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Inside Look at SAP's ROI from using Sales Navigator

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Learn how SAP rolled out a robust enterprise-class social selling program with LinkedIn's Sales Navigator to boost sales productivity. Director of Digital Innovations Kirsten Boileau gives tips and tricks on SAP's approach to training and enablement for social selling success at scale.

Published in: Sales
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Inside Look at SAP's ROI from using Sales Navigator

  1. 1. Inside Look at SAP's ROI Using LinkedIn Sales Navigator ​ Vidya Subramanian ​ Head of North America Field Acquisition ​ LinkedIn ​ Kirsten Boileau ​ Director of Digital Innovations ​ SAP HOST GUEST SPEAKER
  2. 2. Type questions into the Q&A panel Housekeeping Download Resources from Library Audio is via VoIP only. Please turn on your computer audio.
  3. 3.  The Buying Process Has Changed The State of Sales Corporate Executive Board 2013 – Winning The Consensus Purchase Corporate Executive Board 2012 – New Decision Timeline Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level people are involved in the average B2B buying decision 5.4 of typical purchase decisions are made before a customer talks to sales 57% of decision makers ignore cold outreach 90%
  4. 4. 4 LinkedIn is Here to Help 400M+ Members 2B+ Updates Billions Relationships
  5. 5. Today: your personal network All that LinkedIn has to offer YOU Just what you need for sales LinkedIn Can Help You Expand Your Reach
  6. 6. Get More Out of LinkedIn with LinkedIn Sales Navigator
  7. 7. SAP’s Social Selling ROI ​ Kirsten Boileau ​ Director of Digital Innovations ​ SAP
  8. 8. SOCIAL SELLING •  THE NEW WAY OF DOING BUSINESS: CONVERGENCE OF MARKETING AND SALES •  REQUIRES SHIFT IN MINDSET: FROM PUSH TO PULL, FROM SELLING TO FACILITATING BUYING ©  SAP SE or an SAP affiliate company. All rights reserved. 8
  9. 9. How SAP started with Social Selling 2012 Sales Navigator Licenses Created 50 opportunities in 45 days Cost per opportunity ROI was 20X ©  SAP SE or an SAP affiliate company. All rights reserved. 9
  10. 10. Create a professional brand Find the right people Engage with insights Build strong relationships Social Selling Index (SSI) ©  SAP SE or an SAP affiliate company. All rights reserved. 10
  11. 11. DIFFERENCE BETWEEN TOOL AND TOOL + ENABLEMENT = 7X MORE PIPELINE MAXIMIZING ROI ©  SAP SE or an SAP affiliate company. All rights reserved. 11
  12. 12. Our top Social Sellers (SSI>70) achieve on average 154%  of  quota   ©  SAP SE or an SAP affiliate company. All rights reserved. 12
  13. 13. On average, at SAP, sales reps with SSI >70 achieve 32% more revenue and are 10% more likely to achieve quota ©  SAP SE or an SAP affiliate company. All rights reserved. 13
  14. 14. APJ social sellers with SSI >70 have 64%bigger deals and 73% bigger pipeline ©  SAP SE or an SAP affiliate company. All rights reserved. 14
  15. 15. ​ Teams that invest in the training that my team provides on average achieve 15-20% higher SSI than those that only invest in the tools. ©  SAP SE or an SAP affiliate company. All rights reserved. 15
  16. 16. What does enablement look like in the large enterprise? ©  SAP SE or an SAP affiliate company. All rights reserved. 16 Education and Enablement AccountabilityAwareness
  17. 17. Awareness ©  SAP SE or an SAP affiliate company. All rights reserved. 17 Awareness ü  Dedicated resources ü  Communications plan ü  Executive sponsorship
  18. 18. Education and Enablement ©  SAP SE or an SAP affiliate company. All rights reserved. 18 Education and Enablement ü  Education strategy ü  Plan for scale ü  Community and collaboration
  19. 19. ©  SAP SE or an SAP affiliate company. All rights reserved. 19 Accountability Accountability ü  Measurement ü  Gamification ü  Recognition program
  20. 20. Questions?
  21. 21. Thank you Connect with me on LinkedIn: Kirsten Boileau Follow me on Twitter: @kirstenboileau ​ Kirsten Boileau ​ Director of Digital Innovations ​ SAP
  22. 22. ©2014 LinkedIn Corporation. All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved.

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