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Welcome to the Social Selling EraAmy StephensMarketing, Sales Solutions EMEA
LinkedIn Sales Solutions Mission
Connect the world’s buyers and sellers
to build relationships.
Members first
%of B2B Buyers use social media to
make purchasing decisions
%Of B2B decision-makers expect new
or different insights from sales
professionals
More likely to engage with sales
professionals via warm introduction
than cold outreach.
Sales Professionals Who Are Social Selling
51% more likely to
exceed quota
Exceed Quota
3X more likely to go
to club
Go to Club
Promoted to VP 17
months faster
Get Promoted Faster
Social Selling Defined
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Defined…
Showcase your skills
Create a professional brand
Use the right tone
What would prospects or customers want to know about
you? Be descriptive. Tell your story.
Complete your profile
Aim for 100% profile completeness
Add rich content
Slideshare deck, presentation video, etc.
Add skills and generate endorsements
Check who viewed you
Find the right people
View prospects
View details of potential prospects in your 1st , 2nd , and 3rd
degree networks
Expand your viewing
Use Lead Recommendations to find more prospects at
your accounts
Your activity drives views of your profile. Engage with
relevant people who look at you.
Proactively search
Use advanced search & Lead Builder to pinpoint people
more efficiently
Engage with insights
Reach out to prospects
Share valuable information
Post relevant content that can help you become a trusted
source of insight
Stay in the know
Join groups and follow your prospects, customers, and
their competitors to keep up to date
Engage with your network
Share, like, and comment on content posted from your
network
Reach your prospects with InMails, connection requests,
and other messages
Build strong relationships
Focus on decision makers
Focus on connecting to senior level people at your
prospects and customers
Connect with contacts
Connect with your network and with prospects after
introductions
Connect internally
Your colleagues will be able to provide you warm
introductions
Laggards
0 100
Leaders
Social Selling Index
Apr. 2012 July 2014
87%
As measured by growth in SSI
Social Selling is Growing
12.2
22.8
April 2012
Today
18.7
14.7
12.9
12.4
10.9
11.8
12.0
10.6
10.9
8.9
8.7
8.8
7.5
32.6
26.1
24.1
23.7
23.0
22.4
22.1
21.5
21.3
19.6
19.0
18.8
16.6
Technology – Software
Professional Services
Media & Entertainment
Telecommunications
Oil & Energy
Technology – Hardware
Financial Services & Insurance
Healthcare & Pharmaceutical
Government/Education/Non-Profit
Architecture & Engineering
Aero/Auto/Transport
Manufacturing/Industrial
Retail & Consumer Products
April 2012
Today
18.7
14.7
12.9
12.4
10.9
11.8
12.0
10.6
10.9
8.9
8.7
8.8
7.5
32.6
26.1
24.1
23.7
23.0
22.4
22.1
21.5
21.3
19.6
19.0
18.8
16.6
Technology – Software
Professional Services
Media & Entertainment
Telecommunications
Oil & Energy
Technology – Hardware
Financial Services & Insurance
Healthcare & Pharmaceutical
Government/Education/Non-Profit
Architecture & Engineering
Aero/Auto/Transport
Manufacturing/Industrial
Retail & Consumer Products
Over 100% Growth
LinkedIn Sales Solutions Vision
Connect the world’s buyers and sellers
to build relationships.
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