Last week, the sales category was taken by storm when some of the top thought-leaders in the industry came to Forecast 2015. For those of you who couldn't attend, or want a second look at the amazing content presented, we're posting all of our speaker's keynotes for you. Here's Mike Derezin's presentation, "Serendipity to Science."

1. #Forecast2015!
Serendipity to Science
​ Mike Derezin!
​ VP of Sales Solutions, LinkedIn!
​ @mikedfresh!
Mike Derezin
Vice President, Sales Solutions!

2. Source: Billy Gast, April 14, 2010, Flickr

3. B2B Marketing
Marketing Automation
Social Selling

4. Social Selling: Serendipity to Science
Measuring
Social Selling
1
Benchmarking
Relationships
2
Leveraging
Relationships
3

5. 75%
of B2B Buyers use social media to
make purchasing decisions

6. 5.4
Buyers involved in a B2B purchase

7. 5XMore likely to engage with sales
professionals via warm introduction
than cold outreach.

8. Social Selling is happening across many social platforms

9. For B2B, LinkedIn is the bulls eye

10. Measuring
Social Selling
1

11. Find the right people
Build strong relationships
Engage with insights
Create a professional brand1
2
3
4
Social Selling Defined…

12. Laggards
0 100
Leaders
Social Selling Index

13. Apr. 2012 Apr. 2015
99%
As measured by growth in SSI
Social Selling is Growing
12.2
24.3

14. NAMER
26.5
LATAM
16.9
EMEA
24.5
ASIA
19.3
ANZ
24.7
Social Selling across the world

15. Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global Reps
10.3
4.5
1.5
8.0
SSI measures your performance across the four pillars
Social Selling Index measures adoption of
LinkedIn social selling practices on a
0-100 scale
Performance on four key dimensions,
each worth 25 points
24.3

16. Sales Professionals Who Are Social Selling
51% more likely
to exceed quota
Exceed Quota
3X more likely to
go to club
Go to Club
Promoted to VP
17 months faster
Get Promoted Faster

17. Benchmarking
Relationships
2

18. Target Connectivity Competition Change

19. Relationship Flows
Introducing

20. SENIORITY:
Director, VP, CXO
COUNTRY:
United States
INDUSTRY:
Pharma, Biotech
TARGET BUYER:
Target

21. has…
15K
Connectivity

22. How Connected Are We to Key Accounts?
11%
14%
17%
19%
19%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Connectivity

23. How Do We Compare to Competitors?
3%
3%
4%
7%
6%
11%
14%
17%
19%
19%
Customer #1
Customer #2
Customer #3
Customer #4
Customer #5
Competition
Competitors

24. 40%
30%
25%
46%
21%
41%
16%
47%
14%
46%
Are We Gaining or Losing Ground?
Competitors
Change
Customer #1 Customer #2 Customer #3 Customer #4 Customer #5

25. Leveraging
Relationships
3

30. 200,000+Unique 1st Degree Connections in this Room

31. ~2.0%Because Your Team is Not Connected to Each Other,
they Won’t See their Peers’ Connections.

33. Social Selling: Serendipity to Science
Measuring
Social Selling
1
Benchmarking
Relationships
2
Leveraging
Relationships
3

34. #Forecast2015!
Thank You!
​ @mikedfresh!
Mike Derezin
Vice President, Sales Solutions