1. Social Selling Breakfast

2. 08:00 – 08:30
08:30 – 08:40
08:40 – 09:00
09:00
Social Selling
Social Selling in Action
Customer Success and Q&A
Session Close

3. The Times They Are a-Changin’
“
- Bob Dylan

4. 2005 2013

6. Sources: *Forrester, “Buyer Behavior Helps B2B Marketers Guide the Buyer’s Journey,” October 2012; **Zero Moment of Truth Study, Google
The buyers journey has changed
Access to more information, buyers self informed and 90% through the buying journey

7. Sales levers
Average Sales Price
Sales Cycle
Win Rate

8. “I have to
present to
another
person now”
“Ummm…. I
need to ask
that
question”
“My contact
won’t
respond”

9. Missing
Critical
Players
Reps
Lack
Credibility
Low
Value
Rep
Engagement

10. Missing Critical Players
6.8
Stakeholders involved in
purchase decision
1 in 5
Decision makers change
roles every year

11. Reps Lacking Credibility
77%
Buyers don’t believe
sales reps understand
their business and
don’t think they can
help

12. Low Value Rep Engagement
24%
Of deals forecasted by
sales reps go dark
during the purchase
journey

13. If you’re not first,
you’re last
“

14. 15

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

16. Our Mission
Connect the world’s professionals
To make them more productive
and successful

17. 467
The worlds largest
professional network
million members
ANZ 9m+
APAC 100m+
+

18. STAY INFORMED
through professional news
and knowledge
CONNECT
with your
professional world
GET HIRED
and build your
career
For members

19. LEARNSELLMARKETHIRE
We transform how
companies

20. Social
Selling
Tactics
Target
Understand Engage

21. Target
• Receive daily lead recommendations
• Use advanced search to identify prospects
• Connect via warm introductions and InMail
• Deliver relevant content at the right time
Engage
• Get alerts that signal intent to buy
• Analyze profile and social activity data
Understand
LinkedIn Sales Navigator

23. Matt Tindale

24. More likely to engage
through warm introduction
5X

26. 45%
13%
51%
Increase to pipeline
Larger average selling price
More likely to make quota
What’s
the impact
of social
selling?

28. Dennis Atacador
General Manager of Sales & Marketing
Prosegur

29. Thank You