Selling in the Digital Age is more difficult. The new way of B2B buying is more complex and has many challenges. Buyers are smarter, well informed, highly empowered and super connected. They are quick to reject the generic, the impersonal, and the cold outreach. Often, conventional sales tactics get in the way of building the types of productive relationships that lead to strong bookings and sustained growth. This exclusive event showed attendees how to gain a competitive sales advantage through targeted social media engagement.

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LinkedIn Sales Solutions Roadshow 2016
(Mumbai)
#socialsellingIndia | Follow us on Twitter @socialsellAsia
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2. ©2016 LinkedIn Corporation. All Rights Reserved | 2
Agenda for the evening
17:30 Welcome Remarks
By Megha Nayak, Country Marketing Lead – LinkedIn
17:45 The state of Sales
By Carlos Navares, Account Executive, LinkedIn Sales Solutions
18:15 Why do reps lose deals?
By Phillip Baker, Enterprise Account Executive
18:45 Fireside Chat with Aartika Sardana Chandras
Ramco, Head - Global Alliances | Speaker: Sean Yo
19:00 Q & A | Product Demo Station
| By Mallika Hirwani, Sales Develop
19:15 Networking ; Cocktails & Dinner

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Welcome Remarks
Megha Nayak
Country Marketing Lead,
LinkedIn
©2016 LinkedIn Corporation. All Rights Reserved | 3

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The State of Sales
Carlos Navares
Account Executive,
LinkedIn Sales Solutions
©2016 LinkedIn Corporation. All Rights Reserved | 4

6. Darwin Pic

7. Thomas Bell
President, Linnean Society of London
“The year which has passed has not
been marked by any of those striking
discoveries...”
#SocialSellAsia

9. “Everyone’s always asking me when
Apple will come out with a cell phone.
My answer is ‘Probably never.’”
David Pogue
Tech Columnist, New York Times
#SocialSellAsia

11. * LinkedIn

12. 450,000,000
Members

13. 13
450,000,000
Members
Regional
membership
23M+
China
37M+
India
2 New members
per second
18M+
Southeast Asia
143M+
EMEA
100M+
APAC
146M+
NAMER

14. LinkedIn internal data October 2016
LinkedIn presence in India is growing steadily with current
membership at 37M

15. In India
Bangalore: 2.3M
Mumbai: 2.8M
New Delhi: 2.9M
Pune: 1.1M
Hyderabad: 1.5M
Chennai: 1.5m
Kolkata: 1M
15
154K
CEO
1,34M
Director+

16. For members
NETWORK
with your professional
world
IDENTITY
your professional
profile of record
KNOWLEDGE
through professional
news
and content

17. Buying and Selling has changed
Feature
Sales
SPIN
Selling
Solution
Sales ?

18. 18
Traditional is Linear
New buying is Complex
Let’s take part and take control

19. 19
Charles Darwin
It’s not the strongest of the species that survives, nor the
most intelligent, but the one most responsive to change.

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Why do reps lose deals?
Phillip Baker
Enterprise Account Executive,
LinkedIn Sales Solutions
©2016 LinkedIn Corporation. All Rights Reserved | 20

21. 21

22. Agenda
What is happening?
Why do reps lose deals?
Social Selling
Sales Navigator

23. #facebook #twitter #linkedin #instagram #pinterest #wechat #whatsapp #line
Social is the New Normal

24. Buying and Selling has changed
Feature
Sales
SPIN
Selling
Solution
Sales ?

25. Conventional sales tactics are limiting
pipeline and losing deals

26. Why do reps lose deals?
Missing critical
players
Lacking
credibility
Losing touch with
prospects
Not moving fast
enough
5.4 buyers
involved
77% don’t think
you can help
24% go dark 50% lost

27. There is a Better Way

28. Social Selling
is a modern approach to sales that uses information from
social networks to grow your business

29. Target the right
buying committee
Understand your
prospect and
their business
Engage
throughout the
deal cycle
Gain the
first-mover
advantage
Sales Navigator gets you to your buyers first

30. 30
Sales professionals who are social selling
More likely to
reach quota
51%
Exceed quota
Larger Average
Selling Price
13%
Bigger deals
Increase to
pipeline
45%
Better pipeline

31. 31
Better Pipeline
Increase to
pipeline
45%
Pre-Sales Navigator
USD10,000,000
X
20% Closing Rate
=
USD2,000,000
Post-Sales Navigator
USD14,500,000
X
20% Closing Rate
=
USD2,900,000

32. 32
Better Pipeline
Increase to
pipeline
45%
Pre-Sales Navigator
USD10,000,000
X
20% Closing Rate
=
USD2,000,000
Post-Sales Navigator
USD14,500,000
X
20% Closing Rate
=
USD2,900,000
USD900,000

33. 33
Bigger Deals
Larger Average
Selling Price
13%
Pre-Sales Navigator
USD100,000
X
10 deals per month
=
USD1,000,000
Post-Sales Navigator
USD113,000
X
10 deals per month
=
USD1,130,000

34. 34
Bigger Deals
Larger Average
Selling Price
13%
Pre-Sales Navigator
USD100,000
X
10 deals per month
=
USD1,000,000
Post-Sales Navigator
USD113,000
X
10 deals per month
=
USD1,130,000
USD130,000 per month

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Fireside Chat with
Aartika Sardana Chandras
Aartika Sardana Chandras
Head Global Alliances,
Ramco
©2016 LinkedIn Corporation. All Rights Reserved | 36
Sean Yo
Relationship Manager,
LinkedIn Sales Solutions

37. 37

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Q & A
#socialsellingIndia | Follow us on Twitter @socialsellAsia
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39. #socialsellingIndia | Follow us on Twitter @socialsellAsia
Thank you!
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40. #socialsellingIndia | Follow us on Twitter @socialsellAsia#socialsellingIndia | Follow us on Twitter @socialsellAsia
We hope you enjoy your evening here at
LinkedIn’s Sales Solutions Roadshow
#socialsellingIndia | Follow us on Twitter @socialsellAsia
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