mike derezin's forecast 2015 keynote: serendipity to science
TRANSCRIPT
#Forecast2015!
Serendipity to Science
Mike Derezin! VP of Sales Solutions, LinkedIn!
@mikedfresh!
Mike Derezin Vice President, Sales Solutions!
Source: Billy Gast, April 14, 2010, Flickr
B2B Marketing
Marketing Automation
Social Selling
Social Selling: Serendipity to Science
Measuring Social Selling
1
Benchmarking Relationships
2
Leveraging Relationships
3
75% of B2B Buyers use social media to
make purchasing decisions
5.4 Buyers involved in a B2B purchase
5X More likely to engage with sales
professionals via warm introduction than cold outreach.
Social Selling is happening across many social platforms
For B2B, LinkedIn is the bulls eye
Measuring Social Selling
1
Find the right people
Build strong relationships
Engage with insights
Create a professional brand 1
2
3
4
Social Selling Defined…
Laggards 0 100
Leaders
Social Selling Index
Apr. 2012 Apr. 2015
99%
As measured by growth in SSI
Social Selling is Growing
12.2
24.3
NAMER
26.5
LATAM
16.9
EMEA
24.5 ASIA
19.3 ANZ
24.7
Social Selling across the world
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5 1.5 8.0
SSI measures your performance across the four pillars
Social Selling Index measures adoption of LinkedIn social selling practices on a 0-100 scale
Performance on four key dimensions, each worth 25 points
24.3
Sales Professionals Who Are Social Selling
51% more likely to exceed quota
Exceed Quota
3X more likely to go to club
Go to Club
Promoted to VP 17 months faster
Get Promoted Faster
Benchmarking Relationships
2
Target Connectivity Competition Change
Relationship Flows
Introducing
SENIORITY:
Director, VP, CXO
COUNTRY:
United States
INDUSTRY:
Pharma, Biotech
TARGET BUYER:
Target
has… 15K
Connectivity
How Connected Are We to Key Accounts?
11%
14%
17%
19%
19%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Connectivity
How Do We Compare to Competitors?
3%
3%
4%
7%
6%
11%
14%
17%
19%
19%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Competition
Competitors
40%
30%
25%
46%
21%
41%
16%
47%
14%
46%
Are We Gaining or Losing Ground? Competitors
Change
Customer #1 Customer #2 Customer #3 Customer #4 Customer #5
Leveraging Relationships
3
200,000+ Unique 1st Degree Connections in this Room
~2.0% Because Your Team is Not Connected to Each Other,
they Won’t See their Peers’ Connections.
Social Selling: Serendipity to Science
Measuring Social Selling
1
Benchmarking Relationships
2
Leveraging Relationships
3
#Forecast2015!
Thank You!
@mikedfresh!
Mike Derezin Vice President, Sales Solutions