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

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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

SAP’s 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

ü  Dedicated resources ü  Communications plan ü  Executive sponsorship

Education and Enablement

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

Education and Enablement

ü  Education strategy ü  Plan for scale ü  Community and collaboration

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

Accountability

Accountability

ü  Measurement ü  Gamification ü  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.