inside look at sap's roi from using sales navigator

Download Inside Look at SAP's ROI from using Sales Navigator

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  • Inside Look at SAP's ROI Using LinkedIn Sales Navigator

    Vidya Subramanian Head of North America Field Acquisition LinkedIn

    Kirsten Boileau Director of Digital Innovations SAP

    HOST

    GUEST SPEAKER

  • Type questions into the Q&A panel

    Housekeeping

    Download Resources from Library

    Audio is via VoIP only. Please turn on your computer audio.

  • The Buying Process Has Changed The State of Sales

    Corporate Executive Board 2013 Winning The Consensus Purchase Corporate Executive Board 2012 New Decision Timeline Harvard Business Review 2012 Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

    people are involved in the average B2B buying decision

    5.4 of typical purchase

    decisions are made before a customer talks to sales

    57% of decision makers

    ignore cold outreach

    90%

  • 4

    LinkedIn is Here to Help

    400M+ Members

    2B+ Updates

    Billions Relationships

  • Today: your personal

    network

    All that LinkedIn has to offer

    YOU

    Just what you need for sales

    LinkedIn Can Help You Expand Your Reach

  • Get More Out of LinkedIn with LinkedIn Sales Navigator

  • SAPs Social Selling ROI Kirsten Boileau Director of Digital Innovations SAP

  • SOCIAL SELLING THE NEW WAY OF DOING BUSINESS: CONVERGENCE OF

    MARKETING AND SALES

    REQUIRES SHIFT IN MINDSET: FROM PUSH TO PULL, FROM SELLING TO FACILITATING BUYING

    SAP SE or an SAP affiliate company. All rights reserved. 8

  • How SAP started with Social Selling

    2012 Sales

    Navigator Licenses

    Created 50 opportunities

    in 45 days

    Cost per opportunity ROI was 20X

    SAP SE or an SAP affiliate company. All rights reserved. 9

  • Create a professional

    brand

    Find the right people

    Engage with insights

    Build strong relationships

    Social Selling Index (SSI)

    SAP SE or an SAP affiliate company. All rights reserved. 10

  • DIFFERENCE BETWEEN TOOL AND TOOL + ENABLEMENT =

    7X MORE PIPELINE

    MAXIMIZING ROI

    SAP SE or an SAP affiliate company. All rights reserved. 11

  • Our top Social Sellers (SSI>70) achieve on average

    154% of quota

    SAP SE or an SAP affiliate company. All rights reserved. 12

  • On average, at SAP, sales reps with SSI >70 achieve 32%

    more revenue and are 10% more likely to achieve quota

    SAP SE or an SAP affiliate company. All rights reserved. 13

  • APJ social sellers with SSI >70 have 64% bigger deals and 73% bigger pipeline

    SAP SE or an SAP affiliate company. All rights reserved. 14

  • Teams that invest in the training that my team provides on average achieve 15-20% higher SSI than those that

    only invest in the tools.

    SAP SE or an SAP affiliate company. All rights reserved. 15

  • What does enablement look like in the large enterprise?

    SAP SE or an SAP affiliate company. All rights reserved. 16

    Education and Enablement

    Accountability

    Awareness

  • Awareness

    SAP SE or an SAP affiliate company. All rights reserved. 17

    Awareness

    Dedicated resources Communications plan Executive sponsorship

  • Education and Enablement

    SAP SE or an SAP affiliate company. All rights reserved. 18

    Education and Enablement

    Education strategy Plan for scale Community and collaboration

  • SAP SE or an SAP affiliate company. All rights reserved. 19

    Accountability

    Accountability

    Measurement Gamification Recognition program

  • Questions?

  • Thank you Connect with me on LinkedIn: Kirsten Boileau Follow me on Twitter: @kirstenboileau

    Kirsten Boileau Director of Digital Innovations SAP

  • 2014 LinkedIn Corporation. All Rights Reserved. 2014 LinkedIn Corporation. All Rights Reserved.