The Most Compelling Topics of Dreamforce 2014

Discover the sales topics everyone in the sales industry was talking about at Dreamforce ’14. Up first: social selling.

October 17, 2014

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Dreamforce 2014 is a wrap. Once again, innovation and insights flowed freely from California’s golden coast. If you weren’t able to make it to Dreamforce, or weren’t able to make it to all the sales-related sessions you hoped to attend, you’re in the right spot.

Here are the three most compelling sales topics of Dreamforce 2014.

Topic #1: Social selling

Social selling making this list should surprise no one. What is surprising, however, is how “social selling” and “selling” have become virtually synonymous in only a few years. You’d be hard-pressed to find a sales-related session (or even a peer-to-peer conversation) during Dreamforce ‘14 that did not revolve around social selling.

Those already using social selling are realizing the benefits, which is why they are going full steam ahead. Those just getting started are looking to rapidly scale adoption so that, they too, can find the right people, engage them with insights, and build the relationships that drive ROI in today’s B2B buying environment.

Topic #2: Leading with insights

You already know that cold outreach is ineffective, with 90% of decision makers admitting they never respond to cold calls or emails. But did you know that 95% of decision makers now expect new information or insights from sales reps? That’s nearly all of them.

We’ve now established the following:

  • You can’t come cold
  • You can’t come weak

That’s why it pays to know how to lead with insights. Luckily, with the right social selling tools, today’s sales professionals can efficiently deliver relevant insights to the right people at the right time.

Topic #3: Social Selling Index

LinkedIn’s Social Selling Index (SSI) is a measure of a company’s or individual’s adoption of the 4 Pillars of Social Selling on LinkedIn:

  1. Create a professional brand
  2. Find the right people
  3. Engage with insights
  4. Build strong relationships

Do you know your SSI yet? Do you know why it matters?

Get this:

  • SSI leaders create 45% more opportunities per quarter than SSI laggards
  • SSI leaders are 51% more likely to hit quota than SSI laggards
  • Here at LinkedIn, our sales reps with a SSI above 90 are 3x more likely to go to club than any other sales rep

Looking for a promotion? Raising your SSI can get you there faster. Just follow the leaders. Check out our latest eBook, How Leading Pros use LinkedIn for Social Selling.

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