linkedin recruiting solutions “tagline”€¦ · people his entire sales team knows at paypal...
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LinkedIn Confidential ©2013 All Rights Reserved
“Social Selling: come vendere con i Social Media”
November 2013
Armando Tammaro
Account Executive
LinkedIn Sales Solutions EMEA
What is LinkedIn
The value we create for customers
LinkedIn defines social selling
Questions
Today’s Agenda
2
What is LinkedIn?
LinkedIn is the world’s largest
professional network on the Internet.
Our Mission. Connect the world’s professionals to make them more productive and successful & create economical opportunity to transform the way companies work.
Members Worldwide
+2 new Members Per Second
100M+ Monthly Unique Visitors
259M+
Members EMEA
62M+ Members Europe
5M+ Members in Italy
75M+
Mindset matters
LinkedIn Confidential ©2013 All Rights Reserved 7
Sell
Buying process has
fundamentally changed “ “
LinkedIn Confidential ©2013 All Rights Reserved
Buyers are tech-savvy,…
People buy from People, (1) who understand their business,
(2) understand them,
(3) and trust to solve their problems.
“
“
LinkedIn Sales Navigator
The world and buyers have changed What once worked, will not work anymore
LSS 13 ©2013 LinkedIn Corporation. All Rights Reserved.
97% 75% 57% Of the time cold
calls do not work *7% worse every year
since 2010
B2B purchaser
influenced
by social
Buying decisions
are made before
sales rep involvement
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011
How How do I get
a warm intro?
LSS 14 ©2013 LinkedIn Corporation. All Rights Reserved.
+259M members
+2B member updates
per week
Billions connections
LinkedIn Sales Navigator defines social selling
What What to
talk about?
Who Who are the
Right People?
WHO
WHAT
LSS 17
10
490
People Armando knows at PayPal
People his entire Sales team knows at PayPal
People his network knows at PayPal
2
Armando’s current network
within LinkedIn
His entire LinkedIn
Sales team
Free
Sales Navigator
Example: Sales Navigator would give Armando more warm introductions - via
his team - at PayPal
How do I get in
*Prospects are all employees at target. His team is defined as employees of
Company X that we classify as working in Sales.
HOW?
PayPal
Social Selling Evolution
Doesn’t happen overnight
Social Selling Evolution
Doesn’t happen overnight
LSS ©2013 LinkedIn Corporation. All Rights Reserved.
©2013 LinkedIn Corporation. All Rights Reserved.
Sales Navigator
Armando Tammaro
Tel: +353 12423558 Mobile: +353 860241915 Email: [email protected] Profile: ie.linkedin.com/in/armandotammaro
Thank You
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