Social Selling Index WebinarJanuary 2014
#socialselling
SALES SOLUTIONS
Earliest Adopter
Shvet Kapoor
Most Popular
Dennis Velasco
LinkedIn Icebreaker
Most Connected
Jacqueline Dolphina
Most Endorsed
Greg Hyer
#socialselling
SALES SOLUTIONS
What is social selling?
#socialselling
SALES SOLUTIONS
Social selling leverages
your professional brand to fill your pipeline with the right people, insights,
and relationships.
#socialselling
SALES SOLUTIONS
How can I use LinkedIn to
socially sell?
#socialselling
SALES SOLUTIONS
Establish a professional presence on LinkedIn with a complete profileCreate a professional brand
Prospect efficiently with powerful search and research capabilitiesFind the right people
Discover and share valuable information to initiate or maintain a relationshipEngage with insights
Expand your network to reach prospects and those who can introduce you to prospectsBuild strong relationships
#socialselling
SALES SOLUTIONS
Showcase your skills
Create a professional brand
Use the right toneWhat would prospects or customers want to know about you? Be descriptive. Tell your story.
Complete your profile
Aim for 100% profile completeness
Add rich contentSlideshare deck, presentation video, etc.
Add skills and generate endorsements
#socialselling
SALES SOLUTIONS
Check who viewed you
Find the right people
View prospectsView details of potential prospects in your 1st , 2nd , and 3rd degree networks
Expand your viewingUse Lead Recommendations to find more prospects at your accounts
Your activity drives views of your profile. Engage with relevant people who look at you.
Proactively search
Use advanced search & Lead Builder to pinpoint people more efficiently
#socialselling
SALES SOLUTIONS
Engage with insights
Reach out to prospects
Share valuable informationPost relevant content that can help you become a trusted source of insight
Stay in the know
Join groups and follow your prospects, customers, and their competitors to keep up to date
Engage with your networkShare, like, and comment on content posted from your network
Reach your prospects with InMails, connection requests, and other messages
#socialselling
SALES SOLUTIONS
Build strong relationships
Focus on decision makersFocus on connecting to senior level people at your prospects and customers
Connect with contacts
Connect with your network and with prospects after introductions
Connect internally
Your colleagues will be able to provide you warm introductions
#socialselling
SALES SOLUTIONS
How can I measure how well
I’ve adopted social selling?
#socialselling
SALES SOLUTIONS
We created the SSI formula from survey research and behavioral analytics
Brainstormed & calculated ~ 50 activities that good social sellers might do on LinkedIn
Conducted survey of ~5000 sales reps to get
a sample of “top performing” reps
Used survey results to understand what top performing reps do on LinkedIn.com
Formula design
Final formula kept variables that were
correlated with sales success, weighted
based on their predictive nature
SALES SOLUTIONS
Create a professional brand
Performance on four key dimensions, each worth 25 points
Find the right people
Engage with insights
Build strong relationships
16
15
8
18
Social Selling Index 57
ABC co
LinkedIn’s Social Selling Index measures adoption of social selling practices on a 0-100 scale
SALES SOLUTIONS
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 2013 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
Why is social selling important?#socialselling
SALES SOLUTIONS
So what can the Social
Selling Index tell us?
#socialselling
SALES SOLUTIONS
Some industries have been quicker to adopt social into their sales process than others
Technology - Software
Professional Services
Media & Entertainment
Telecommunications
Technology - Hardware
Oil & Energy
Financial Services & Insurance
Government/Education/Non-profit
Healthcare & Pharmaceutical
Architecture & Engineering
Manufacturing/Industrial
Aero/Auto/Transport
Retail & Consumer Products
28
23
20
19
19
19
18
18
17
16
15
15
12
SALES SOLUTIONS
HunterMix of farming and hunting
Farmer
52
42
36
Hunters are much more likely to use social than Farmers – their SSI is 44% higher
+44%
Based on a global study LinkedIn ran in Q4 2013 of ~5000 sales professionals. SSI data is from August 2013. Respondents self identified their roles.
SALES SOLUTIONS
Reps with longer tenure in their current role have a significantly lower SSI
< 1 year 1 - 2 years 3 - 5 years 6 - 10 years > 10 years0
10
20
30
40
50
60
HuntersMixFarmers
Tenure in current role
Based on a global study LinkedIn ran in Q4 2013 of ~5000 sales professionals. SSI data is from August 2013. Respondents self identified their roles.Tenure is based on length of time in most current role on profile
Ave
rag
e S
SI
SALES SOLUTIONS
So how can my team
improve at social selling?
#socialselling
SALES SOLUTIONS
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
+ 17%
+ 25%
+ 40%
+ 29%
Social Selling Index + 26%Avg. increase in SSI seen by Sales Navigator customers in the first 3
months after activation.
3 Months After Activation
LinkedIn helps your team improve at selling socially
Our sales reps and customer success team partner with you to support your social selling initiatives.
SALES SOLUTIONS
In case you’re curious, webinar attendees average an SSI of 48
0-5
5-10
10-1
5
15-2
0
20-2
5
25-3
0
30-3
5
35-4
0
40-4
5
45-5
0
50-5
5
55-6
0
60-6
5
65-7
0
70-7
5
75-8
0
80-8
5
85-9
0
90-9
5
95-1
000
10
20
30
40
50
60
70
80
SSI bucket
# o
f at
ten
dee
s96Jennifer Banks
92Greg Hyer
91Eirini Giannou
1st
2nd
3rd
SALES SOLUTIONS
Request your SSI report to
see how you measure up!
#socialselling
SALES SOLUTIONS 23
#socialselling
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