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The world’s largest professional network

364M+ Members Worldwide

Growing at more than two members per second

>3.5M

94%

Company Pages

Fortune 100 companies use our

recruitment Solutions to hire

Dublin Chamber Event

Most Popular

Donal

Milton Most Endorsed

Earliest Adopter

Most

Connected

Caroline

Bourke PJ

Timmins

Colm

Hanratty

5

Solutions for business

Hire

Power half of

all hires

Market

The most effective

way for marketers to

engage professionals

Sell

The start of

every sales

opportunity

LinkedIn Sales Solutions Mission

Connect the world’s buyers and

sellers to build relationships.

LinkedIn Sales Solutions Mission

Social selling is simply the process of helping social buyers become customers.

Sales people need to learn new ways to reach

prospects through their own social networks, to create and share valuable content and

ultimately, to grow their personal brand. And it is about growing your social connections.

LinkedIn Sales Solutions Mission

Social selling is simply the process of helping social buyers become customers.

Sales people need to learn new ways to reach

prospects through their own social networks, to create and share valuable content and

ultimately, to grow their personal brand. And it is about growing your social connections.

Changing B2B buyer behaviour

are now involved in the average B2B buying decision

people Boss

Peer

Direct report

Business leader

Cross-functional partner

Corporate Executive Board 2013 – Winning The Consensus Purchase

Your target buyer

5.4

Decisions involve more people than ever before

75 % of B2B buyers now use social media to be more informed on vendors

IDC 2014 – Social Buying Meets Social Selling

Decision makers rely on social media to choose

between potential vendors

Network referrals

White papers

Company websites

Blog posts

Company pages

Your target buyers

Social relationships

Your competitor

Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

90 % of decision makers say they never respond to cold outreach

Decision makers now ignore cold outreach

You

Your competitor

X

X

X

Your target buyers

5.4 75 of B2B buyers now use social media to be more informed on vendors

% 90 of decision makers say they never respond to cold outreach

% people are now involved in the average B2B buying decision

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

The buyer’s process has changed

% 75 of B2B buyers now use social media to be more informed on vendors

Relying on the buyer

to inform you on

key updates

5.4 people are now involved in the average B2B buying decision

Looking for one

all-powerful

decision maker

% 90 of decision makers say they never respond to cold outreach

Cold-calling prospects

like they’re just a name

in a database

I found out a month

later the Director of

Marketing left my

account and joined

another top prospect

of mine

The VP of Marketing

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:

“

”

“

”

“

”

Social Selling is growing

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Social Selling Defined… SSI

Laggards

0 100

Leaders

Social Selling Index

Apr. 2012 July 2014

87%

As measured by growth in SSI

Social Selling is Growing

12.2

22.8

20

23.9 NAMER

12.5 LATAM

16.8 APAC

20.5 EMEA

Source: LinkedIn Internal Data – March 2015

SSI by region

21

23.9 NAMER

12.5 LATAM

16.8 APAC

20.5 EMEA

24.4 IRELAND

Source: LinkedIn Internal Data – March 2015

SSI by region

April

2012

Today

18.7

14.7

12.9

12.4

10.9

11.8

12.0

10.6

10.9

8.9

8.7

8.8

7.5

32.6

26.1

24.1

23.7

23.0

22.4

22.1

21.5

21.3

19.6

19.0

18.8

16.6

Technology – Software

Professional Services

Media & Entertainment

Telecommunications

Oil & Energy

Technology – Hardware

Financial Services & Insurance

Healthcare & Pharmaceutical

Government/Education/Non-

Profit

Architecture & Engineering

Aero/Auto/Transport

Manufacturing/Industrial

Retail & Consumer Products

Social Selling by industry

April

2012

Today

18.7

14.7

12.9

12.4

10.9

11.8

12.0

10.6

10.9

8.9

8.7

8.8

7.5

32.6

26.1

24.1

23.7

23.0

22.4

22.1

21.5

21.3

19.6

19.0

18.8

16.6

Technology – Software

Professional Services

Media & Entertainment

Telecommunications

Oil & Energy

Technology – Hardware

Financial Services & Insurance

Healthcare & Pharmaceutical

Government/Education/Non-

Profit

Architecture & Engineering

Aero/Auto/Transport

Manufacturing/Industrial

Retail & Consumer Products

Over 100% Growth

24

How are we doing in the room?

EMEA

Social Selling Index 20.5

Create a professional brand 9.0

Find the right people 4.4

Engage with insights 1.2

Build strong relationships 5.8

Source: LinkedIn Internal Data – March 2015

Attendees

46.9

16.25

9.8

5.7

15.1

25

Top Social Sellers in the room

Source: LinkedIn Internal Data – June 2015

1 PJ Timmins

Managing Director & Owner, The Alternative Board - Ireland 82

2 Jason McChesney

Business Coach, Boost Business Coaching 77

3 Ronan Kilroy

Executive Coach, Insthinktive Sales Leadership 76

4 Colm Hanratty

Managing Director, Sixtwo digital 75

5 Robbie Fitzpatrick Head of Sales, Pageboy Contact Centre 73

5 tips to become a social selling

expert

1

Choose your social mix &

build your professional profile.

2

Develop your social networks &

strong relationships.

5X

More likely to engage with sales

professionals who were introduced to them

via someone in their professional network.

3

Share, share……share.

4

Get talking & contribute with

insights.

5

Get targeted to gain competitive

advantage.

Billions of professional relationships

364M+ members

2B+ member updates per week

LinkedIn has a wealth of information on the people &

companies with whom you want to build relationships

Relevant news

LinkedIn’s network data

Your accounts, leads & preferences

Sales Navigator makes it simple to establish and

grow relationships with your prospects and customers

Sales

Navigator

LinkedIn Sales Solutions Mission

Connect the world’s buyers and

sellers to build relationships.

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