24th March 2016

LinkedIn for Business: Your Sales Strategy for the Digital Age

AgendaThe 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 Internationalby Mac Witmer

Jason LiEnterprise Sales ManagerLinkedIn Sales SolutionsHong Kong

The Transformation of Sales

5

Charles Darwin

It’s not the strongest of the species that survives, nor the most intelligent, but the one

most responsive to change.

* Uber

* Alibaba

* Airbnb

9WeChat

* LinkedIn

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

Mission

414,000,000Members

13

414,000,000Members

132M+EMEA

85M+APAC

50M+LATAM

17M+China

34M+India

8M+ANZ

Regionalmembership

16M+Southeast Asia

For members

NETWORKwith your professional world

IDENTITYyour professional profile of record

KNOWLEDGEthrough professional news

and content

Publishing

Global news and thought leadership from 400M+ members

Knowledge

Slideshare

The world’s largest repository of professional knowledge

Knowledge

Pulse

Digest of professional news you need to know

Knowledge

Acquire the skills you need to succeed

Lynda.com

Knowledge

For customers

SELLMARKETHIRE

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.

Marco Julio JorgeLinkedIn Sales Solutions

The Era of Social Selling

Carlos GarciaLinkedIn Sales Solutions

Why is Social Selling Important?

The buying process has changed

24

75%of B2B Buyers use social media to make purchasing decisions

25

26

Who likes to receive cold calls?

28

95%Of decision-makers do not respond to cold outreach

There are more decision makers in B2B business.

5Stakeholders in any B2B Decision

Making Process

How do I social sell with LinkedIn?

32

Four Pillars of Social Selling Index

Create aProfessional brand

Find theright people

Engage withinsights

Build strongrelationships

25 25 25 25

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

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

www.linkedin.com/sales/ssi

Start MeasuringTODAY

36

37

38

39

39

39

40

41

42

Find the right people

43

44

45

Serendipity to Science

TeamLink

BUILD TRUST

BUILD TRUST

BUILD TRUST

BUILD TRUST

Video

54

Customer Fireside Chat

Mac WitmerRelationship Manager

Phil MurtonGroup Sales Manager

Ben JonesCommercial Manager -

Logistics

55

©2015 LinkedIn Corporation. All Rights Reserved.

Q&A

©2015 LinkedIn Corporation. All Rights Reserved.