The document discusses how social selling on LinkedIn can help sales teams improve their performance. It provides statistics showing that social sellers who are engaged on LinkedIn perform better by creating more opportunities and being more likely to hit their quotas. It also outlines how social selling has changed the buying process, with more people now involved in decisions and buyers relying on social media and relationships to research vendors. The document advocates building relationships on LinkedIn and provides examples of how social selling on LinkedIn helped one sales rep win a new deal.
11. Who are we connected to?
11.4M Second Degree
Connections
72K First Degree
Connections
121 Attendees
36.5K
companies
25K are
Director level+
5.2K started a
new role in the
past year
13. Decisions involve more people than ever before
5.4
people
are now involved in the
average B2B buying decision
Boss
Peer
Direct
report
Business
leader
Cross-functional
partner
Your
target buyer
Corporate Executive Board 2013 – Winning The Consensus Purchase
14. Decision makers rely on social media to choose
between potential vendors
75 %
of B2B buyers now use
social media to be more
informed on vendors
Network
referrals
White papers
International Data Corporation 2014 – Social Buying Meets Social Selling
websites
Blog
posts
Company
pages
Your
target buyers
Social
relationships
15. Decision makers now ignore cold outreach
Your
competitor
90 %
of decision makers say they
never respond to cold
outreach
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
You
Your
competitor
X
X
X
Your
target buyers
16. The buyer’s process has changed
5.4 75
% 90
of B2B buyers now use
social media to be more
informed on vendors
%
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
17. Building relationships with prospects and customers
is different in this new normal. You need to:
Focus on the right
people and
companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
18. LinkedIn has a wealth of information on the people &
companies with whom you want to build relationships
Billions
of professional
relationships
313M+
members
2B+
member
updates
per week
19. Social sellers perform better on key metrics
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