5. LinkedIn has 414 Million members across the world
6M+
Netherlands
#socialselling16
6. LinkedIn has 414 Million members across the world
NETHERLANDS
6M+
1.3M
Decision makers on LinkedIn
177.1K
Company Pages on LinkedIn
19%
Enterprise
29%
Mid-Market
52%
SMB
9. The buyer’s process has changed
5.4 75of B2B buyers now use
social media to be more
informed on vendors
% 90of decision makers say
they never respond to
cold outreach
%
people are now involved
in the average B2B buying
decision
#socialselling16
10. Agenda
#socialselling16
9:30am Welcome and Overview
9:40am Social Selling: How to Unlock CompetitiveAdvantage
10:10am Hallmarks of a Social Seller
10:40am Customer Panel
11:30am Networking
Join The Conversation: #socialselling16
12. Thomas Bell
President, Linnean Society of London
“The year which as passed has not
been marked by any of those striking
discoveries...”
13. “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
14. ???
“Zuckerberg is an idiot! I can’t
believe he turned down Yahoo
for 1 billion dollars.”
26. The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
The World Wide Web
‘94-’95 ‘96-’98 ’99-’00 ’00+
27. The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
‘94-’95 ‘96-’98 ’99-’00 ’00+
$182
BILLION
$437
BILLION
The World Wide Web
28. The
Chasm
Early Majority Late Majority LaggardsInnovators and Early
Adopters
Social Recruiting
‘07-’10 ‘11-’13 ’14-’16 ’17+
29. Social Recruiting
Hero
Head of Global Talent Acquisition, SABMiller
"I saw the opportunity in direct sourcing
through LinkedIn. I knew it was the future,
but had to move quickly to lock-in as many
gains as possible before the rest of the
world caught on."
30. Head of Global Talent Acquisition, SABMiller
"I've helped save SABMiller
about $7-10M annually by shifting
to direct sourcing and LinkedIn
Recruiter."Social Recruiting
Hero
31. The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
Social Selling
‘12-’14 ’18-’19 ’20+‘15 ’16-’17
33. SSI leaders create
45% more opportunitiesper
quarter than SSI laggards.
more opportunities
SSI leaders are
51% more likelyto hit
quota than SSI laggards.
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
Why is Social Selling important?
35. 1000 20 40 60 80
Social Selling Index (SSI)
28.5
2016
12.2
2012
36. 1000 20 40 60 80
Social Selling Index (SSI)
The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
‘12-’14 ’18-’19 ’20+‘15 ’16-’17
28.5
2016
12.2
2012
38. The average Dutch SSI has increased 10% over
the last year
Source: LinkedIn Internal Data
The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI formembers who were deemed as Sales Professionals back in January 2015. By doing this we are
comparing apples to apples and are able to truly measure growth in SSI.
+10%
29.6
30.3 30.3 30.4
30.7
31.3
30.3
30.8
32.0
32.3 32.4
31.2
32.6
39. Source:LinkedInInternalData
– January& December 2016
1.4
2.1
3.5
2.7
3.2
2.7
2.6
2.8
1.9
4.1
0 20 40 60
Government/Education/Non-profit
Healthcare & Pharmaceutical
Retail & Consumer Products
Manufacturing/Industrial
Aero/Auto/Engineering
Oil & Energy
Financial Services & Insurance
Professional Services
Staffing
Tech, Telecom & Media
Growth in SSI
January ’15 – Dec’15=
Some sectors are adopting Social Selling faster than others
40. Which Enterprise companies in the room are winning at
Social Selling?
Source: LinkedIn Internal Data
1 47.9
3 41.1
4 33.9
5 33.7
2 43.9
41. Which SMB companies in the room are winning at Social
Selling?
Source: LinkedIn Internal Data
1 96.2
3 67.8
4 65.2
5 63.7
2 81.3
42. Top Social Sellers in the room
5
Saylesh Casper
Sales Manager,EclectiC InternationalConsulting 89.7
4
Reggy Mortier
Director Market Creation, Barco 89.8
3
Jan Willem Alphenaar
Trainer,SocialMedia Academy 92.5
2
Richard van der Blom
Interim Manager, Just Connecting 93.8
1
Perry van Beek
Founder, Social.one 96.2
Source:LinkedInInternalData 16
43. How can you
seize the opportunity?
MeasurementEducationExecutive Alignment
44. How can you
seize the opportunity?
MeasurementEducationExecutive Alignment
Social Selling Heroes
46. VP Global Sales Enablement and Programs, PTC
"Our corporate strategy is enabling smart
connected products for competitive
differentiation. Our team personalized it to
get executive alignment - social selling is
smart connected reps for competitive
differentiation."
Executive Alignment
47. VP Global Sales Enablement and Programs, PTC
"We've seen greater than a 50x ROI
with Sales Navigator - measured in
either revenue attained or pipeline."Executive Alignment
48. Education
Senior Director, GCO Sales Tools and Technology, SAP
"Social selling is the biggest single
change to the SAP sales strategy
in the last 10 years by an order of
magnitude."
49. Education
Senior Director, GCO Sales Tools and Technology, SAP
"I was going to be either the hero or
villain. Someone has to take a risk to
make things happen."
50. Education
Senior Director, GCO Sales Tools and Technology, SAP
"We have seen massive ROI. I just
learned of a half million dollar deal
in Asia Pacific where a prospect
reached out to our SAP rep through
LinkedIn."
51. Education
Senior Director, GCO Sales Tools and Technology, SAP
"You have to customize the training,
embed it in your overall training,
and make sure to focus on middle
managers."
52. Measurement
Senior Social Media Manager – EMEA, Symantec
“Measuring our social selling is
critical to justifying our ROI. SSI
is at the core of what we do.”
53. Senior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you only provide data it is
just another number, it won’t change the
mindset.You have to tell teams what
specific actions to take."
Measurement
54. Measurement
Senior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you only provide data it is
just another number, it won’t change the
mindset.You have to tell teams what
specific actions to take."
55. The
Chasm
Early Majority Late Majority LaggardsInnovators and
Early Adopters
Social Selling Heroes
Executive Alignment MeasurementEducation
56. “The tipping point is that magic moment when
an idea, trend, or social behaviour crosses a
threshold, tips, and spreads like wildfire.”
M A L C O L M G L A D W E L L - T H E T I P P I N G P O I N T
67. 67% of marketers think intent
data will help them gain a
competitive edge.
#socialselling16
68. Only 46% of companies use
intent data to target companies
that are ready to buy.
#socialselling16
69. Target based on interest and intent
90%
Universe of
Potential Customers
45%
Target Prospects
INTEREST INTENTINTEREST
70. Paul Lewis
Global Social Media Marketing Manager, Pitney Bowes
“I use Sales Navigator to target leads and
get triggers based on significant events
such as an acquisition or promotion.”
#socialselling16
74. Nada Khan
Territory Manager (MENA), LinkedIn Sales Solutions
“Through my network, I was able to
get detailed information about the
buying process in one of my key
accounts.”
#socialselling16
77. Alex Favela
Sales Development Representative, SugarCRM
“I sent the CTO of TIAA-CREF an
Inmail referencing his LinkedIn post
and our disruptor pitch. He sent me to
someone who took a meeting.”
#socialselling16
78. Murtaza Munir
Director, New Business Development, Active International
“I tailor each message based on what I
learn from content individuals have
published. That’s how I recently
closed a $1M deal”
#socialselling16
79. To be indispensable, focus on the right signals
Signal Intent Interest
Website visit
Pages viewed
Call to action (CTA) response
Job change
Hiring activity
Content sharing
Social comments
People connections
INTEREST INTENT
Social Signals
80. Target
• Receive daily lead recommendations
• Use advanced search to identify prospects
• Get alerts that signal intent to buy
• Analyse profile and social activity data
• Connect via warm introductions and InMail
• Deliver relevant content at the right time
Act
Understand
LinkedIn Sales SolutionsLinkedIn Sales Solutions
81. 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
82. 890
181467
AVG connection per rep AVG connection with teamlink
204X
More
connections
Source:LinkedInInternalData – January2016
Sales Navigator is extending the network of reps
It would extend the network of each attendee by…
84. #socialselling16
Cindy Taphoorn
Relationship Manager
LinkedIn Sales Solutions
Bjorn Moonen
Social Selling Program
Manager
KPN
Roel Haanappel
Global Marketing
Specialist
Unit 4
Thomas Eterman
District Director
ING
PANEL
Your next steps to social selling success