LinkedIn Social Selling Workshop

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Agenda

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•  Foundations of Social Selling •  What Social Selling Success Looks Like •  Best Practices for Implementing a Social

Selling Program •  Q&A •  Networking

Foundations of Social Selling Mike Gross SMB Sales Leader, North America Sales

Why reps lose deals

people on average are involved in the buying

decision

5.4

Missing critical players

77% of buyers don’t believe that

sales understands their business and don’t think

they can help

Saying the wrong things

of forecasted deals go dark

24%

Losing touch with prospects

Social Selling A modern approach to sales that utilizes information from social networks to grow

your business

Social Selling Behaviors

Create a professional brand

Find the right people

Build strong relationships

Engage with insights

LinkedIn has a wealth of information on the people and companies with whom you want to build relationships

430M+ Members worldwide

7M+ Global companies

159M Monthly unique visitors

2B+ Updates per Week

To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience

Today: your personal

network

All that LinkedIn has to offer

YOU

Just what you need for sales

Where Sales Navigator Comes Into Play

Demo

Social Sellers See More Success

45% 51% 78% Create more opportunities

More likely to achieve quota

Outsell peers who don’t use social media

What Social Selling Success Looks Like Erica Benton Marketing, LinkedIn Sales Solutions

Social Selling Leaders

Nate Isaacson Director of Social Media

Guardian Life

Megan Blumenthal Sales Operations Manager

TUNE

Brian Jones VP of Business Development

Seattle Sounders FC

Best Practices for Implementing Social Selling Programs

Mike Gross SMB Sales Leader, North America Sales

Social Selling Works

40% increase in pipeline

3.2x increase in deal size

171x return on investment

You can’t manage what you can’t measure

Accountability Education Awareness

Implementing Social Selling Programs

Awareness

Implementing Social Selling Programs

Best Practices

Communicate your vision

Get executive sponsorship

Help define and align program to business objectives

Partner on a path to success tailored for your team

How LinkedIn Can Help

Education

Implementing Social Selling Programs

Build a social selling culture

Coach for social selling behaviors

Best Practices

Share best practices and learnings

Provide dedicated resources for training

How LinkedIn Can Help

Implementing Social Selling Programs

Track Metrics & Attribution

Build an ROI Story

Provide Social Selling Index (SSI) as KPI

Support management with usage reporting and analytics

How LinkedIn Can Help

Accountability Best Practices

Social Sellers See More Success

45% 51% 78% Create more opportunities

More likely to achieve quota

Outsell peers who don’t use social media

Implementing Social Selling Programs

•  Track metrics and attribution •  Build an ROI story

Accountability

•  Build a social selling culture •  Coach for social behaviors

Education

•  Communicate your vision •  Get executive sponsorship

Awareness

Q&A

sales.linkedin.com Ready to Get Started?