LinkedIn for Business: Sales Strategy in the Digital Age

1. 24th March 2016 LinkedIn for Business: Your Sales Strategy for the Digital Age

2. Agenda The Digital Transformation – Connecting to Opportunities by Jason Li Buying and Selling in the Social Age & Social Selling Defined by Marco Julio Jorge & Carlos Garcia Fireside Chat with Royale International by Mac Witmer

3. Jason Li Enterprise Sales Manager LinkedIn Sales Solutions Hong Kong The Transformation of Sales

4. 5 Charles Darwin It’s not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.

5. * Uber

6. * Alibaba

7. * Airbnb

8. 9WeChat

9. * LinkedIn

10. Connect the world’s professionals to make them more productive and successful Mission

11. 414,000,000 Members

12. 13 414,000,000 Members 132M+ EMEA 85M+ APAC 50M+ LATA M 17M+ China 34M+ India 8M+ ANZ Regional membership 16M+ Southeast Asia

13. For members NETWORK with your professional world IDENTITY your professional profile of record KNOWLEDGE through professional news and content

14. Publishing Global news and thought leadership from 400M+ members Knowledge

15. Slideshare The world’s largest repository of professional knowledge Knowledge

16. Pulse Digest of professional news you need to know Knowledge

17. Acquire the skills you need to succeed Lynda.com Knowledge

18. For customers SELLMARKETHIRE

19. What is Social Selling? Social Selling is leveraging your own professional brand and social network to gather insights and connections, then using that information to help discover new opportunities, sell, and get business done.

20. Marco Julio Jorge LinkedIn Sales Solutions The Era of Social Selling Carlos Garcia LinkedIn Sales Solutions

21. Why is Social Selling Important?

22. The buying process has changed

23. 24 % of B2B Buyers use social media to make purchasing decisions

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26. Who likes to receive cold calls?

27. 28 % Of decision-makers do not respond to cold outreach

28. There are more decision makers in B2B business.

29. 5 Stakeholders in any B2B Decision Making Process

30. How do I social sell with LinkedIn?

31. 32 Four Pillars of Social Selling Index Create a Professional brand Find the right people Engage with insights Build strong relationships 25 25 25 25

32. THE SOCIAL SELLING IMPACT SSI leaders create 45% more opportunities per quarter than SSI laggards. SSI leaders are 51% more likely to hit quota than SSI laggards. 45%more opportunities 51%more likely to hit quota Based on a global study LinkedIn ran in Q4 2015 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30

33. 24.9 Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Global 10.1 4.6 2.4 7.9 How are we doing in the room? Hong Kong 8.1 4.9 1.9 17.3 22.2 Source: LinkedIn Data as of 16th Feb 2016 Today’s Room 13.7 11.3 6.7 15.6 47.1

34. 35 www.linkedin.com/sales/ssi Start Measuring TODAY

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41. 42 Find the right people

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45. Serendipity to Science

46. TeamLink

47. BUILD TRUST

48. BUILD TRUST

49. BUILD TRUST

50. BUILD TRUST

51. Video

52. 54 Customer Fireside Chat Mac Witmer Relationship Manager Phil Murton Group Sales Manager Ben Jones Commercial Manager - Logistics

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