Social Selling Roadshow - Chicago

1. Social Selling Roadshow An Inside Look at Social Selling with LinkedIn

2. Today’s agenda 3:00 Registration & Networking 3:30 State of Sales Keynote 4:45 Modern Sales in Practice 4:45 Future of Sales with LinkedIn 5:15 Networking Reception

3. The State of Sales 2017 Catherine Hurley Sales Leader LinkedIn Sales Solutions

4. Global State of Sales Survey

5. Conventional Sales Tactics Are Losing Deals

6. Conventional Sales Wisdom Call High Lead with Great Questions Touch 7 Times

7. 6.8 Decision makers per deal 58% Decisions made outside of C suite Call High

8. 77% Buyers who believe sales doesn’t understand business Lead with a Great Question

9. Touch the Prospect 7 Times

10. Conventional Sales Wisdom Call High Lead with Great Questions Touch 7 Times

11. Call High Lead with Great Questions Touch 7 Times Conventional Sales Wisdom Complex Buying Committees Heightened Buyer Expectations Conventional Tactics Don’t Deliver+ =

12. Modern Selling Target the full buying committee Understand before you ask Engage from 1st contact to final contract

14. Billions of Members, Trillions of Data Points World’s Largest Social Network World’s Largest Professional Network World’s Largest Presidential Megaphone Share Ideas Provide Updates Follow Influencers Get Advice Learn Skills

15. Target the Full Buying Committee Buying CommitteesPotential Customers

16. The 10 New Sales Essentials The three account mapping tools Sales Filters Lead Bot Integrated Data

17. Account Mapping Tools Filters

18. Account Mapping Tools Lead Bots Suggested Leads Twitter Recommendations

19. Kaiser Yang SVP, Managing Director, Chief Strategist “Staying focused is important. That’s where having Sales Navigator is so critical: to make sure that you’re focusing on the right priorities, accounts, and contacts. It’s a great tool to zero you in.”

21. Tap Into Social Signals to Understand Your Buyer Buying Committee Social Signals Account Sweet Spot

22. The 10 New Sales Essentials The three account mapping tools The five social signals Sales Filters Lead Bot Integrated Data The job change The hiring burst The new connections The content shares The social comments

23. Social Signals The content shares The social commentsThe job change How do we show a hiring burst?

24. “[Using social signals] allows me to have a much more targeted plan for approaching prospective clients. I can ask about the new office they’ve opened or a new product that’s coming out.” Gary James Regional Sales Leader

25. “I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.” Rick Vangrin Sales Director

27. Engage from 1st contact to final contract Sales Pro Mutual Acquaintance Customer

28. The 10 New Sales Essentials The three account mapping tools The five social signals Sales Filters Lead Bot Integrated Data The job change The hiring burst The new connections The content shares The social comments Feedback loopsConnection paths The two engagement tools

29. Engagement Tools Connection Paths Feedback Loops

30. “I was intrigued by a post my prospect wrote and reached out with my perspectives. She agreed to a meeting and introduced me to the right decision maker.” Jeff Andrews Account Executive

31. 90% Top Sales Pros Using These Techniques 80% Stealth Competitors In Accounts Good News. Bad News. Source: State of Sales Survey 2016. Frederiksen, L.W. and Taylor, A.E. (2010) Spiraling Up: How to Create a High Growth, High Value Professional Services Firm. Reston, Virginia: Hinge Research Institute.

32. What are you doing to dispel sales myths in your organization?

33. 3 Things You Can Do Today sales.linkedin.com Train to Listen for Social Signals Arm Your Team with the Right Tools Measure for Success and ROI

34. SALES NAVIGATOR LinkedIn sales.linkedin.com

35. VIDEO

36. Modern Sales in Practice Lauren Kelley Customer Success Manager, LinkedIn Sales Solutions George Carson District Sales Manager – DC Metro, CDW Area Vice President – Sales, West Unified Communications Paul Maloney Manager, Evidence Generation and Strategic, Thermo Fisher Scientific Katie Connor

37. Future of Sales with LinkedIn Bill Burnett Director LinkedIn Sales Solutions

38. EMAIL LINKEDIN CRM

39. System of Record CRM System of Communication EMAIL System of Engagement LINKEDIN EMAIL LINKEDIN CRM

40. A system salespeople want to engage with Integrates deeply with the tools you use everyday Automatically stays up-to-date Minimizes data entry Answers the question “What is the next best action I should take?” System of Engagement

41. System of Communication EMAIL System of Record CRM System of Engagement LINKEDIN

42. Sales Navigator The best version of LinkedIn for salespeople

43. The most powerful people and company search Sales Navigator Today Automatic lead and account recommendations Integrations into CRM and Email systems TeamLink: find warm introduction paths InMail: reach prospects directly Prospect news and alerts Desktop and mobile apps

44. Sales Navigator 2017 Jonathan Ofori-Amoah Product Manager LinkedIn Sales Solutions

45. Working Together Sales Navigator 2017:

46. Working Together Within Sales Team Across Company With Partners Product Platform

47. Recent Releases

48. PointDrive Recent Releases: Across Company TeamLink Extend

49. Single Sign-On Recent Releases: Product Platform ROI Reports

50. Recent Releases: With Partners Write activity data to CRMAdmin Sync

51. Coming Soon

52. Collaboration Coming Soon: Within Sales Team

53. Coming Soon: Within Sales Team Multi-Level Reporting

54. Coming Soon: Across Company LinkedIn Ad Integration

55. Coming Soon: With Partners Support for additional platforms

56. Coming Soon: Product Platform Unified Admin and Billing

57. Thank you Happy Hour & Networking Submit surveys to the registration desk for a Starbucks gift card!

58. Social Selling Roadshow An Inside Look at Social Selling with LinkedIn

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