LinkedIn Breakfast held at the Sheraton Melbourne on the Key to Social Selling Presenters include: Mark Dick, Director, LinkedIn Sales Solutions, ANZ Daryl Weinhoff, Account Executive, LinkedIn Sales Solutions Customer Speaker - Dave Anderson, Dynatrace

1. LinkedIn Breakfast - The Key to Social Selling
27 August 2015

2. Agenda
08:00 – 08:30
08:30 – 08:40
08:40 – 09:00
09:00
Social Selling
Social Selling in Action
Customer Success and Q&A
Session Close

3. Why are we here?

4. ​The Times They Are a-Changin’
“
​- Bob Dylan

5. The buying process today
Increasingly
complex
Buyers are
better informed
Increasingly
social
7
Key influencers in B2B
buying decisions
75-90%
B2B buyers are through
the buying process
before reaching out to a
sales professional
75%
B2B buyers use social
networks to research
products

6. “
Connect the world’s buyers and sellers to
build relationships
LinkedIn Sales Solutions Mission

7. Brazil
Europe & Middle East
South Africa
Asia
Australia
New Zealand
21M+
112M+
4M+
60M+
7M+
1M+
126M+
North America
380M+
Members
Worldwide +2 New members
per second

8. Members first

9. STAY INFORMEDSTAY CONNECTED GET HIRED
with your professional world through professional news
and knowledge
and build your career
For members

10. MARKET SELLHIRE
Power the majority of
the world’s hires
The most engaging platform
for marketers to engage with
professionals
Leveraging professional
networks at scale
For customers

11. Sales is changing
70% 95% 90%
Leads generated by sales
professionals
B2B buyers expect new
or different insights from
sales professionals
Of decision makers never
respond to cold outreach

12. Moving from serendipity to science
DepthofData
Role changes
Personal motivations
Recent work success
Industry risks
Clients and vendors
Company financials
Competitors
Products & solutions
Buying triggers

13. Sales Solutions
The start of every sales opportunity
Find Relate Engage

14. Say congrats on the new job
Kasey is now Head of Marketing

15. Matt Tindale

16. More likely to engage
through warm
introduction
X

18. 1 Create a professional brand
Find the right people
Engage with insights
Build strong relationships
2
3
4
Social selling defined

19. 72.6%
Salespeople using
social selling tactics
outperform their peers
Aberdeen Research

20. Laggards
0 100
Leaders
Social Selling Index

21. Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Index
10.6
4.8
1.7
8.9
26.0
Global Reps
How Do We Compare?
*SSI as of July 2015
16.5
12.4
7.2
16.3
52.3
Attendees Today
13.1
7.1
3.9
11.3
35.4
Your Reps

22. www.linkedin.com/sales/ssi
Get your score today and share
#GetYourSSI

23. Social Selling in Action

24. Dave Anderson
Senior Marketing Director
Dynatrace

25. Thank you