How Top Sales Teams Leverage LinkedIn for Social Selling

Dana Feldman, Head of SMB

LinkedIn Sales Solutions

March 19th, 2014

The Social Selling Evolution

Social selling leverages

your professional brand to fill your pipeline

with the right people, insights,

and relationships.

The world and buyers have changed

97% 75% 57% Of the time cold calls do not work

B2B purchases influencedby social

Of the buying processis complete before

sales rep involvement

Sources: CEB, Connect & Sell, IBM Buyers Preference Study

Introducing the LinkedIn Social Selling IndexHow well does your team embrace social selling?

1000

LeadersLaggards

7

Why Is Social Selling Index Important?

SSI leaders create 45% more opportunities per quarter

than SSI laggards.

SSI leaders are 51% more likely to hit quota

than SSI laggards.

45%more opportunities

51%more likely to hit quota

Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30

Social Selling Index in NZ is Increasing

24

15

Avg. Social Selling Index

53

2012

2013

+50%

*Data comparing Jan 2013 to Jan 2014

12

18

Who is social selling?And we can compare them between countries

Social Selling In Practice

HowHow do I get

a warm intro?

LSS 11©2013 LinkedIn Corporation. All Rights Reserved.

+277MMembers (including 4.8M

in Australia)

+2Bmember updates

per week

Billionsconnections

How Sales Navigator helps frontline sales teams

WhatWhat to

talk about?

WhoWho are the Right People?

• Lead Builder• Search Filters• Search Alerts

• Profile Organizer• Who Viewed Me• 3rd Degree

• TeamLink • InMails• Introductions

Search Named accounts Geography Functional role Keywords

1

2 Filter Company Size Fortune 1000 Seniority Level Function

3 Save

1. Who is the right person?Leverage LinkedIn to be targeted on who to approach

13

2. Gather IntelligenceBe prepared for every interaction by researching contacts and companies

2

Find a common connection

This profile fits all my criteria, and has a connection to someone in our Canadian office

Meeting with prospect set up

©2013 LinkedIn Corporation. All Rights Reserved.

1

Asks teammate for an introduction

3. Engage using your networkLeverage both your network and your companies network

Series1

LinkedIn social selling case study107% more likely to close a deal

Base win rate Win rate with social

selling

+ 44%

+ 63%

Targeting the right person

Using a connection

+ 107%

Thank you