4. Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
and relationships.
5. The world and buyers have changed
97%75% 57%
Of the time cold
calls do not work
B2B purchases
influenced
by social
Of the buying process
is complete before
sales rep involvement
Sources: CEB, Connect & Sell, IBM Buyers Preference Study
6. Introducing the LinkedIn Social Selling Index
How well does your team embrace social selling?
1000
LeadersLaggards
7. 7
Why Is Social Selling Index Important?
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
8. Social Selling Index in NZ is Increasing
24
15
Avg. Social Selling Index
53
2012
2013
+50%
*Data comparing Jan 2013 to Jan 2014
12
18
9. Who is social selling?
And we can compare them between countries
0 5 10 15 20 25 30 35
IT
Management Consul ng
Marke ng & Adver sing
Telecommunica ons
Financial Services
Accoun ng
Banking
Insurance
Pharmaceu cals
NZ
WORLD
12. Search
Named accounts
Geography
Functional role
Keywords
1
2 Filter
Company Size
Fortune 1000
Seniority Level
Function
3 Save
1. Who is the right person?
Leverage LinkedIn to be targeted on who to approach
15. LinkedIn social selling case study
107% more likely to close a deal
Base win rate Win rate
with social
selling
+ 44%
+ 63%
Targeting the right
person
Using a
connection
+ 107%