Social Selling with LinkedIn - Brisbane

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LinkedIn Sales Solution presentation delivered by: - Shaun Broughton, Head of Relationship Management, ANZ - Imraan Ali, Sales Solutions Executive, ANZ

Technology Business

How Top Sales Teams Leverage
LinkedIn for Social Selling
au.linkedin.com/in/shaunbroughton

Agenda
15.30 – 16.00 Registration
16.00 – 16.15 Intro & The Social Selling Index
Shaun Broughton, Head of Relationship Management
16.15 – 16:30 Social Selling in Practice
Imraan Ali, Account Executive, LinkedIn
16.30 – 17.00 Customer Fireside chat followed by Q&A
Brenton Henderson, MD
Oncore
17.00 – 19.00 Presentation Close – Drinks and Networking

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

Introducing the LinkedIn Social Selling Index
How well does your team embrace social selling?
1000
LeadersLaggards

LinkedIn Social Selling Index
Correlates to sales success
Source: Aberdeen Group
15%
More customer
renewals
31%
Greater team
quota attainment
21%
More reps
achieving quota

Social Selling in Practice
au.linkedin.com/in/imali/

How
How do I get
a warm intro?
+277M
members
+2B
member updates
per week
Billions
connections
5 Core Competencies of Social Selling
What
What to
talk about?
Who
Who are the
Right People?
Connections Profiles4 5
1 2 3

Social Selling for Sales Leaders
1. Build strong profiles
2. Team Culture
3. Measurement
16

Monitor your team’s engagement in social selling
activities on LinkedIn
©2013 LinkedIn

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%

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Social Selling with LinkedIn - Brisbane

1. How Top Sales Teams Leverage LinkedIn for Social Selling au.linkedin.com/in/shaunbroughton

2. Agenda 15.30 – 16.00 Registration 16.00 – 16.15 Intro & The Social Selling Index Shaun Broughton, Head of Relationship Management 16.15 – 16:30 Social Selling in Practice Imraan Ali, Account Executive, LinkedIn 16.30 – 17.00 Customer Fireside chat followed by Q&A Brenton Henderson, MD Oncore 17.00 – 19.00 Presentation Close – Drinks and Networking

8. 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

9. The Social Selling Evolution

10. Social selling leverages your professional brand to fill your pipeline with the right people, insights, and relationships.

11. Introducing the LinkedIn Social Selling Index How well does your team embrace social selling? 1000 LeadersLaggards

12. LinkedIn Social Selling Index Correlates to sales success Source: Aberdeen Group 15% More customer renewals 31% Greater team quota attainment 21% More reps achieving quota

13. Social Selling in Practice au.linkedin.com/in/imali/

14. How How do I get a warm intro? +277M members +2B member updates per week Billions connections 5 Core Competencies of Social Selling What What to talk about? Who Who are the Right People? Connections Profiles4 5 1 2 3

15. Social Selling for Sales Leaders

16. Social Selling for Sales Leaders 1. Build strong profiles 2. Team Culture 3. Measurement 16

17. Build a Strong Professional Profile as a leader Add a photo, experience and skills that showcase the brand of YOU 17

19. 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%

20. Thank you

Social Selling with LinkedIn - Brisbane

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