On the 23rd of March, LinkedIn held a High Tea event that discussed sales strategies in the digital age. During this time, our LinkedIn experts showed attendees how to adopt Social Selling and enhance sales effectiveness through targeted social media engagement. This specifically looked at how to best leverage the LinkedIn platform to find the right buyers, make profitable connections and gain a competitive edge.

2. 24th March 2016
LinkedIn for Business:
Your Sales Strategy for the Digital Age

3. Agenda
The Digital Transformation –
Connecting to Opportunities
by Jason Li
Buying and Selling in the Social Age &
Social Selling Defined
by Marco Julio Jorge & Carlos Garcia
Fireside Chat with Royale International
by Mac Witmer

4. Jason Li
Enterprise Sales Manager
LinkedIn Sales Solutions
Hong Kong
The Transformation of Sales

5. 5
Charles Darwin
It’s not the strongest of the species that
survives, nor the most intelligent, but the one
most responsive to change.

6. * Uber

7. * Alibaba

8. * Airbnb

9. 9WeChat

10. * LinkedIn

11. Connect the world’s professionals
to make them more productive and
successful
Mission

12. 414,000,000
Members

13. 13
414,000,000
Members
132M+
EMEA
85M+
APAC
50M+
LATA
M
17M+
China
34M+
India
8M+
ANZ
Regional
membership
16M+
Southeast
Asia

14. For members
NETWORK
with your professional world
IDENTITY
your professional
profile of record
KNOWLEDGE
through professional news
and content

15. Publishing
Global news and thought
leadership from 400M+ members
Knowledge

16. Slideshare
The world’s largest repository
of professional knowledge
Knowledge

17. Pulse
Digest of professional news
you need to know
Knowledge

18. Acquire the skills you
need to succeed
Lynda.com
Knowledge

19. For customers
SELLMARKETHIRE

20. What is Social Selling?
Social Selling is leveraging your own professional brand and
social network to gather insights and connections, then
using that information to help discover new opportunities,
sell, and get business done.

21. Marco Julio Jorge
LinkedIn Sales Solutions
The Era of Social Selling
Carlos Garcia
LinkedIn Sales Solutions

22. Why is Social Selling Important?

23. The buying process has changed

24. 24
%
of B2B Buyers use social media to
make purchasing decisions

25. 25

26. 26

27. Who likes to receive cold calls?

28. 28
%
Of decision-makers
do not respond to
cold outreach

29. There are more decision makers
in B2B business.

30. 5
Stakeholders in any B2B Decision
Making Process

31. How do I social sell with LinkedIn?

32. 32
Four Pillars of Social Selling Index
Create a
Professional brand
Find the
right people
Engage with
insights
Build strong
relationships
25 25 25 25

33. THE SOCIAL SELLING IMPACT
SSI leaders create
45% more opportunities per quarter
than SSI laggards.
SSI leaders are
51% more likely to hit quota
than SSI laggards.
45%more opportunities
51%more likely to hit quota
Based on a global study LinkedIn ran in Q4 2015 of Q3 performance for reps focused on new business and reps focused on
existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their
SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30

34. 24.9
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.1
4.6
2.4
7.9
How are we doing in the room?
Hong Kong
8.1
4.9
1.9
17.3
22.2
Source: LinkedIn Data as of 16th Feb 2016
Today’s Room
13.7
11.3
6.7
15.6
47.1

35. 35
www.linkedin.com/sales/ssi
Start Measuring
TODAY

36. 36

37. 37

38. 38

39. 39
39
39

40. 40

41. 41

42. 42
Find the right people

43. 43

44. 44

45. 45

47. Serendipity to Science

48. TeamLink

49. BUILD TRUST

50. BUILD TRUST

51. BUILD TRUST

52. BUILD TRUST

53. Video

54. 54
Customer Fireside Chat
Mac Witmer
Relationship Manager
Phil Murton
Group Sales Manager
Ben Jones
Commercial Manager -
Logistics

55. 55

56. ©2015 LinkedIn Corporation. All Rights Reserved.
Q&A

57. ©2015 LinkedIn Corporation. All Rights Reserved.