Aug 02, 2015
ie.linkedin.com/in/kevryan
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364M+ Members Worldwide
Growing at more than two members per second
>3.5M
94%
Company Pages
Fortune 100 companies use our
recruitment Solutions to hire
Dublin Chamber Event
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Milton Most Endorsed
Earliest Adopter
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Connected
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Timmins
Colm
Hanratty
5
Solutions for business
Hire
Power half of
all hires
Market
The most effective
way for marketers to
engage professionals
Sell
The start of
every sales
opportunity
LinkedIn Sales Solutions Mission
Connect the world’s buyers and
sellers to build relationships.
LinkedIn Sales Solutions Mission
Social selling is simply the process of helping social buyers become customers.
Sales people need to learn new ways to reach
prospects through their own social networks, to create and share valuable content and
ultimately, to grow their personal brand. And it is about growing your social connections.
LinkedIn Sales Solutions Mission
Social selling is simply the process of helping social buyers become customers.
Sales people need to learn new ways to reach
prospects through their own social networks, to create and share valuable content and
ultimately, to grow their personal brand. And it is about growing your social connections.
Changing B2B buyer behaviour
are now involved in the average B2B buying decision
people Boss
Peer
Direct report
Business leader
Cross-functional partner
Corporate Executive Board 2013 – Winning The Consensus Purchase
Your target buyer
5.4
Decisions involve more people than ever before
75 % of B2B buyers now use social media to be more informed on vendors
IDC 2014 – Social Buying Meets Social Selling
Decision makers rely on social media to choose
between potential vendors
Network referrals
White papers
Company websites
Blog posts
Company pages
Your target buyers
Social relationships
Your competitor
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
90 % of decision makers say they never respond to cold outreach
Decision makers now ignore cold outreach
You
Your competitor
X
X
X
Your target buyers
5.4 75 of B2B buyers now use social media to be more informed on vendors
% 90 of decision makers say they never respond to cold outreach
% people are now involved in the average B2B buying decision
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
The buyer’s process has changed
% 75 of B2B buyers now use social media to be more informed on vendors
Relying on the buyer
to inform you on
key updates
5.4 people are now involved in the average B2B buying decision
Looking for one
all-powerful
decision maker
% 90 of decision makers say they never respond to cold outreach
Cold-calling prospects
like they’re just a name
in a database
I found out a month
later the Director of
Marketing left my
account and joined
another top prospect
of mine
The VP of Marketing
went dark and now
I’m back at square one
I keep pounding –
email, phone, voicemail
– but can’t get a response
How well has your team adapted to this new normal?
Are you still:
“
”
“
”
“
”
Social Selling is growing
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Defined… SSI
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
20
23.9 NAMER
12.5 LATAM
16.8 APAC
20.5 EMEA
Source: LinkedIn Internal Data – March 2015
SSI by region
21
23.9 NAMER
12.5 LATAM
16.8 APAC
20.5 EMEA
24.4 IRELAND
Source: LinkedIn Internal Data – March 2015
SSI by region
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
Social Selling by industry
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
24
How are we doing in the room?
EMEA
Social Selling Index 20.5
Create a professional brand 9.0
Find the right people 4.4
Engage with insights 1.2
Build strong relationships 5.8
Source: LinkedIn Internal Data – March 2015
Attendees
46.9
16.25
9.8
5.7
15.1
25
Top Social Sellers in the room
Source: LinkedIn Internal Data – June 2015
1 PJ Timmins
Managing Director & Owner, The Alternative Board - Ireland 82
2 Jason McChesney
Business Coach, Boost Business Coaching 77
3 Ronan Kilroy
Executive Coach, Insthinktive Sales Leadership 76
4 Colm Hanratty
Managing Director, Sixtwo digital 75
5 Robbie Fitzpatrick Head of Sales, Pageboy Contact Centre 73
5 tips to become a social selling
expert
1
Choose your social mix &
build your professional profile.
2
Develop your social networks &
strong relationships.
5X
More likely to engage with sales
professionals who were introduced to them
via someone in their professional network.
3
Share, share……share.
4
Get talking & contribute with
insights.
5
Get targeted to gain competitive
advantage.
Billions of professional relationships
364M+ members
2B+ member updates per week
LinkedIn has a wealth of information on the people &
companies with whom you want to build relationships
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
LinkedIn Sales Solutions Mission
Connect the world’s buyers and
sellers to build relationships.
ie.linkedin.com/in/kevryan