Inside Look at SAP's ROI from using Sales Navigator

Inside Look at SAP's ROI Using LinkedIn Sales Navigator

 Vidya Subramanian  Head of North America Field Acquisition  LinkedIn

 Kirsten Boileau  Director of Digital Innovations  SAP

HOST

GUEST SPEAKER

Type questions into the Q&A panel

Housekeeping

Download Resources from Library

Audio is via VoIP only. Please turn on your computer audio.

 The Buying Process Has Changed The State of Sales

Corporate Executive Board 2013 – Winning The Consensus Purchase Corporate Executive Board 2012 – New Decision Timeline Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

people are involved in the average B2B buying decision

5.4

of typical purchase decisions are made before a

customer talks to sales

57%

of decision makers ignore cold outreach

90%

4

LinkedIn is Here to Help

400M+ Members

2B+ Updates

Billions Relationships

Today: your personal

network

All that LinkedIn has to offer

YOU

Just what you need for sales

LinkedIn Can Help You Expand Your Reach

Get More Out of LinkedIn with LinkedIn Sales Navigator

SAP’s Social Selling ROI  Kirsten Boileau  Director of Digital Innovations  SAP

SOCIAL SELLING •  THE NEW WAY OF DOING BUSINESS: CONVERGENCE OF

MARKETING AND SALES

•  REQUIRES SHIFT IN MINDSET: FROM PUSH TO PULL, FROM SELLING TO FACILITATING BUYING

© SAP SE or an SAP affiliate company. All rights reserved. 8

How SAP started with Social Selling

2012 Sales

Navigator Licenses

Created 50 opportunities

in 45 days

Cost per opportunity ROI was 20X


Create a professional

brand

Find the right people

Engage with insights

Build strong relationships

Social Selling Index (SSI)


DIFFERENCE BETWEEN TOOL AND TOOL + ENABLEMENT =

7X MORE PIPELINE

MAXIMIZING ROI


Our top Social Sellers (SSI>70) achieve on average

154% of quota


On average, at SAP, sales reps with SSI >70 achieve 32%

more revenue and are 10% more likely to achieve quota


APJ social sellers with SSI >70 have 64% bigger deals

and 73% bigger pipeline


 Teams that invest in the training that my team provides on

average achieve 15-20% higher SSI than those that only invest in the tools.


What does enablement look like in the large enterprise?


Education and Enablement

Accountability

Awareness

Awareness


Awareness

ü  Dedicated resources ü  Communications plan ü  Executive sponsorship




ü  Education strategy ü  Plan for scale ü  Community and collaboration


Accountability

Accountability

ü  Measurement ü  Gamification ü  Recognition program

Questions?

Thank you Connect with me on LinkedIn: Kirsten Boileau Follow me on Twitter: @kirstenboileau

 Kirsten Boileau  Director of Digital Innovations  SAP

©2014 LinkedIn Corporation. All Rights Reserved. ©2014 LinkedIn Corporation. All Rights Reserved.