TECH Connect 2017 - Keynote by Melissa Murray Bailey, Sr. Director Sales Solutions APAC - LinkedIn

1. Melissa Murray Bailey
Sr. Director Sales Solutions APAC
LinkedIn
Future of Sales:
Bleak or Bright?
#inTC17

2. of buyers don’t believe sales
understands their business
and don’t think they can help%

3. find it more productive
to spend their time online
BUYERS

4. expectations have risen
BUYERS

5. are disrupting the economy and
making sales jobs disappear
AUTOMATION & AI

6. Future of Sales
THE BRIGHT

7. FUNCTIONAL
THE CUSTOMER RELATIONSHIP CONTINUUM
TRANSACTIONAL STRATEGIC

8. STRATEGICFUNCTIONALTRANSACTIONAL
THE CUSTOMER RELATIONSHIP CONTINUUM

9. TRANSACTIONAL
Of sales people on LinkedIn have
these skills tagged on their
profiles
UP TO

10. STRATEGICTRANSACTIONAL FUNCTIONAL
THE CUSTOMER RELATIONSHIP CONTINUUM

11. More in demand
compared to
transactional skills
FUNCTIONAL

12. FUNCTIONALTRANSACTIONAL
THE CUSTOMER RELATIONSHIP CONTINUUM
STRATEGIC

13. More in demand
than the most
common sales
skills
STRATEGIC

14. THE CUSTOMER RELATIONSHIP
CONTINUUM
FUNCTIONALTRANSACTIONAL STRATEGIC

15. SALES NEEDS TO CONTINUE TO EVOLVE

16. Personalization
at scale
THREE KEYS TO
SUCCESS
Using sales automation
to help B2B sales
Converging sales and
marketing

17. of sales and marketing
THE CONVERGENCE

18. MARKETING SALES

19. MARKETING SALES

20. MARKETING SALES

21. More likely to accept
a connection request
VALUE OF SALES AND MARKETING CONVERGENCE

22. More likely to accept
a connection request
VALUE OF SALES AND MARKETING CONVERGENCE
More likely to respond to
a Sales Navigator InMail

23. VALUE OF SALES AND MARKETING CONVERGENCE
More likely to re-share
the marketing messages
More likely to accept
a connection request
More likely to respond to
a Sales Navigator InMail

24. CASE STUDY
Danielle Uskovic,
Head of Digital & Social

25. DANIELLE
USKOVIC
“Salespeople need to be more like marketers in
this new digital world, and marketers need
to be more like salespeople.”

26. The engagement
of non users
More connected to
key decision
makers

27. to help B2B sales
USING SALES AUTOMATION

28. FREE UP TIME BY DOING REPETITIVE
AND LOWER VALUE TASKS

29. Time is spent selling,
the rest is on admin
and training
ONLY

30. IMPROVE REP PRODUCTIVITY

32. More decision makers in their target audience
FINDING
AVERAGE USER BENEFITS FROM AUTOMATED INSIGHTS BY

33. ENGAGING
AVERAGE USER BENEFITS FROM AUTOMATED INSIGHTS BY
FINDING
More decision makers in their target audience

34. CONNECTING
AVERAGE USER BENEFITS FROM AUTOMATED INSIGHTS BY
ENGAGINGFINDING
More decision makers in their target audience

35. LEARN ABOUT PROSPECTS & GIVE REPS
NEW VALUABLE AUTOMATED INSIGHTS

37. CASE STUDY
Nitesh Aggarwal
AVP, Sales
Effectiveness

38. “Sales Navigator helps us connect with and
engage prospects at different phases
throughout the sales cycle.”
Nitesh Aggarwal

39. at scale
PERSONALIZATION

40. PERSONALIZED EXPERIENCES ARE THE NORM

41. PERSONALIZED EXPERIENCES ARE THE NORM

42. PERSONALIZED EXPERIENCES ARE THE NORM

43. Buyers want reps to
integrate customized
data and insights into
their interactions

44. 1%
Cold calling Email conversion
3%
InMail
15%
30%
(top
senders)
SALES OUTREACH STRATEGY

45. • Find common ground
• Use content to personalize
• Have mutual connections
PERSONALIZATION
at scale

46. Future of Sales
THE BRIGHT

47. PEOPLE

48. PROCESS
PEOPLE

49. PROCESS
PEOPLE
TECHNOLOGY