The document discusses the growing importance of social selling and introduces LinkedIn Sales Navigator. It provides data showing that social media use is increasing among B2B buyers and that social sellers are more likely to exceed quotas, get promoted faster, and join the president's club. The document then previews new features of Sales Navigator to help sellers adapt to this new buying environment by focusing on the right people and companies, staying informed on accounts, and building trust. Finally, it shares a case study where Sales Navigator increased an Asia Pacific region sales pipeline by over 40% and generated $300k in direct revenues.

2. Mike Derezin
Vice President Global Sales Solutions
LinkedIn
Welcome to the Social Selling Era

3. Source: Billy Gast, April 14, 2010, Flickr

4. LinkedIn Sales Solutions Mission
Connect the world’s buyers and sellers
to build relationships.

5. Members first

6. Average number of key influencers in
a B2B purchase

7. %
Of B2B Buyers use social media to
make purchasing decisions

8. B2B buyers are 5X more likely to
engage with sales professionals via
warm introduction than cold outreach.

9. Social Selling State of the Union

10. Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Defined…

11. Laggards
0 100
Leaders
Social Selling Index

12. 99%
As measured by growth in SSI
Social Selling is Growing

13. NAMER
26.5
LATAM
16.9
EMEA
24.5
ASIA
19.3
ANZ
24.7

14. Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
SSI measures your performance across the four pillars of social
selling
Social Selling Index measures adoption
of LinkedIn social selling practices on a
0-100 scale
Performance on four key dimensions,
each worth 25 points
24.3

15. 24.3
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
Brazil
8.6
3.2
1.3
5.7
18.8
How are all sales professionals in Brazil doing?

16. 24.3
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
How are all sales professionals globally doing?
Today’s
Attendees
15.8
9.7
4.3
14.9
44.7
Brazil
8.6
3.2
1.3
5.7
18.8

17. 44.7
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Today’s
Attendees
15.8
9.7
4.3
14.9
How do you compare to your team?
SSI of your Sales
Reps
11.5
5.3
1.9
11.2
29.8

18. Who are the Social Selling Leaders in the Room?
1
2
3
4
5
57
53
47
46
46

19. Sales Professionals Who Are Social Selling
51% more likely to
exceed quota
Exceed Quota
3X more likely to go
to club
Go to Club
Promoted to VP 17
months faster
Get Promoted Faster

20. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• Achieved almost 3,000% ROI
• Reduced sales cycles by 25%
• Over $300,000 in revenue in the first year
“We use LinkedIn Sales Navigator for every single deal.
It dramatically reduced the length of time to acquire a
merchant.”
SSI
82

21. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• President’s Club FY 2014
• Finished the year at 166% of Quota
“I put it down to LinkedIn; when I track down my lead
sources for deals I closed LinkedIn had a profound effect
on how I engaged with decision makers and how I went
about identifying those individuals.”
SSI
71

22. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• Jan 2011 Promoted to Sales Manager ANZ
• Nov 2013 Promoted to Senior Manager APJ
“As a key driver of Sales Navigator and social selling
within the business, I built my reputation as an
innovative and forward thinking leader giving me
access to new opportunities.”
SSI
63

23. The New Sales Navigator
Introducing

24. %75of B2B buyers now use
social media to be more
informed on vendors
Relying on the buyer
to inform you on
key updates
5.4people are now involved
in the average B2B
buying decision
Looking for one
all-powerful
decision maker
%90of decision makers say
they never respond to
cold outreach
Cold-calling prospects
like they’re just a name
in a database
Months later I find out
he left my account and
joined another
My contact went
dark and now
I’m back at square one
I keep pounding –
email, phone, voicemail
– but can’t get a response
How well has your team adapted to this new normal?
Are you still:
“ “ “

25. 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:

26. Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales
To tap into the power of LinkedIn, you need to tailor your
experience for sales

27. Relevant
insights
LinkedIn’s
network data
Your accounts,
leads & preferences
Sales
Navigator
Sales Navigator makes it simple to establish and grow relationships
with your prospects and customers

28. Sales Navigator DEMO
Miguel Assaf
Sales Director
Latin America
LinkedIn Sales
Solutions

29. Sales Navigator subscription increases sales
performance

30. APJ CASE STUDY
Sales pipeline increased by
more than
4Min revenues directly attributable to Sales
Navigator in Asia from first phase
or more
US$300K
Sales Navigator directly responsible
for several individual deals of
40%

31. 3. Usage Metrics
2. Social Selling Index
4. Success Team
1. Relationship Report
We’re here to help…..
5. Learning Centre