Selling in the Digital Age Utrecht March 24th, 2016

The Social Selling Era

3

5.4

people

Now involved in the average B2B purchase decision

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

% 90 Of B2B decision-maker say they never respond to cold outreach

How to respond?

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

2B+

member updates per week

400M+ members

Billions of professional relationships

The Social Selling Era

Social selling is simply the process of helping social buyers become customers. Sales people need to learn new ways to reach prospects through their own social networks, to create and share valuable content and ultimately, to grow their personal brand. And it is about growing your social connections.

Social selling is simply the process of helping social buyers become customers. Sales people need to learn new ways to reach prospects through their own social networks, to create and share valuable content and ultimately, to grow their personal brand. And it is about growing your social connections.

Social selling defined

Create a Professional brand

Find the right people

Engage with insights

Build strong relationships

Social Selling Index (SSI)

Laggards 0

20

Leaders 40

60

80

100

SSI Globally

26.5

Source: LinkedIn Internal Data The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.

SSI by region

26.7 28.2

EMEA

23.8

NAMER

APAC

19.6 LATAM

Source: LinkedIn Internal Data The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.

The Netherlands is leading the pack in terms of Social Selling adoption

26.7 EMEA

28.2

31.2 Netherlands

23.8

NAMER

APAC

19.6 LATAM

Source: LinkedIn Internal Data The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.

How are we doing in the room?

You have the opportunity to lead in Social Selling

Attendees in the room

Netherlands

Social Selling Index

50.4

31.2

Create a professional brand

13.5

10.7

Find the right people

8.4

5.6

Engage with insights

7

3.2

21.5

11.9

Build strong relationships

Source: LinkedIn Internal Data – January 2016 List with attendees was provided, only the scores from members where the email addresses matched our data

Top Social Sellers in the room 1

2

3

Arno Nienhuis Sr. Director Alliances & Channels Benelux, Oracle

Henk Willems Account Manager Systems, Oracle

Bart Breggeman Business Development Leader – Health care & Life Sciences, EY

4

Edwin Kerkmeester

5

Jeroen Beex

Region Business Development Leader Belgium & The Netherlands, EY

Sales Development Manager, Ricoh

Source: LinkedIn Internal Data 16 List with attendees was provided, only the scores from members where the email addresses matched our data

74.5

72.0 71.4

63.9 63.6

Sales Professionals Who Are Social Selling Exceed Quota

Go to Club

Get Promoted Faster

51% more likely to exceed quota

3X more likely to go to club

Promoted to VP 17 months faster

22

How do you seize the opportunity?

Executive Alignment

Education

Measurement

What now?

“You can’t know where you are going until you know where you have been” Anon.

24

Request..

..A tailored overview of your current state

25

An overview of where you are now

26

Connected Sales Professionals

27

“

”

28

LinkedIn Sales Solutions Mission

Connect the world’s buyers and sellers to build relationships.