2. Agenda for tonight
 Why Social Selling
 LinkedIn as a platform
 What else? LinkedIn Sales Navigator
 Success Stories
©2014 LinkedIn Corporation. All Rights Reserved
2

3. The world and buyers have changed
What once worked, will not work anymore
©2014 LinkedIn Corporation. All Rights Reserved
97%75% 57%
Of the time cold
calls do not work
7% worse every year
since 2010
B2B purchaser
influenced
by social
Buying decisions
are made before
sales rep involvement
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011
3

4. What is social selling?
Social selling leverages
your professional brand, social data and
relationships to grow revenue
Social selling helps you adapt to the buyer’s new process

5. 300,000,000+ registered members
22
26Global offices
Languages
85MMembers in EMEA

6. Sharing with your network

7. LinkedIn Sales Navigator for Social Selling
Who
Who are the
Right People?
Enhanced Search
Account Mapping
How
How do I get
a warm intro?
What
What to
talk about?
7
3rd Degree Profile
Visibility
InMail
TeamLink

8. Mapping organisations

9. Mark
LSS 9
Mark’s current personal
connections
Mark’s entire Sales
Team connections
How do I get a warm intro?
Leverage a common connection
8
880
People you know
at Avaya
People your entire Sales
Team knows
at Avaya
People your network knows
at Avaya
2
Free
Free
Sales Navigator

10. Create a professional brand
Find the right people
Engage with insights
Build strong relationships
11.9
4.8
2.3
8.5
Social Selling Index 27.6
ABC
How do you compare to industry average?
12.4
7.1
2.6
8.6
30.7
Technology -
Software
Company ABC:
All sales pros
Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.

11. 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 Index important?

12. Bouygues Telecom Reinvigorates Sales Team with
LinkedIn Sales Navigator
Challenge:
Sales team had trouble reaching target customers through
traditional prospecting methods, especially because people change jobs
so frequently
Results:
 With Sales Navigator, sales reps can make prospect lists in a matter
of minutes and immediately reach out to the list via InMail.
 TeamLink enables the sales team to get warm introductions
to key players.
 Sales Navigator gives new life to the sales team by making it easier for
them to do their job.
12
Bouygues Telecom is one of the leading telecom operators in France,
with 13 million mobile customers. Bouygues offers mobile and fixed line
phone service and broadband data services for businesses.

13. “TeamLink gives a whole new
meaning to the saying ‘What a
small world’! It is amazing
how we are all connected in
some way.”
-Marine Lucas, Sr. Social Media & Marketing Manager, Bouygues Telecom Enterprises
Bouygues Telecom is one of the leading telecom operators in France,
with 13 million mobile customers. Bouygues offers mobile and fixed line
phone service and broadband data services for businesses.

14. Salespeople have always been a social bunch. It’s the nature of the job to talk to
prospects and clients on a daily basis.When you think of it like that, social media
should be the playground of sales people.
100%
of business
decision-makers
use #socialmedia
78%
of the salespeople
who used social
media as part of their
business practices
outsold their peers
92%
of B2B buyers
start their
search online
SINCEWHENWAS
SELLING NOT SOCIAL?
Source: Forrester
Source: salesforce.com
Source: salesforce.com

16. WHAT’SYOUR BIGGEST
DIFFERENTIATOR?

17. NOW IT REALLY CAN BETRUE…

18. INTRADITIONAL MARKETINGTERMS…

19. HERE’S MINE, FOR EXAMPLE

20. LISTENING…

21. CONTRIBUTING…
At a company level
everyonesocial.com
At an individual level
getlittlebird.com

22. ENGAGING…
“Social selling” is a misnomer - 80% about connecting and building a
reputation, 20% about new opportunities and progressing existing ones.

23. SELLING…

24. MARKETING’S ROLE IN ALLTHIS

25. MARKETING’S ROLE IN ALLTHIS
http://www.slideshare.net/paulreverett/102523-010-tmpsocialsellingdiagramlayouta3

28. The Sales & Marketing Forum
Social Selling – Case Study
Tim Hughes
Business Development Director
Applications
26th June 2014
@Timothy_Hughes
@OracleTim
#TMPForum

29. • @timothy_hughes
• 66,00 Followers
• Klout 64
• @OracleTim
• 3,000 Followers
• Klout 54
• Blog: http://timothyhughesuk.wordpress.com/
Oracle Corporation
Tim Hughes - Social Media Credentials
 Currently Rolling Out Social Selling
Program to 600 Sales People Across
Europe
 LinkedIn
 IKO - Social Media Listening
 Onalytica - Influencer Marketing
 Eloqua – Marketing Automation
 OSN – Enterprise Social Network
#TMPForum

30. Why Social Selling?
#TMPForum

31. Agenda
1
2
3
4
Why Social Selling?
My Social Media Journey
5 Pillars of Social Selling
Monetizing Social Media Listening
IKO Demo
How to Approach a Project
#TMPForum
5

32. My Social Media Journey.....
#TMPForum

33. Text
Text
Text
Text
Text
5 Pillars of Social Selling
#TMPForum

34. Social Media Listening
IKO Demo

35. Benefits of Social Media Listening
• Lead Generation
• Account Coverage
• De-Risk “Must Win” Deals
• RFP Process Insight
• Competitive Intelligence
– Insight
– Pursuit Support
#TMPForum

36. How to Approach a Project
• Work with your Stakeholders
• Start Small
• Choose your Battles
• Quick Wins
• Tell People about the Success
#TMPForum

37. Q&A@Timothy_Hughes
@OracleTim
Blog:
http://timothyhughesuk.wordpress.com/
LinkedIn
uk.linkedin.com/in/timothyhughes1/
#TMPForum

38. The Sales & Marketing Forum
Social Selling – Case Study
Tim Hughes
Business Development Director
Applications
26th June 2014
@Timothy_Hughes
@OracleTim
#TMPForum