The document summarizes a LinkedIn social selling workshop which covered: 1. Foundations of social selling and why reps lose deals by not understanding buyers or staying connected 2. How social selling utilizes social networks to build relationships and engage prospects 3. How LinkedIn Sales Navigator helps sellers expand their network and access prospects 4. Examples of successful social selling programs and best practices for implementation including creating awareness, providing education, and ensuring accountability. 5. Data showing the increases in opportunities, deal size, and ROI that social selling programs can provide.

1. LinkedIn Social Selling Workshop
1

2. Agenda
2
• Foundations of Social Selling
• What Social Selling Success Looks Like
• Best Practices for Implementing a Social
Selling Program
• Q&A
• Networking

3. Foundations of Social Selling
Vidya Subramanian
Americas Acquisition, LinkedIn Sales Solutions

4. Why reps lose deals
people on average are
involved in the buying
decision
5.4
Missing critical players
77%
of buyers don’t believe that
sales understands their
business and don’t think
they can help
Saying the wrong things
of forecasted deals
go dark
24%
Losing touch with prospects

5. Social Selling
A modern approach to sales that utilizes
information from social networks to grow
your business

6. Social Selling Behaviors
Create a
professional brand
Find the right
people
Build strong
relationships
Engage with
insights

7. LinkedIn has a wealth of information on the people and
companies with whom you want to build relationships
430M+
Members worldwide
7M+
Global companies
159MMonthly unique visitors
2B+
Updates per Week

8. To tap into the power of LinkedIn for sales, you need to
expand your access and tailor your experience
Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales

9. Where Sales Navigator Comes Into Play

10. Social Sellers See More Success
45% 51% 78%
Create more
opportunities
More likely to
achieve quota
Outsell peers
who don’t use
social media

11. Day in the Life: Sales Navigator
Andy Solty
Enterprise Sales, LinkedIn Sales Solutions

12. What Social Selling Success Looks Like
Erica Benton
Customer Marketing, LinkedIn Sales Solutions

13. Social Selling Leaders
Amy McCampbell
Director of Sales
Alchemy Systems
Tyler Afflixio
Inside Sales Manager
Spredfast
Jesse Weber
Senior Managing Director
Newmark Grubb Knight Frank

14. Best Practices for Implementing
Social Selling Programs
Andy Solty
Enterprise Sales, LinkedIn Sales Solutions

15. Social Selling Works
40%
increase in pipeline
3.2x
increase in deal size
171x
return on investment

16. You can’t manage what you can’t measure

17. AccountabilityEducationAwareness
Implementing Social Selling Programs

18. Awareness
Implementing Social Selling Programs
Best Practices
Communicate your vision
Get executive sponsorship
Help define and align program to business objectives
Partner on a path to success tailored for your team
How LinkedIn Can Help

19. Education
Implementing Social Selling Programs
Build a social selling culture
Coach for social selling behaviors
Best Practices
Share best practices and learnings
Provide dedicated resources for training
How LinkedIn Can Help

20. Implementing Social Selling Programs
Track Metrics & Attribution
Build an ROI Story
Provide Social Selling Index (SSI) as KPI
Support management with usage reporting and analytics
How LinkedIn Can Help
Accountability Best Practices

21. Social Sellers See More Success
45% 51% 78%
Create more
opportunities
More likely to
achieve quota
Outsell peers
who don’t use
social media

22. Implementing Social Selling Programs
• Track metrics and attribution
• Build an ROI story
Accountability
• Build a social selling culture
• Coach for social behaviors
Education
• Communicate your vision
• Get executive sponsorship
Awareness

23. Q&A

24. sales.linkedin.com
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