivity
Response Rate
Close Rate
Average Sale Price
Cost of Sale
?

7. Social Selling Index (SSI)
Create a
professional
brand
Find the
right people
Engage with
insights
Build strong
relationships

8. Response Rate
Close Rate
Average Sale Price
Cost of Sale
?
Social Selling Index

9. Vice President Marketing
”Sales professionals need a tool they
can use to define their personal brand
and make our company narrative their
own."Build a Professional
Brand

10. Senior Product Marketing Manager
”Our segmentation work is the
foundation for the prospects that
account managers target"
Find the Right
People

11. Assistant Vice President, Marketing
”I distribute targeted content to sellers
and they, in turn, are able to deliver it
to buyers directly. It feels very
personalized."Engage with Insights

12. Chief Marketing Officer
”Power sessions allow sales and
marketing to put social selling to work
on a daily basis."
Build Strong
Relationships

13. 1000 20 40 60 80
Social Selling Index (SSI)
28.2
2015
12.2
2012

14. Senior Social Media Manager – Symantec
Measuring our social selling is
critical to justifying our ROI. SSI
is at the core of what we do.Measurement

15. 16