social selling: how to unlock competitive advantage - mike derezin, vp, sales solutions, linkedin
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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 DerezinVP Sales Solutions, LinkedIn
#salesconnect
Thomas BellPresident, 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 PogueTech Columnist, New York Times
$260B
$260B
$260B????
“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 and
Competitive Advantage
AdvantageCompetitiveSUSTAINABLE
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.”
AdvantageCompetitiveTRANSIENT
AdvantageCompetitiveTRANSIENT
by Geoffrey Moore
Crossing the Chasm
The Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
The Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
HIGH RISK
NO RISK
The Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
HIGH REWARD
NO REWARD
The Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
The World Wide Web
‘94-’95 ‘96-’98 ’99-’00 ’00+
The Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
‘94-’95 ‘96-’98 ’99-’00 ’00+
$182BILLION
$437BILLION
The World Wide Web
The Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
Social Recruiting
‘07-’10 ‘11-’13 ’14-’16 ’17+
Social Recruiting Hero
Jennifer CandeeHead 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."
Jennifer CandeeHead 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 LaggardsInnovators 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
1000 20 40 60 80
Social Selling Index (SSI)
Leaders
1000 20 40 60 80
Social Selling Index (SSI)
28.22015
12.22012
The Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
‘12-’14 ’18-’19 ’20+
‘15
’16-’17
28.2201512.
22012
How can youseize the opportunity?
MeasurementEducationExecutive Alignment
Social Selling Heroes
Executive Alignment
MeasurementEducation
Mark TefekisVP 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
Mark TefekisVP 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
Mark TefekisVP 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
Phil LurieSenior 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
Phil LurieSenior 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
Phil LurieSenior 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
Phil LurieSenior 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."
Fernanda GurgelSenior 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
Fernanda GurgelSenior 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
MeasurementEducation
The Chasm
Early Majority Late Majority LaggardsInnovators and Early Adopters
Sales Connect