The Future of Social Selling

Sachin RekhiHead of Product Management

LinkedIn Sales Solutions

The Future of Social Selling

Steven KaplanProduct Manager

LinkedIn Sales Solutions

%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

What is Social Selling?

Establish a professional presence on LinkedIn

with a complete profile

Prospect efficiently with powerful search and

research capabilities

Discover and share valuable information to initiate

or maintain a relationship

Expand your network to reach prospects and those

who can introduce you to prospectsBuild strong

relationships

Engage with

insights

Find the

right people

Create a

professional brand

Why Social Selling Matters

45%More opportunities

SSI leaders create 45% more

opportunities per quarter than SSI

laggards.

51%More likely to hit quota

SSI leaders are 51% more likely

to hit quota than SSI laggards.

Social Selling & Sales Navigator Boosts Pipeline & Revenue

7x 11x

Sales Navigator Sales Navigator

LinkedIn.com LinkedIn.com

0 2 4 6 0 5 10 15 20

Revenue Growth (%)Pipeline Growth (%)

3X more likely to go

to club

Go to Club

Sales Professionals Who Are Social Selling

• Finished year in the Top 10

• Leaders Club for 6 months

“LinkedIn has changed my life. It’s enabled me to excel in a world where I otherwise was a complete underdog. It’s given me a voice, a reach, and a platform to tell the world why I matter!”

SSI

87

%Of our opportunities

start with LinkedIn

— Paul Weingarth, Head of Sales, PayPal Australia

Top Social Sellers Here Today

1. 87Sulemann Ahmed, Digital Advisor at Servo Annex

2. 84John H Bell, VP Enterprise Digital Marketing at Travelers

3. 71Stephen B. Dunbar III, J.D., Managing Partner at AXA Advisors

4. 68Tina Tse, Director of Marketing & Communications at MacKay Shields

5. 67Brendan Kenalty, AVP – Digital Properties at Manulife Financial

Connect the world’s buyers and

sellers to build relationships.

LinkedIn Sales Solutions Mission

Find the

right people

350M +members, and 2 new

every second

2B +Members updates

per week

Stay informed Build trust

BillionsOf professional

relationships

Sales Navigator

Account-centric View

Account & Contact CRM Import

Lead Recommendations

Actionable Insights

TeamLink

CRM Account & Contact Profiles

Sales Navigator

Sales Navigator for iPhone

Actionable Insights

TeamLink

Accounts & Leads View

Sales Inbox

inMail

Be the start of every sales opportunity

Definitive social selling

dashboard

Effortless education

on social selling

Connecting the dots between

sales & marketing