LinkedIn Hong Kong Executive Gathering - 27 August 2015
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Before we can sell to a buyer, we've got to find, and listen to them first. Join LinkedIn's executive briefing to learn how to adopt Social Selling to gain a competitive sales advantage and rapidly enhance your team's sales effectiveness through targeted social media engagement.
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LinkedIn Hong Kong Executive Gathering - 27 August 2015
- 2. 26th August 2015 LinkedIn for Business: Your Sales Strategy for the Digital Age
- 3. Agenda for today The Digital Transformation – Connecting to Opportunities by Stewart Lee Buying and Selling in the Digital Age by Marco Jorge & Jason Li Social Selling Index defined by Nicolas Levitte
- 4. Stewart Lee Head of Mid Market Sales S/E Asia LinkedIn Sales Solutions The Digital Transformation
- 5. 5 Charles Darwin It’s not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.
- 6. * Airbnb
- 7. * Uber
- 8. * Alibaba
- 9. * LinkedIn
- 17. Connect the world’s professionals to make them more productive and successful Mission
- 18. For members NETWORK with your professional world IDENTITY your professional profile of record KNOWLEDGE through professional news and content
- 19. Publishing Global news and thought leadership from 300M+ members Knowledge
- 20. Slideshare The world’s largest repository of professional knowledge Knowledge
- 21. Pulse Digest of professional news you need to know Knowledge
- 23. Acquire the skills you need to succeed Lynda.com Knowledge Coming soon…
- 25. 25 Seth Godin – Founder of Squidoo.com Selling to people who actually want to hear from you is more effective than interrupting strangers that don’t.
- 26. ©2015 LinkedIn Corporation. All Rights Reserved.
- 27. Marco Jorge SMB Account Executive APAC LinkedIn Sales Solutions Buying and Selling in the Digital Age Jason Li Enterprise Sales Manager APAC LinkedIn Sales Solutions
- 28. 28 The buying process has changed
- 29. 29 75% of B2B Buyers use social media to make purchasing decisions
- 30. 30 5Stakeholders in any B2B Decision Making Process
- 31. 31 95% Of decision-makers do not respond to cold outreach
- 32. 32 5xMore likely to engage with sales professionals via warm introduction than cold outreach
- 33. 33 Story
- 34. 34 Build trust
- 35. 35 Build trust
- 36. 36 Build trust
- 37. 37 Build Trust
- 38. 38 Our Vision Elevate the sales professional
- 39. ©2015 LinkedIn Corporation. All Rights Reserved.
- 40. Nicolas Levitte Head of Enterprise Sales APAC LinkedIn Sales Solutions Social Selling Index defined
- 41. Social selling defined Create a professional brand Find the right people Engage with insights Build strong relationships
- 43. Find the right people
- 46. Social Selling Index Laggards 0 100 Leaders
- 47. 26.0 Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Global 10.1 5.2 2.1 8.6 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 Source: LinkedIn Data as of 31st July 2015
- 48. 26.0 Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Global 10.1 5.2 2.1 8.6 Hong Kong 8.0 6.5 1.9 7.7 24.2 How are all sales professionals in Hong Kong doing? Source: LinkedIn Data as of 31st July 2015
- 49. 26.0 Find the right people Build strong relationships Create a professional brand Engage with insights Social Selling Index Global 10.1 5.2 2.1 8.6 How are we doing in the room? Today’s Room 14.3 13.7 6.6 16.3 51.0 Hong Kong 8.0 6.5 1.9 7.7 24.2 Source: LinkedIn Data as of 31st July 2015
- 50. 50 Curious about your SSI? https://www.linkedin.com/sales/ssi
- 51. 51 Why does that matter? More likely to reach quota 51% Exceed quota More likely to go to club 3x Go to club Average decrease in promotion to VP 17 months Get promoted faster
- 52. ©2015 LinkedIn Corporation. All Rights Reserved.
- 53. Q & A