the marketing leader: a catalyst in the social selling transformation - justin shriber, linkedin
TRANSCRIPT
Justin Shriber
Head of Marketing, LinkedIn Sales Solutions
THE MARKETING LEADER – A CATALYST IN SOCIAL SELLING TRANSFORMATION
A machine that amplifies input force to provide a greater output force
Marketing = Leads
Sales = Bookings
Sales + Marketing = Revenue Productivity
Response Rate
Close Rate
Average Sale Price
Cost of Sale
?
Social Selling Index (SSI)
Create a professional
brand
Find the right people
Engage with insights
Build strong relationships
Response Rate
Close Rate
Average Sale Price
Cost of Sale
?
Social Selling Index
Vice President Marketing
”Sales professionals need a tool they
can use to define their personal brand
and make our company narrative their
own." Build a Professional
Brand
Senior Product Marketing Manager
”Our segmentation work is the
foundation for the prospects that
account managers target"
Find the Right
People
Assistant Vice President, Marketing
”I distribute targeted content to sellers
and they, in turn, are able to deliver it
to buyers directly. It feels very
personalized." Engage with Insights
Chief Marketing Officer
”Power sessions allow sales and
marketing to put social selling to work
on a daily basis."
Build Strong
Relationships
100 0 20 40 60 80
Social Selling Index (SSI)
28.2 2015
12.2 2012
Senior Social Media Manager – Symantec
Measuring our social selling is
critical to justifying our ROI. SSI
is at the core of what we do. Measurement
16