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#socialselling16
Welcome to the
D U B A I A P R I L 1 2
#socialselling16
Dylan Sharkey
Head of Sales Solutions (MENA)
LinkedIn Sales Solutions
LinkedIn has 414 Million members across the world
#socialselling16
+124M
NAMER
+132M
EMEA
+57M
LATAM
+85M
APAC+17M
MENA
LinkedIn has 414 Million members across the world
2M+
United Arab Emirates
#socialselling16
LinkedIn has 414 Million members across the world
United Arab Emirates
2M+
556.5K
Decision makers on LinkedIn
67.8K
Compan...
Influence every relationship driven sale
for our customers
#socialselling16
Relationships are foundational for sales success
Dylan
Company
A
Company
B
Company
C
#socialselling16
The buyer’s process has changed
5.4 75of B2B buyers now use
social media to be more
informed on vendors
% 90of decision ma...
Agenda
#socialselling16
9:30am Welcome and Overview
9:40am Social Selling: How to Unlock Competitive Advantage
10:10am Hal...
#socialselling16
Kevin Scott
Head of Sales Solutions, EMEA,
LinkedIn
SOCIAL SELLING
How to unlock competitive advantage
Thomas Bell
President, Linnean Society of London
“The year which as passed has not
been marked by any of those striking
di...
“Everyone’s always asking me when
Apple will come out with a cell phone.
My answer is ‘Probably never.’”
David Pogue
Tech ...
$260B???
?
“Zuckerberg is an idiot! I can’t
believe he turned down Yahoo
for 1 billion dollars.”
Mike Derezin
? ???
“Zuckerberg is an idiot! I can’t
believe he turned down Yahoo
for 1 billion dollars.”
Michael Porter
Competitive Strategy
and
Competitive
Advantage
AdvantageCompetitive
S U S T A I N A B L E
#socialsellingroadshow
Rita Gunther McGrath
The End of
Competitive Advantage
"To win in volatile and uncertain
environments, executives need to learn
how to exploit short-lived opportunities
with spe...
AdvantageCompetitive
TRANSIENT
#socialsellingroadshow
by Geoffrey Moore
Crossing the Chasm
The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
HIGH
RISK
NO
RISK
The
Chasm
HIGH
RISK
NO
RISK
HIGH
REWARD
NO
REWARD
Early Majority Late Majority LaggardsInnovators and Early Adopters
The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
The World Wide Web
‘94-’95 ‘96-’98 ’99-’00 ’0...
The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
‘94-’95 ‘96-’98 ’99-’00 ’00+
$182
BILLION
$43...
The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
Social Recruiting
‘07-’10 ‘11-’13 ’14-’16 ’17+
Social Recruiting
Hero
Jennifer Candee
Head of Global Talent Acquisition, SABMiller
"I saw the opportunity in direct sourc...
Jennifer Candee
Head of Global Talent Acquisition, SABMiller
"I've helped save SABMiller
about $7-10M annually by shifting...
The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
Social Selling
‘12-’14 ’18-’19 ’20+‘15 ’16-’17
Social SellingIndex (SSI)
Create a
professional brand
Find the
right people
Engage with
insights
Build strong
relationships
SSI leaders create
45% more opportunities per
quarter than SSI laggards.
45%more opportunities
SSI leaders are
51% more li...
Laggards
1000 20 40 60 80
Social Selling Index (SSI)
Leaders
1000 20 40 60 80
Social Selling Index (SSI)
28.5
2016
12.2
2012
1000 20 40 60 80
Social Selling Index (SSI)
The
Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
‘...
29.9
NAMER
21.0
LATAM
24.9
APAC
28.3
EMEA
We can look at SSI by region
31.2
UAE
The average United Arab Emirates SSI has
increased 20% over the last year
Source: LinkedIn Internal Data
The charts above ...
Source: LinkedIn Internal Data
– January & December 2016
Some sectors are taking the lead in Social Selling
2.3
5.5
4.8
4....
Which UAE Enterprise companies in the room are winning at
Social Selling?
Source: LinkedIn Internal Data
1 44.2
3 40.1
4 3...
Which UAE SMB companies in the room are winning at
Social Selling?
Source: LinkedIn Internal Data
1 67.8
3 50.3
4 44.6
5 4...
Top Social Sellers in the room
5 Fayçal Boubidi
Marketing Manager at QANAWAT – FZ, L.L.C. 77.4
4
Rina Bardic
Marketing Com...
How can you
seize the opportunity?
MeasurementEducationExecutive Alignment
MeasurementEducationExecutive Alignment
Social Selling Heroes
How can you seize the opportunity?
Executive Alignment MeasurementEducation
Social Selling Heroes
VP Global Sales Enablement and Programs, PTC
"Our corporate strategy is enabling smart
connected products for competitive
...
VP Global Sales Enablement and Programs, PTC
"We've seen greater than a 50x ROI
with Sales Navigator - measured in
either ...
Executive Alignment
Education
Senior Director, GCO Sales Tools and Technology, SAP
"Social selling is the biggest single
c...
Education
Senior Director, GCO Sales Tools and Technology, SAP
"I was going to be either the hero or
villain. Someone has ...
Education
Senior Director, GCO Sales Tools and Technology, SAP
"You have to customize the training,
embed it in your overa...
Education
Senior Director, GCO Sales Tools and Technology, SAP
"We have seen massive ROI. I just
learned of a half million...
Senior Social Media Manager – EMEA, Symantec
“Measuring our social selling is
critical to justifying our ROI. SSI
is at th...
Senior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you only provide data...
Measurement
Senior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you only ...
Social Selling Heroes
Innovators and Executive
Alignment MeasurementEducation
“The tipping point is that magic moment when
an idea, trend, or social behaviour crosses a
threshold, tips, and spreads li...
#socialselling16
Kevin Ryan
Head of Marketing, LSS EMEA
LinkedIn
SOCIAL SELLING
Hallmarks of a Social Seller
It’s not personal…it’s business
It’s all personal
#socialselling16
Unique Journey
Verification
Warm Intro
Generic Process
Discovery
Cold Call
400M+ Members
Interests
Intentions
Methods
Sales Navigator
Target
Understand
Act
Act
Understand
Target
67% of marketers think intent
data will help them gain a
competitive edge.
#socialselling16
Only 46% of companies use
intent data to target companies
that are ready to buy.
#socialselling16
Target based on interest and intent
90%
Universe of
Potential Customers
45%
Target Prospects
INTEREST INTENTINTEREST
Paul Lewis
Global Social Media Marketing Manager, Pitney Bowes
“I use Sales Navigator to target leads and
get triggers bas...
Act
Understand
Target
Top performers spend 25% more
time on research and
preparation.
#socialselling16
Understand buyers and their process
Vs.
Nada Khan
Territory Manager (MENA), LinkedIn Sales Solutions
“Through my network, I was able to
get detailed information a...
Act
Understand
Target
Indispensable sales and
marketing pros send 148% more
connection requests and share
23% more content
#socialselling16
Influence every stakeholder
Vs.
Alex Favela
Sales Development Representative, SugarCRM
“I sent the CTO of TIAA-CREF an
Inmail referencing his LinkedIn pos...
Murtaza Munir
Director, New Business Development, Active International
“I tailor each message based on what I
learn from c...
To be indispensable, focus on the right signals
Signal Intent Interest
Website visit
Pages viewed
Call to action (CTA) res...
Target
• Receive daily lead recommendations
• Use advanced search to identify prospects
• Get alerts that signal intent to...
Relevant
news
LinkedIn’s network data
Your accounts,
leads & preferences
Sales Navigator makes it simple to establish and ...
5X
More connections
Source: LinkedIn Internal Data – January 2016
Sales Navigator is extending the network of reps
It can ...
#socialselling16
What’s your SSI
linkedin.com/sales/ssi
#socialselling16
Nada Khan
Territory Manager (MENA)
LinkedIn Sales Solutions
Aiham Al-Akhras
Head of Business
Development
...
#socialselling16
QUESTIONS
#socialselling16
Dylan Sharkey
Head of Sales Solutions (MENA)
LinkedIn Sales Solutions
CLOSING REMARKS
Social Selling Roadshow Dubai
Social Selling Roadshow Dubai
Social Selling Roadshow Dubai
Social Selling Roadshow Dubai
Social Selling Roadshow Dubai
Social Selling Roadshow Dubai
Social Selling Roadshow Dubai
Social Selling Roadshow Dubai
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Social Selling Roadshow Dubai

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The Sales profession is evolving. Discover how social selling can become a competitive advantage.

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Social Selling Roadshow Dubai

  1. 1. #socialselling16 Welcome to the D U B A I A P R I L 1 2
  2. 2. #socialselling16 Dylan Sharkey Head of Sales Solutions (MENA) LinkedIn Sales Solutions
  3. 3. LinkedIn has 414 Million members across the world #socialselling16 +124M NAMER +132M EMEA +57M LATAM +85M APAC+17M MENA
  4. 4. LinkedIn has 414 Million members across the world 2M+ United Arab Emirates #socialselling16
  5. 5. LinkedIn has 414 Million members across the world United Arab Emirates 2M+ 556.5K Decision makers on LinkedIn 67.8K Company Pages on LinkedIn 27% Enterprise 33% Mid-Market 39% SMB #socialselling16
  6. 6. Influence every relationship driven sale for our customers #socialselling16
  7. 7. Relationships are foundational for sales success Dylan Company A Company B Company C #socialselling16
  8. 8. The buyer’s process has changed 5.4 75of B2B buyers now use social media to be more informed on vendors % 90of decision makers say they never respond to cold outreach % people are now involved in the average B2B buying decision #socialselling16
  9. 9. Agenda #socialselling16 9:30am Welcome and Overview 9:40am Social Selling: How to Unlock Competitive Advantage 10:10am Hallmarks of a Social Seller 10:40am Customer Panel 11:30am Networking Join The Conversation: #socialselling16
  10. 10. #socialselling16 Kevin Scott Head of Sales Solutions, EMEA, LinkedIn SOCIAL SELLING How to unlock competitive advantage
  11. 11. Thomas Bell President, Linnean Society of London “The year which as passed has not been marked by any of those striking discoveries...”
  12. 12. “Everyone’s always asking me when Apple will come out with a cell phone. My answer is ‘Probably never.’” David Pogue Tech Columnist, New York Times
  13. 13. $260B??? ? “Zuckerberg is an idiot! I can’t believe he turned down Yahoo for 1 billion dollars.”
  14. 14. Mike Derezin ? ??? “Zuckerberg is an idiot! I can’t believe he turned down Yahoo for 1 billion dollars.”
  15. 15. Michael Porter Competitive Strategy and Competitive Advantage
  16. 16. AdvantageCompetitive S U S T A I N A B L E #socialsellingroadshow
  17. 17. Rita Gunther McGrath The End of Competitive Advantage
  18. 18. "To win in volatile and uncertain environments, executives need to learn how to exploit short-lived opportunities with speed and decisiveness.”
  19. 19. AdvantageCompetitive TRANSIENT #socialsellingroadshow
  20. 20. by Geoffrey Moore Crossing the Chasm
  21. 21. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters
  22. 22. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters HIGH RISK NO RISK
  23. 23. The Chasm HIGH RISK NO RISK HIGH REWARD NO REWARD Early Majority Late Majority LaggardsInnovators and Early Adopters
  24. 24. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters The World Wide Web ‘94-’95 ‘96-’98 ’99-’00 ’00+
  25. 25. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters ‘94-’95 ‘96-’98 ’99-’00 ’00+ $182 BILLION $437 BILLION The World Wide Web
  26. 26. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters Social Recruiting ‘07-’10 ‘11-’13 ’14-’16 ’17+
  27. 27. Social Recruiting Hero Jennifer Candee Head of Global Talent Acquisition, SABMiller "I saw the opportunity in direct sourcing through LinkedIn. I knew it was the future, but had to move quickly to lock-in as many gains as possible before the rest of the world caught on."
  28. 28. Jennifer Candee Head of Global Talent Acquisition, SABMiller "I've helped save SABMiller about $7-10M annually by shifting to direct sourcing and LinkedIn Recruiter."Social Recruiting Hero
  29. 29. The Chasm Early Majority Late Majority LaggardsInnovators and Early Adopters Social Selling ‘12-’14 ’18-’19 ’20+‘15 ’16-’17
  30. 30. Social SellingIndex (SSI) Create a professional brand Find the right people Engage with insights Build strong relationships
  31. 31. SSI leaders create 45% more opportunities per quarter than SSI laggards. 45%more opportunities SSI leaders are 51% more likely to hit quota than SSI laggards. 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?
  32. 32. Laggards 1000 20 40 60 80 Social Selling Index (SSI) Leaders
  33. 33. 1000 20 40 60 80 Social Selling Index (SSI) 28.5 2016 12.2 2012
  34. 34. 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 28.5 2016 12.2 2012
  35. 35. 29.9 NAMER 21.0 LATAM 24.9 APAC 28.3 EMEA We can look at SSI by region 31.2 UAE
  36. 36. The average United Arab Emirates SSI has increased 20% over the last year Source: LinkedIn Internal Data The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI. 26.1 26.7 26.7 27.4 28.2 28.7 28.8 30.1 30.3 30.8 30.0 29.8 31.2
  37. 37. Source: LinkedIn Internal Data – January & December 2016 Some sectors are taking the lead in Social Selling 2.3 5.5 4.8 4.8 5.3 5.6 4.3 5.8 6.5 17.7 0 20 40 60 Manufacturing/Industrial Retail & Consumer Products Aero/Auto/Engineering Financial Services & Insurance Healthcare & Pharmaceutical Government/Education/Non-… Oil & Energy Professional Services Tech, Telecom & Media Staffing Growth in SSI January ’15 – Dec’15
  38. 38. Which UAE Enterprise companies in the room are winning at Social Selling? Source: LinkedIn Internal Data 1 44.2 3 40.1 4 30.4 5 29.2 2 42.2 VMware Google Microsoft Wipro Schneider Electric
  39. 39. Which UAE SMB companies in the room are winning at Social Selling? Source: LinkedIn Internal Data 1 67.8 3 50.3 4 44.6 5 44.6 2 50.4 Nabbesh.com Thousand Network Zafin Marcom Arabia VoicEarn FZ LLc
  40. 40. Top Social Sellers in the room 5 Fayçal Boubidi Marketing Manager at QANAWAT – FZ, L.L.C. 77.4 4 Rina Bardic Marketing Communications (MENA Region) at PA Consulting Group 77.5 3 Ryan Aldrin Business Development Director at Nabbesh 81.3 2 Ivo Sharpe Area Manager at deVere Acuma Abu Dhabi 81.8 1 Anthony Hobeika Chief Executive Officer at MENA Research Partners 82.5 Source: LinkedIn Internal Data 16
  41. 41. How can you seize the opportunity? MeasurementEducationExecutive Alignment
  42. 42. MeasurementEducationExecutive Alignment Social Selling Heroes How can you seize the opportunity?
  43. 43. Executive Alignment MeasurementEducation Social Selling Heroes
  44. 44. VP Global Sales Enablement and Programs, PTC "Our corporate strategy is enabling smart connected products for competitive differentiation. Our team personalized it to get executive alignment - social selling is smart connected reps for competitive differentiation." Executive Alignment
  45. 45. VP Global Sales Enablement and Programs, PTC "We've seen greater than a 50x ROI with Sales Navigator - measured in either revenue attained or pipeline."Executive Alignment
  46. 46. Executive Alignment Education Senior Director, GCO Sales Tools and Technology, SAP "Social selling is the biggest single change to the SAP sales strategy in the last 10 years by an order of magnitude."
  47. 47. Education Senior Director, GCO Sales Tools and Technology, SAP "I was going to be either the hero or villain. Someone has to take a risk to make things happen."
  48. 48. Education Senior Director, GCO Sales Tools and Technology, SAP "You have to customize the training, embed it in your overall training, and make sure to focus on middle managers."
  49. 49. Education Senior Director, GCO Sales Tools and Technology, SAP "We have seen massive ROI. I just learned of a half million dollar deal in Asia Pacific where a prospect reached out to our SAP rep through LinkedIn."
  50. 50. Senior Social Media Manager – EMEA, Symantec “Measuring our social selling is critical to justifying our ROI. SSI is at the core of what we do.” Measurement
  51. 51. Senior Social Media Manager – EMEA, Symantec "We always combine SSI with actionable intelligence. If you only provide data it is just another number, it won’t change the mindset. You have to tell teams what specific actions to take." Measurement
  52. 52. Measurement Senior Social Media Manager – EMEA, Symantec "We always combine SSI with actionable intelligence. If you only provide data it is just another number, it won’t change the mindset. You have to tell teams what specific actions to take."
  53. 53. Social Selling Heroes Innovators and Executive Alignment MeasurementEducation
  54. 54. “The tipping point is that magic moment when an idea, trend, or social behaviour crosses a threshold, tips, and spreads like wildfire.” MALCOLM GLADWELL- THE TIPPING POINT
  55. 55. #socialselling16 Kevin Ryan Head of Marketing, LSS EMEA LinkedIn SOCIAL SELLING Hallmarks of a Social Seller
  56. 56. It’s not personal…it’s business It’s all personal #socialselling16
  57. 57. Unique Journey Verification Warm Intro Generic Process Discovery Cold Call
  58. 58. 400M+ Members Interests Intentions Methods Sales Navigator Target Understand Act
  59. 59. Act Understand Target
  60. 60. 67% of marketers think intent data will help them gain a competitive edge. #socialselling16
  61. 61. Only 46% of companies use intent data to target companies that are ready to buy. #socialselling16
  62. 62. Target based on interest and intent 90% Universe of Potential Customers 45% Target Prospects INTEREST INTENTINTEREST
  63. 63. Paul Lewis Global Social Media Marketing Manager, Pitney Bowes “I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.” #socialselling16
  64. 64. Act Understand Target
  65. 65. Top performers spend 25% more time on research and preparation. #socialselling16
  66. 66. Understand buyers and their process Vs.
  67. 67. Nada Khan Territory Manager (MENA), LinkedIn Sales Solutions “Through my network, I was able to get detailed information about the buying process in one of my key accounts.” #socialselling16
  68. 68. Act Understand Target
  69. 69. Indispensable sales and marketing pros send 148% more connection requests and share 23% more content #socialselling16
  70. 70. Influence every stakeholder Vs.
  71. 71. Alex Favela Sales Development Representative, SugarCRM “I sent the CTO of TIAA-CREF an Inmail referencing his LinkedIn post and our disruptor pitch. He sent me to someone who took a meeting.” #socialselling16
  72. 72. Murtaza Munir Director, New Business Development, Active International “I tailor each message based on what I learn from content individuals have published. That’s how I recently closed a $1M deal” #socialselling16
  73. 73. To be indispensable, focus on the right signals Signal Intent Interest Website visit Pages viewed Call to action (CTA) response Job change Hiring activity Content sharing Social comments People connections INTEREST INTENT Social Signals
  74. 74. Target • Receive daily lead recommendations • Use advanced search to identify prospects • Get alerts that signal intent to buy • Analyse profile and social activity data • Connect via warm introductions and InMail • Deliver relevant content at the right time Act Understand LinkedIn Sales SolutionsLinkedIn Sales Solutions
  75. 75. Relevant news LinkedIn’s network data Your accounts, leads & preferences Sales Navigator makes it simple to establish and grow relationships with your prospects and customers Sales Navigator
  76. 76. 5X More connections Source: LinkedIn Internal Data – January 2016 Sales Navigator is extending the network of reps It can extend your network by…
  77. 77. #socialselling16 What’s your SSI linkedin.com/sales/ssi
  78. 78. #socialselling16 Nada Khan Territory Manager (MENA) LinkedIn Sales Solutions Aiham Al-Akhras Head of Business Development Fujitsu Abdulaziz Alhammadi Manager, Corporate Communications Dubai Airport Freezone Authority Toby Downes National Sales Leader FCM Travel Solutions PANEL Your next steps to social selling success
  79. 79. #socialselling16 QUESTIONS
  80. 80. #socialselling16 Dylan Sharkey Head of Sales Solutions (MENA) LinkedIn Sales Solutions CLOSING REMARKS

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