Featured at Sales Connect London - Social Selling: How to Unlock Competitive Advantage - Mike Derezin, VP, Sales Solutions, LinkedIn. The Sales profession is evolving. Discover how social selling can become a competitive advantage for you and your company. Learn the formula for success that your industry peers are using today, and seize this opportunity.
21. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
The World Wide Web
‘94-’95 ‘96-’98 ’99-’00 ’00+
22. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
‘94-’95 ‘96-’98 ’99-’00 ’00+
$182
BILLION
$437
BILLION
The World Wide Web
23. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Social Recruiting
‘07-’10 ‘11-’13 ’14-’16 ’17+
24. Social Recruiting
Hero
Jennifer Candee
Head of Global Talent Acquisition, SABMiller
"I saw the opportunity in direct sourcing
through LinkedIn. I knew it was the future,
but had to move quickly to lock-in as many
gains as possible before the rest of the
world caught on."
25. Jennifer Candee
Head of Global Talent Acquisition, SABMiller
"I've helped save SABMiller
about $7-10M annually by shifting
to direct sourcing and LinkedIn
Recruiter."Social Recruiting
Hero
26. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Social Selling
‘12-’14 ’18-’19 ’20+
‘15
’16-’17
27. Social Selling Index (SSI)
Create a
professional
brand
Find the
right people
Engage with
insights
Build strong
relationships
33. Mark Tefekis
VP Global Sales Enablement and Programs, PTC
"IOT is new to the world and new to
us. Speed is king. We needed to
deploy social selling now. We
couldn't afford to wait six months."
Executive
Alignment
34. Mark Tefekis
VP Global Sales Enablement and Programs, PTC
"Our corporate strategy is enabling smart
connected products for competitive
differentiation. Our team personalized it to
get executive alignment - social selling is
smart connected reps for competitive
differentiation."
Executive
Alignment
35. Mark Tefekis
VP Global Sales Enablement and Programs, PTC
"We've seen greater than a 50x ROI
with Sales Navigator - measured in
either revenue attained or pipeline."Executive
Alignment
36. Phil Lurie
Senior Director, GCO Sales Tools and Technology, SAP
"Social selling is the biggest single
change to the SAP sales strategy
in the last 10 years by an order of
magnitude."
Education
37. Education
Phil Lurie
Senior Director, GCO Sales Tools and Technology, SAP
"I was going to be either the hero or
villain. Someone has to take a risk to
make things happen."
38. Education
Phil Lurie
Senior Director, GCO Sales Tools and Technology, SAP
"You have to customize the training,
embed it in your overall training,
and make sure to focus on middle
managers."
39. Education
Phil Lurie
Senior Director, GCO Sales Tools and Technology, SAP
"We have seen massive ROI. I just
learned of a half million dollar deal
in Asia Pacific where a prospect
reached out to our SAP rep through
LinkedIn."
40. Fernanda Gurgel
Senior Social Media Manager – EMEA, Symantec
“Measuring our social selling is
critical to justifying our ROI. SSI
is at the core of what we do.”Measurement
41. Fernanda Gurgel
Senior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you only provide data it is
just another number, it won’t change the
mindset. You have to tell teams what
specific actions to take."
Measurement