How to unlock competitive advantage in social selling

1. Social Selling: How to unlock competitive advantage Mike Derezin VP Sales Solutions, LinkedIn #salesconnect Are you presenting at a breakout session? Make sure your title slide is the right color. title title title title To swap the slide master... On the View tab, click Normal. In Normal View, in the thumbnail pane on the left, click the slide that you want to apply a layout to. 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 On the Home tab, click Layout, and then select the layout that you want.

3. “The year which as passed has not been marked by any of those striking discoveries...” Thomas Bell President, Linnean Society of London

5. “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

8. “Zuckerberg is an idiot! I can’t believe he turned down Yahoo for 1 billion dollars.” ???

9. “Zuckerberg is an idiot! I can’t believe he turned down Yahoo for 1 billion dollars.” Mike Derezin

10. Sales Connect

11. Competitive Strategy Competitive Advantage Michael Porter

12. S U S T A I N A B L E Competitive Advantage

13. The End of Competitive Advantage Rita Gunther McGrath

14. "To win in volatile and uncertain environments, executives need to learn how to exploit short-lived opportunities with speed and decisiveness.”

15. Competitive Advantage

16. Competitive Advantage

17. Crossing the Chasm by Geoffrey Moore

18. The Chasm Innovators and Early Adopters Early Majority Late Majority Laggards

19. HIGH RISK NO RISK The Chasm Innovators and Early Adopters Early Majority Late Majority Laggards

20. HIGH REWARD NO REWARD The Chasm Innovators and Early Adopters Early Majority Late Majority Laggards

21. The World Wide Web ‘94-’95 ‘96-’98 ’99-’00 ’00+ The Chasm Innovators and Early Adopters Early Majority Late Majority Laggards

22. The World Wide Web $182 BILLION $437 BILLION ‘94-’95 ‘96-’98 ’99-’00 ’00+ The Chasm Innovators and Early Adopters Early Majority Late Majority Laggards

23. Social Recruiting ‘07-’10 ‘11-’13 ’14-’16 ’17+ The Chasm Innovators and Early Adopters Early Majority Late Majority Laggards

24. 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." Social Recruiting Hero

25. 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

26. Social Selling ‘15 ‘12-’14 ’16-’17 ’18-’19 ’20+ The Chasm Innovators and Early Adopters Early Majority Late Majority Laggards

27. Social Selling Index (SSI) Create a professional brand Find the right people Engage with insights Build strong relationships

28. Social Selling Index (SSI) Laggards Leaders 0 20 40 60 80 100

29. Social Selling Index (SSI) 12.2 2012 28.2 2015 0 20 40 60 80 100

30. 28.2 2015 12.2 2012 ‘15 ‘12-’14 ’16-’17 ’18-’19 ’20+ The Chasm Innovators and Early Adopters Early Majority Late Majority Laggards

31. How can you seize the opportunity? Executive Alignment Education Measurement

32. Social Selling Heroes Executive Alignment Education Measurement

33. 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

34. 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

35. 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

36. 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

37. 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

38. 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

39. 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." Education

40. 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

41. 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

42. Social Selling Heroes Executive Alignment Education Measurement

43. The Chasm Innovators and Early Adopters Early Majority Late Majority Laggards

44. Sales Connect