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 (SSI), Mike will explain how to define and measure effective social selling techniques leading to greater efficiency and more profitable sales relationships. What’s your SSI score? This session will help you set goals and refine your social selling acumen.

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 LinkedIn sales solutions that deliver real-time information so you can connect easier and build meaningful sales relationships faster.

You've decided to implement a social selling program, now what? What sets incremental steps apart from game-changing sales reform? Join Trisha and Jo Dooley for a lively discussion about proven best practices and measurement tips to drive organisational change from within.

How do you inspire and lead a sales organisation 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? How do sales leaders manage and measure their teams in a social selling world? Hear from senior sales leaders on how they have successfully integrated social selling into their sales culture, as well as new and innovative ways to manage, measure, and reward your sales teams.

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 valuable strategies? How are senior executives using social media to support their purchasing process – or are they? Join Daniel-Zoe Jimenez, Senior Program Manager, Big Data, Analytics, Enterprise Applications & Social, IDC Asia/Pacific as he shares

Level 2, The Ivy

Social selling sounds great—but what’s it like to organise 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.

Social selling has changed the sales and marketing process in companies of all sizes. Marketing and sales silos are coming down in favour of new, collaborative ways to improve customer 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.

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
• 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.

Ivy Sunroom