The document discusses the growing importance of social selling and introduces LinkedIn Sales Navigator. It provides data showing that social media use is increasing among B2B buyers and that social sellers are more likely to exceed quotas, get promoted faster, and join the president's club. The document then previews new features of Sales Navigator to help sellers adapt to this new buying environment by focusing on the right people and companies, staying informed on accounts, and building trust. Finally, it shares a case study where Sales Navigator increased an Asia Pacific region sales pipeline by over 40% and generated $300k in direct revenues.
14. Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
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
24.3
15. 24.3
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
Brazil
8.6
3.2
1.3
5.7
18.8
How are all sales professionals in Brazil doing?
16. 24.3
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
How are all sales professionals globally doing?
Today’s
Attendees
15.8
9.7
4.3
14.9
44.7
Brazil
8.6
3.2
1.3
5.7
18.8
17. 44.7
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Today’s
Attendees
15.8
9.7
4.3
14.9
How do you compare to your team?
SSI of your Sales
Reps
11.5
5.3
1.9
11.2
29.8
18. Who are the Social Selling Leaders in the Room?
1
2
3
4
5
57
53
47
46
46
19. Sales Professionals Who Are Social Selling
51% more likely to
exceed quota
Exceed Quota
3X more likely to go
to club
Go to Club
Promoted to VP 17
months faster
Get Promoted Faster
20. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• Achieved almost 3,000% ROI
• Reduced sales cycles by 25%
• Over $300,000 in revenue in the first year
“We use LinkedIn Sales Navigator for every single deal.
It dramatically reduced the length of time to acquire a
merchant.”
SSI
82
21. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• President’s Club FY 2014
• Finished the year at 166% of Quota
“I put it down to LinkedIn; when I track down my lead
sources for deals I closed LinkedIn had a profound effect
on how I engaged with decision makers and how I went
about identifying those individuals.”
SSI
71
22. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• Jan 2011 Promoted to Sales Manager ANZ
• Nov 2013 Promoted to Senior Manager APJ
“As a key driver of Sales Navigator and social selling
within the business, I built my reputation as an
innovative and forward thinking leader giving me
access to new opportunities.”
SSI
63
24. %75of B2B buyers now use
social media to be more
informed on vendors
Relying on the buyer
to inform you on
key updates
5.4people are now involved
in the average B2B
buying decision
Looking for one
all-powerful
decision maker
%90of decision makers say
they never respond to
cold outreach
Cold-calling prospects
like they’re just a name
in a database
Months later I find out
he left my account and
joined another
My contact went
dark and now
I’m back at square one
I keep pounding –
email, phone, voicemail
– but can’t get a response
How well has your team adapted to this new normal?
Are you still:
“ “ “
25. Focus on the right
people and
companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
Building relationships with prospects and customers is different in
this new normal. You need to:
26. Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales
To tap into the power of LinkedIn, you need to tailor your
experience for sales
30. APJ CASE STUDY
Sales pipeline increased by
more than
4Min revenues directly attributable to Sales
Navigator in Asia from first phase
or more
US$300K
Sales Navigator directly responsible
for several individual deals of
40%
31. 3. Usage Metrics
2. Social Selling Index
4. Success Team
1. Relationship Report
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5. Learning Centre