Grand Ballroom

Grand Ballroom

Today's buyer is harder to reach, harder to engage, and harder to build a relationship with. Sales professionals that infuse each stage of the buying process with social selling techniques are navigating today's sales environment successfully. By exploring the LinkedIn Social Selling Index, Mike will define how to define and measure effective social selling techniques for more effective selling and more profitable sales relationships. What’s your SSI score? This session will help you set goals refine your social selling acumen. 

Grand Ballroom

Grand Ballroom

Social networking has stimulated a dramatic shift in sales practices. The best practices of five years ago are now obsolete. And, the buyer has evolved just as quickly as the social technologies that are connecting millions of companies, teams and people today. In this hyper-connected world, the ability to find the right people and build relationships must be seamless. This session showcases new sales solutions that deliver real-time information so you can connect easier, build meaningful sales relationships faster. 

Ralston Ballroom

Learn how to increase your Social Selling Index by excelling at The 4 Pillars of Social Selling:

• creating a professional brand
• finding the right people
• engaging with insights and 
• building strong relationships

Sales reps who master these four areas are 51% more likely to exceed their quota. We'll explore what each of these pillars means for you, and we'll equip you with the statistics and hard hitting facts you need to show your executive teams how social selling done right drives your performance to the next level.

Gold Ballroom

Sales Navigator is packed with features that make social selling easy. With Sales Navigator, your sales team can focus on the right people and companies, stay informed about key updates at target accounts, and build trust with prospects and customers. This session takes a deep dive into how Sales Navigator helps individual sales professionals as well as teams meet their pipeline and sales goals.

Ralston Ballroom

Salespeople have long leveraged personal networks to gain the confidence of senior-level decision makers. All things being equal, people prefer to buy from those they know and trust. However, as buyers increasingly engage online instead of personally, are salespeople losing one of their most value strategies? How are senior executives using social media to support their purchasing process – or are they? What changes do salespeople need to make to connect with today's highest-value decision makers? Join Kathleen Schaub, Vice President, IDC CMO Advisory Service as she shares emerging research from a global survey conducted for LinkedIn on this important topic.

Gold Ballroom

You've decided to implement a social selling program, now what? What sets incremental steps apart from game-changing sales reform? Join this customer panel for a lively discussion about proven best practices and measurement tips to drive organizational change as you evolve your sales and marketing strategies and practices on a foundation of social selling.

Grand Ballroom

How do you inspire and lead a sales organization that understands the value of relationships? How do sales leaders strike the balance of building a relationships-first sales culture while also focusing on results? Learn from LinkedIn’s sales leader how LinkedIn has built an effective global sales team on the philosophy that relationships matter.

Grand Ballroom

Social selling sounds great—but what's it like to organize your team, inspire performance, set goals, and measure success in a relationships-first sales culture? These veteran LinkedIn Sales Solutions customers share real world examples of how they embraced social selling, changed their sales culture, and achieved results. They’ll explore best practices and pitfalls to avoid as well as share their experiences and advice for success in today’s hyper-connected sales environment.

Ralston Ballroom

Social networking and real-time access to connections, insights and information has changed the sales and marketing game. Marketing and sales silos are coming down in favour of new, collaborative buyer engagement. Sales and marketing teams that embrace social selling and work together at every stage of the buyers’ journey are being rewarded with stronger pipelines and greater revenue performance. This session defines the new rules of social marketing and selling—a partnership.

Gold Ballroom

Billy Beane forever changed the way baseball teams are built. He balanced his innate understanding of the game with an unorthodox, rigorous reliance on data. Even when his findings flew in the face of conventional wisdom, he stuck by them, and by re-evaluating the strategies that produced wins on the field, the A's were able to transform and compete with much larger market teams.

Today's sales leaders need to take a similar leap if they hope to compete and win in tomorrow's world. Learn how a deep understanding of relationships and the data derived from these relationships can fundamentally transform how sales teams organize and compete to win. This new world of complex data provides an opportunity for competitive advantage, but also heightens the need for an artful approach to establishing and growing relationships.

Ralston Ballroom

This panel of customers and LinkedIn experts will provide proven techniques to help you break free of risky one-relationship habits and build a network of sales conversations. Learn new strategies and technologies that help you establish a multi-threaded selling mindset that spans across your entire organization. Hear from companies that use LinkedIn to equip their sales team to create strong relationship webs within major accounts, across multiple lines of business, and across various roles.

Gold Ballroom

The general public's trust is rebuilding toward the financial services industry after a torrid couple of years – and much of that trust can be fostered through greater interaction via the social tools that consumers increasingly rely on. But the financial services industry is a risk averse industry and regulators exist to ensure the general public is protected from potential false advertising and misleading information by financial institutions.

What steps can you take to leverage the power of social selling within the confines of today's regulatory frameworks, and ensure the rest of your firm moves away from long-entrenched mindsets to embrace the benefits of social engagement? During this informative panel, financial services leaders will share lessons learned and best practices around how they navigated hurdles, changed company culture to alleviate fears about social selling, ensured adoption across teams, and ultimately proved ROI.

Grand Ballroom

Wake up your sales and marketing potential as social selling evangelists and thought leaders join LinkedIn executives in three high-energy, information-packed sessions. These fifteen-minute, "Lightning Talks" give you actionable Social Selling tactics for Marketing, Sales Development and Sales Leadership. These fast moving sessions are high on impact, low on PowerPoint. 

Grand Ballroom

Billy Beane explores his innovative, winning approach to management and leadership. He explains how to win against companies that have bigger budgets, more manpower, and higher profiles by utilizing analytics to identify and re-purpose undervalued assets. Beane uses the powerful metaphor of baseball, but his genius lies in his ability to draw striking parallels to almost any industry. Beane’s inspiring tale, a modern day David vs. Goliath, is an unforgettable talk, a brilliant confluence of baseball and business success that teaches what it really takes to succeed 'big" with limited resources.