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Keynotes & general

sessions

The Future of Sales

and Marketing

breakout track

Habits of High

Performing Reps

breakout track

How to Build a Social

Selling Organization

breakout track

title title title title

Social Selling: How to unlock competitive advantage

Mike Derezin

VP Sales Solutions, LinkedIn

#salesconnect

Thomas Bell

President, Linnean Society of London

“The year which as passed has not

been marked by any of those striking

discoveries...”

“Everyone’s always asking me when

Apple will come out with a cell phone.

My answer is ‘Probably never.’”

David Pogue

Tech Columnist, New York Times

???

“Zuckerberg is an idiot! I can’t

believe he turned down Yahoo

for 1 billion dollars.”

Mike Derezin

“Zuckerberg is an idiot! I can’t

believe he turned down Yahoo

for 1 billion dollars.”

Sales Connect

Michael Porter

Competitive Strategy

Competitive Advantage

Advantage CompetitiveS U S T A I N A B L E

Rita Gunther McGrath

The End of

Competitive Advantage

"To win in volatile and uncertain

environments, executives need to learn

how to exploit short-lived opportunities

with speed and decisiveness.”

Advantage Competitive

Advantage Competitive

by Geoffrey Moore

Crossing the Chasm

The Chasm

Early Majority Late Majority Laggards Innovators and

Early Adopters

The Chasm

Early Majority Late Majority Laggards Innovators and

Early Adopters

HIGH RISK

NO RISK

The Chasm

Early Majority Late Majority Laggards Innovators and

Early Adopters

HIGH REWARD

NO REWARD

The Chasm

Early Majority Late Majority Laggards Innovators and

Early Adopters

The World Wide Web

‘94-’95 ‘96-’98 ’99-’00 ’00+

The Chasm

Early Majority Late Majority Laggards Innovators and

Early Adopters

‘94-’95 ‘96-’98 ’99-’00 ’00+

$182 BILLION

$437 BILLION

The World Wide Web

The Chasm

Early Majority Late Majority Laggards Innovators and

Early Adopters

Social Recruiting

‘07-’10 ‘11-’13 ’14-’16 ’17+

Social Recruiting

Hero

Head of Global Talent Acquisition, SABMiller

"I saw the opportunity in direct sourcing

through LinkedIn. I knew it was the future,

but had to move quickly to lock-in as many

gains as possible before the rest of the

world caught on."

Head of Global Talent Acquisition, SABMiller

"I've helped save SABMiller

about $7-10M annually by shifting

to direct sourcing and LinkedIn

Recruiter." Social Recruiting

Hero

The Chasm

Early Majority Late Majority Laggards Innovators and

Early Adopters

Social Selling

‘12-’14 ’18-’19 ’20+

‘15

’16-’17

Social Selling Index (SSI)

Create a professional

brand

Find the right people

Engage with insights

Build strong relationships

Laggards

100 0 20 40 60 80

Social Selling Index (SSI)

Leaders

100 0 20 40 60 80

Social Selling Index (SSI)

28.2 2015

12.2 2012

The Chasm

Early Majority Late Majority Laggards Innovators and

Early Adopters

‘12-’14 ’18-’19 ’20+

‘15

’16-’17

28.2 2015

12.2 2012

How can you seize the opportunity?

Measurement Education Executive

Alignment

Social Selling Heroes

Executive

Alignment

Measurement Education

VP Global Sales Enablement and Programs, PTC

"IOT is new to the world and new to

us. Speed is king. We needed to

deploy social selling now. We

couldn't afford to wait six months." Executive

Alignment

VP Global Sales Enablement and Programs, PTC

"Our corporate strategy is enabling smart

connected products for competitive

differentiation. Our team personalized it to

get executive alignment - social selling is

smart connected reps for competitive

differentiation."

Executive

Alignment

VP Global Sales Enablement and Programs, PTC

"We've seen greater than a 50x ROI

with Sales Navigator - measured in

either revenue attained or pipeline." Executive

Alignment

Senior Director, GCO Sales Tools and Technology, SAP

"Social selling is the biggest single

change to the SAP sales strategy

in the last 10 years by an order of

magnitude." Education

Education

Senior Director, GCO Sales Tools and Technology, SAP

"I was going to be either the hero or

villain. Someone has to take a risk to

make things happen."

Education

Senior Director, GCO Sales Tools and Technology, SAP

"You have to customize the training,

embed it in your overall training,

and make sure to focus on middle

managers."

Education

Senior Director, GCO Sales Tools and Technology, SAP

"We have seen massive ROI. I just

learned of a half million dollar deal

in Asia Pacific where a prospect

reached out to our SAP rep through

LinkedIn."

Senior Social Media Manager – EMEA, Symantec

“Measuring our social selling is

critical to justifying our ROI. SSI

is at the core of what we do.” Measurement

Senior Social Media Manager – EMEA, Symantec

"We always combine SSI with actionable

intelligence. If you only provide data it is

just another number, it won’t change the

mindset. You have to tell teams what

specific actions to take."

Measurement

Social Selling Heroes

Executive

Alignment

Measurement Education

The Chasm

Early Majority Late Majority Laggards Innovators and

Early Adopters

Sales Connect