Celebrating Singapore’s Top Social Sellers

Nick VanWagner Director of Insights, Sales Solutions

LinkedIn Sales Solutions Mission

Connect the world’s buyers and sellers

to build relationships.

% of B2B Buyers use social media to

make purchasing decisions

% Of B2B decision-makers expect new

or different insights from sales

professionals

More likely to engage with sales

professionals via warm introduction

than cold outreach.

Cold Call Volume

Social Selling Index

Laggards

0 100

Leaders

The Social Selling Index (SSI) measures how well you

have embraced social selling

What does social selling

mean to you?

We identified activities that are predictive of success

More predictive

activities

Connection requests

Engagements (rec.)

Internal connections

VP + connections

Connections

People searches

Inbound profile views

Endorsements (rec.)

Engagements (given)

Advanced searches

Profile length

Shares

Groups followed

Profile completeness

PV

Rich content on profile

Prospecting PV

InMails sent

Companies followed

Each of the four categories is scored from 0 – 25 making up a maximum total score of 100; LinkedIn’s Social Selling Index

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Social Selling Index (SSI) Defined

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

84.7

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Today’s

Attendees

22.4

22.5

20.0

19.8

SSI measures your performance across the four

pillars of social selling

Social Selling Index measures adoption

of LinkedIn social selling practices on a

0-100 scale

Performance on four key dimensions,

each worth 25 points

84.7

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Today’s

Attendees

22.4

22.5

20.0

19.8

Your Colleagues

11.5

7.2

3.0

9.3

31.0

How are your colleagues at your companies doing?

84.7

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Today’s

Attendees

22.4

22.5

20.0

19.8

How are all sales professionals in Singapore doing?

Singapore

9.9

5.9

2.2

6.2

24.2

Your Colleagues

11.5

7.2

3.0

9.3

31.0

Which attendees have the highest SSI?

1 Philip Simmonds

Vice President APAC, McCorkell & Associates 99.4

2 Anne Phey

Director of Marketing, IBM ASEAN 97.7

3 Stephan Luecke

Director of Business Development, AIESEC Singapore 96.5

Which attendees have increased their SSI the most over

the last quarter?

1 Tom Caviar

Regional Sales Manager, Global Accounts APAC, PGi +72.5%

2 Mario Hilman Ali

Senior Pre-Sales Engineer, Avigilon +66.9%

3 Tan Somboonsub

Business Development, Calypso Technology +63.8%

NAMER

24.8

LATAM

15.5

EMEA

23.0 ASIA

18.5

ANZ

23.8

CHINA

14.7

SINGAPORE

24.2

HONG KONG

20.5 INDIA

19.7

JAPAN

15.2

INDONESIA

17.6

PHILIPPINES

15.1

KOREA

15.0

THAILAND

17.3 VIETNAM

17.9 MALAYSIA

15.9

24.7

21.7

18.8

18.6

18.7

13.7

16.7

13.7

19.8

15.2

14.7

13.9

14.6

32.9

26.5

24.0

23.1

23.0

22.2

22.0

21.4

21.0

19.4

18.7

18.6

15.9

Technology - Software

Professional Services

Media & Entertainment

Telecommunications

Oil & Energy

Technology - Hardware

Financial Services & Insurance

Health & Pharmaceuticals

Govt, Education & Non-Profit

Architecture & Engineering

Aero/Auto/Transport

Manufacturing

Retail & Consumer Products

32.9

26.5

24.0

23.1

23.0

22.2

22.0

21.4

21.0

19.4

18.7

18.6

15.9

24.7

21.7

18.8

18.6

18.7

13.7

16.7

13.7

19.8

15.2

14.7

13.9

14.6

Technology - Software

Professional Services

Media & Entertainment

Telecommunications

Oil & Energy

Technology - Hardware

Financial Services & Insurance

Health & Pharmaceuticals

Govt, Education & Non-Profit

Architecture & Engineering

Aero/Auto/Transport

Manufacturing

Retail & Consumer Products

Fastest growing industries

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Unique 1st Degree Connections in this Room

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

Top Tips • Add rich content to your profile highlighting you as a

thought leader

• Write a summary with your customer in mind

• Leverage advanced people search

• Look at “Who’s Viewed Your Profile”

• Share relevant content with your network

• Engage with content shared by your customers

• Customize connection requests with relevant content after your meet people

• Build multiple connections with decision makers at accounts. Don’t rely on just 1.