Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SAVO Group, Mattersight and Entertainment Cruises.

1. 1
The Key to Social Selling
CHICAGO BREAKFAST

2. 2
Welcome
CHICAGO
7:30-8:00 Registration & Breakfast
8:00-8:15 Intro to Social Selling
8:15-8:45 Customer Panel
8:45-9:00 Q&A

3. Intro to Social Selling
Dan Stanton, Jr.
LinkedIn Sales Solutions

4. 4
You have vast and important networks
106,004 Connections
44% Director & Above Connections
9% of Connections outside your Country

5. 5
Social Selling Defined

6. 6
Our vision
Connect the world’s buyers and sellers to
build relationships.

7. Social selling is happening across all social media

8. For B2B, LinkedIn is at the bulls eye

9. Members first

10. 400M+

12. HIRE MARKET SELL WORK

13. 13
Why do we need to connect these groups ?

14. #SalesConnect
The Buying Process Has Changed
people are now involved
in the average B2B
buying decision
of B2B buyers now use
social media to be more
informed on vendors
of decision-makers say
they never respond to cold
outreach

15. 5X
More likely to engage with sales
professionals via warm introduction
than cold outreach
15

16. We want to be the System of Engagment
System of
Record
System of
Communication
System of
Engagement
We don’t want to replace CRMWe don’t want to replace email or phone

17. Focus on the right
people and
companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
Building relationships with prospects and customers is different
in this new normal. You need to:

18. Social Selling:
Components & Measurement

19. Four Fundamental Behaviors to Social Selling
Create a Professional Brand
Find the Right People
Build Strong Relationships
Engage with Insights
Measure Your Success

20. • Publish brand-
related content
• Ensure a
professional photo
1. Create a Professional Brand
Miranda Baylor
Supporting Bio-Pharmaceutical Innovation at XYZ Co.
XYZ Co.
New State Co.
Alma Mater University
Current:
Previous:
Education:
Published by Miranda:

21. 2. Find the Right People
VP, Genco Pharmaceuticals
Senior Director, HealthTech Co.
President and CEO, Pharma Co.
Sinjin Sohnerhalsen
Radhika Rajagopalan
Ed Simcoe
Sr. Director – Quality and Assurance, Genco Pharmaceuticals
Director, QA / Compliance at Genco Pharmaceuticals
Group Leader, Technico Health
Vice President, North America Generics at Benin Laboratories
Head of Operations and Bus Dev at Benin Laboratories

22. • Personalize your
messages
• Join groups that your
prospects might find
of interest and
engage with content
and comments that
show your added
value
3. Engage with Insights
Ed Simcoe
President and CEO, Pharma Co.
Noticed you’ve used MyProduct previously
Hi Ed,
I noticed that you previously were at Benin Laboratories and likely used ABC
Co’s MyProduct. Would you be interested in looking at using MyProduct for
your new company? Let me know if you would like to set up a time to chat
about it.

23. Miranda closed a contract with ABC Pharma and now she can leverage her
relationship with the CEO for additional business and introductions
4. Build Strong Relationships

24. #SalesConnect
Laggards
1000 20 40 60 80
How LinkedIn Measures Social Selling
Social Selling Index (SSI)
Leaders

25. Here’s My Score: Still Room for Improvement!
Check your SSI score at: www.linkedin.com/sales/ssi

26. Who are the Social Selling leaders in the room?
1 90Gregg Kalman
3 87Lynn Miller
2 89Dennis McGuire
4 85Greg Morey
5 84Brad Moore
6 82Scott Cotter
8 79Tom Mahowald
7 81Julie Kelsey
9 78Brian Collins
10 78Adam Bianco
* Data represents the previous month’s SSI score and is not representative of a cohort.

27. 2x
The Impact of Social Selling
New clients
Meetings secured
Opportunities generated

28. LinkedIn Sales Navigator
Overview

29. The Network
One time Search Prospecting in your sleep

30. Job changes = Selling Opportunity

31. 31
Albert Einstein
“If I had an hour to solve a
problem, I’d spend 55 minutes
thinking about the problem and
five minutes thinking about
solutions.”

32. Save Leads and Saved Accounts – Insights and Business Intelligence

33. Serendipity to Science

34. Ownership

35. #SalesConnect
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
28.2
2015
12.2
2012

36. 36
Call to Action: Start Social Selling
For more on LinkedIn Sales Navigator, visit sales.linkedin.com
Create a Professional Brand Polish Your LinkedIn Profile
Find the Right People Learn what they care about
Build Strong Relationships Leverage Warm Introductions
Measure Your Success Track Social Selling Index
Engage with Insights Use Personalized InMails

37. 37
Customer Panel
​ Kathryn Rudey
​ LinkedIn Sales Solutions

38. Buying and Selling in the Digital Age
Brad Moore
Vice President, Sales Enablement
Mattersight Corporation
linkedin.com/in/bradfordlmoore
Dennis McGuire
Vice President, Inside Sales
SAVO Group
linkedin.com/in/mcguiredennis
Gia Skiba
Corporate Team Leader
Entertainment Cruises
linkedin.com/in/giahyos

39. ​ Learn more at sales.linkedin.com
Q&A
39
Brad Moore
Vice President, Sales
Enablement
Mattersight
Corporation
linkedin.com/in/
bradfordlmoore
Dennis McGuire
Vice President, Inside
Sales
SAVO Group
linkedin.com/in/
mcguiredennis
Gia Skiba
Corporate Team
Leader
Entertainment
Cruises
linkedin.com/in/
giahyos
Kathryn Rudey
Relationship Manager
LinkedIn
linkedin.com/in/
kathrynrudey
Dan Stanton, Jr.
Regional Sales Leader
LinkedIn
linkedin.com/in/
danstantonjr

40. ©2014 LinkedIn Corporation. All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved.
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