Published on March 13, 2014
©2013 LinkedIn Corporation. All Rights Reserved. Sales Navigator Dana Feldman Head of SMB Sales Solutions, ANZ Andrew McCarthy Account Executive, Sales Solutions
Agenda for today LinkedIn Today Social Selling Evolution LinkedIn Sales Navigator Customer Success Story: Roland Irwin, GM of Marin Software LSS 2©2013 LinkedIn Corporation. All Rights Reserved.
Our MissionConnect the world’s professionals to make them more productive and successful
Members Worldwide +2 new Members Per Second 150M+ Monthly Unique Visitors 277M+ LinkedIn: Worlds largest professional network North America: 80M+ Latin America and Caribbean: 20M+ Europe, Middle East and Africa: 50M+ Asia Pacific: 50M+ Australia: 5.1M+
Hire Engage the world’s best passive talent Sell Engage the world’s decision makers Market Engage most effectively with professionals
The Social Selling Evolution
LSS 7©2013 LinkedIn Corporation. All Rights Reserved. 75% B2B purchaser influenced by social Buyers Have Changed How have you changed your approach? 90%5.4 Decision Makers in B2B Buying Cycle Of decision makers do not respond to cold emails or calls
So what is social selling? Leveraging your professional brand to fill your pipeline with the right people, insights and relationships. LinkedIn’s Mission: Turn relationships and information into business opportunities.
How How do I get a warm intro? LSS 9©2013 LinkedIn Corporation. All Rights Reserved. +277M Members (including 4.8M in Australia) +2B member updates per week Billions connections How Sales Navigator helps frontline sales teams What What to talk about? Who Who are the Right People? • Lead Builder • Search Filters • Search Alerts • Profile Organizer • Who Viewed Me • 3rd Degree • TeamLink • InMails • Introductions
Social Selling Index
Introducing the LinkedIn Social Selling Index How well does your sales team embrace social selling? 17 Laggards 1000 Leaders “52% would interact with adviser via social” - Cogent Research
How do we measure SSI? LinkedIn’s Social Selling Index (SSI) is a first-of-its kind measure that ranks company utilisation of LinkedIn as a social selling tool. Gain visibility into your company’s activities, uncover new opportunities, and benchmark yourself against peers and competitors.
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