Social Selling Index (SSI) is a first-of-its kind measure that measures your company’s adoption of social selling practices on LinkedIn. > Gain visibility into your company’s activities > Uncover new opportunities > Benchmark yourself against peers and competitors This presentation will provide you with an introduction to SSI.

1. Sales Navigator
©2014 LinkedIn Corporation. All Rights Reserved.
Cian Barrett
Account Executive - Sales Solutions
LinkedIn Sales Solutions
Social Selling Explained

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What’s LinkedIn’s Social Selling Index?
First-of-its kind measure that measures your company’s
adoption of social selling practices on LinkedIn
• Gain visibility into your
company’s activities
• Uncover new opportunities
• Benchmark yourself against
peers and competitors
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4. How can you use LinkedIn to socially sell?
Establish a professional presence on
LinkedIn with a complete profile
Create a professional brand
Prospect efficiently with powerful
search and research capabilities
Find the right people
Discover and share valuable information to
initiate or maintain a relationship
Engage with insights
Expand your network to reach prospects and
those who can introduce you to prospects
Build strong relationships

5. 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
Why is social selling important?

6. Sales professionals with a high SSI…
1.6X faster to get
promoted to VP3
3X more likely to
go to club2
51% more likely
to exceed quota1
Exceed Quota Go to Club Get Promoted Faster

7. How is SSI calculated?
LinkedIn ran a global study of 4,188 B2B sales professionals in Q4 2014 and asked respondents how they
performed against quota in Q3. Note that active job seekers and usage outliers were excluded.
We then matched respondents to their LinkedIn profiles and analyzed their usage habits. We determined how
top-performing reps used the website to help them exceed quota. The formula behind SSI is based on what
these reps do.
Create a professional brand
Establish a professional presence
on LinkedIn with a complete profile
Profile completeness
Multimedia on profile, cover photo*
Endorsements
Long form posts* & followers from posts*
Find the right people
Prospect efficiently with powerful
search and research capabilities
People searches (on LinkedIn.com or in Sales Navigator*)
Lead Builder* / Advanced people searches (in Sales Navigator*)
Profile views (on LinkedIn.com or in Sales Navigator*)
Prospecting profile views (third degree or out of network)
Inbound profile views
Leads saved* (in Sales Navigator*)
Days active (on LinkedIn.com or in Sales Navigator*)
Engage with insights
Discover and share valuable information to
initiate or maintain a relationship
Shares (short form posts)
Engagements given and received (likes, comments, reshares)
Engagements received on long-form posts (likes, comments, reshares)
Messages sent + InMail response rate* (multiple types)
Groups joined
Accounts saved* (in Sales Navigator*)
Research views* (account page views + homepage scrolls in Sales Navigator*)
Build strong relationships
Expand your network to reach prospects &
those who can introduce you to prospects
Connections
VP+ connections
Internal connections (with other coworkers)
Acceptance rate for connection requests sent*
*Starred metrics are new to the third, 2015 version of SSI