linkedin for business- your sales strategy for the digital age

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Your Business Strategy for the Digital Era

Agenda

Buying and Selling in the Social Age By Marco Jorge

Customer Panel Discussionby Vivian Wong

Staying Ahead in a Changing Sales Landscapeby Mark Ghaderi

MarkGhaderiPrincipalVitalStrategies

StayingAheadinaChangingSalesLandscape

66% 16%65%ANY GUESSES?

ACTIVE SOCIAL USERS

66%LINKEDIN GROWTH

RESEARCHED ONLINE PROD. OR SERVICE

16%65%

LinkedInSalesNavigatorhelpedinfluenceorsupportdealsworthover$500millionincontractvalue..

One of our sales reps was struggling with an account. With TeamLink, he found a good contact, got a foot in the door, and ended up closing a very valuable multi -

million dollar deal.”

— Rama Sivasubramaniam, Head of Global Sales & Marketing Excellence, HCL

Usersare45%moreeffectiveatfindingtherightprospects

&58%moreeffectiveatengagingdecisionmakers“It takes the ‘cold’ out of cold calling. If you know who you’re talking to, where

they’re from, what they value—that can tell you a lot about a person. It can tell you about their priorities and interests.”

— Arthur Jager, Corporate Account Manager, Symantec

40%increaseinsalespipeline withinafewmonthsofrollingoutSalesNavigator!

“With the updated data lists on LinkedIn, it’s easier to target the CEOs of businesses that I’m targeting for cloud solutions in China. It has

really shortened the sales cycle.”

— Charles Ruan, Account Manager, SAP China

My entry-level rep was able to get into a very powerful law firm in town and get to a decision maker 10 times faster than they would have had they gone the

traditional cold call route. With LinkedIn, they were able to locate and get the ear of the decision maker on the first attempt.”

— Phil Horn, VP of Ticket Sales and Service, Sacramento Kings

SacramentoKingsclosedeals3.2XlargerwithLinkedInandSalesNavigator.

“We use LinkedIn Sales Navigator for every single deal.”

— Paul Weingarth, Head of Field Sales, PayPal Australia

ByusingLinkedInSalesNavigatorforsocialselling,PayPalAustraliawasabletoachieveanearly3000%ROIwhilereducesalescyclesby25%.

MarcoJorgeSeniorAccountExecutiveLinkedInSalesSolutions

BuyingandSellingintheSocialAge

433,000,000Globally

92,000,000InAPAC

1,200,000HongKong

SELLMARKETHIRE

HaveyouGoogledyourname?

75%OfbuyersuseSocialMediatomakepurchasingdecisions

What is Social Selling?

CreateaCustomer

CentricProfile

ThecomponentsofSocialSelling

CreateaCustomer

CentricProfile

Findtherightpeople


Your target clients are on LinkedInThereare269KDirector+decisionmakersinHongKong

Seniority: Owners,Director,VP,CXO&Partners

Country: HongKong

Industry: All

269,952Target buyers in

Hong Kong alone

CreateaCustomer

CentricProfile

Findtherightpeople

Engagewithinsights


Diane Chiu has won Marketer of the Year for McDonalds

Diane Chiu – Marketer of the Year

CreateaCustomer

CentricProfile

Findtherightpeople

Engagewithinsights

Buildstrongrelationship

s


TeamLink

5XMorelikelytoengagewithsalesprofessionalsviawarmintroductionthancoldoutreach

44

RepsWhoAreSocialSelling

PromotedtoVP17 months faster

GetPromotedFaster

51% morepipeline

MoreOpportunities

3X morelikelytogotoclub

GotoClub

Sales Navigator - teaser

PanelDiscussion

DeanWardHead of Risk Sales Specialists - Hong Kong & North Asia at Thomson Reuters

AlistairCochranKey Account Sales Manager at Weiss-Röhlig Hong Kong / South China

JessicaTriffittDirector - Business Development, Asia Pacific at Tag Worldwide (a DP DHL company)


Q&A