1. SUPERCHARGE YOUR DIGITAL SALES

2. AGENDA What ARE we talking about today?
Modern selling at-a-glance
HP vs. competition
Pain points and opportunities
What are we NOT talking about today?
It’s not a training on social selling
It’s not a business review
It’s not a demonstration of tools

3. Modern selling: DIGITAL ACTIVATION
Digital hunting & farming
IN SCOPE
e.g., HP Social Media Center
Posting the RIGHT CONTENT
OUT OF SCOPE
We are NOT talking about: posting content, thought leadership, Social Ambassador
Targeting the RIGHT CONTACTS
We ARE talking about equipping HP Sales Reps with digital tools to help them target the right prospect (HUNTING) and deepen their network within existing accounts (FARMING)
e.g., LinkedIn Sales Navigator

4. SOCIAL PROXIMITY GRAPHS
MODERN SELLING: TARGETED ENGAGEMENT
SALES FILTERS
SOCIAL PROXIMITY GRAPHS
LEAD BOTS
Identify prospect by
Geography, Company name, Industry, Company size, Job title, etc.

5. MODERN SELLING: A DAY IN-THE-LIFE
SALES REP USING SALES NAVIGATOR
ENGAGE WITH NEWS FEED UPDATES
Like and comment on your leads updates
CONTACT RECOMMENDATIONS
Identify additional decision makers and go deeper into accounts
12:00 AM
10:00 AM
SALES NAVIGATOR
SAVED SEARCH
Review automated “saved search” to identify new prospects in real time
2:00 PM
PREP FOR YOUR MEETINGS
View your prospect’s profile to identify key talking points
8:30 AM
PROSPECT INTO YOUR TERRITORY
Reach out via warm intro or InMail to a new identified prospect
3:00 PM
CHECK YOUR NEWS FEED
Check the mobile app for lead updates
GROW YOUR PROFESSIONAL BRAND
Participate in group discussions and post original content
8:00 AM
4:00 PM

6. ADOPTION OF MODERN SELLING AT HP
SITUATION AT-A-GLACE
HP SALES REPS ADOPT SOCIAL SELLING WITH SALES NAVIGATOR:
1600% growth since Q416 (35 to 600)
80% HP sales rep satisfaction : identifying and connecting with new contacts
20% cost reductions negotiated (from $1600 to $1300 per year per license)
SALES NAVIGATOR
Q416
Q217
Q417
Q218
Empowering HP Sales Reps with a Social Selling platform to identify, engage and influence key decision makers
PROGRESS
Programs exist in all major EMEA markets (UK, FR, GE, CEMA, GWE,…)
Opportunistically deployed in APJ and AMS
Users in all BU (PS, Print, GSB, 3D Print; Telesales, Midmarket, CEP)
Current annualised spend ~$700k
ISSUES
Fragmented contracts (playing the LinkedIn game!)
Different start/end dates
Different version of Sales Navigator purchased
Different level of enablement (sometimes without training : failure)
Inconsistent ROI measurement & reporting

7. SALES NAVIGATOR: THE VOICE OF SALES
“I made contact with Rolls Royce's Global Innovation Manager:
we met the following week and closed a $12M deal six months later.”
“Selling a $450K device requires many departments and large companies
can take a long time to identify. This helps shorten that time and close deals faster.”
“It is incredibly difficult to profile an account and understand/identify end-users with just a phone. Sales Navigator makes identifying contacts far quicker. I value the insights from my posts and identifying how many senior level contacts have viewed them.”

8. SALES NAVIGATOR: GETS HIGH MARKS
IDENTIFYING AND CONNECTING WITH NEW CONTACTS
89%
80%
Survey period: March 5th – March 9th, 2018, 140 HP Sales navigator users,

9. AGENDA What ARE we talking about today?
Modern selling at-a-glance
HP vs. competition
Pain points and opportunities
What are we NOT talking about today?
It’s not a training on social selling
It’s not a business review
It’s not a demonstration of tools

10. Are we EQUIPPING OUR SALES REPs TO BE SUCCESSFUL in GTM 2020?
COMPETITIVE BENCHMARK
TRANSACTIONAL
CONTRACTUAL
5% to 10%
10% to 15%
~80%
>80% to 100%
Are we EQUIPPING OUR SALES REPs TO BE SUCCESSFUL in GTM 2020?

11. AGENDA What ARE we talking about today?
Modern selling at-a-glance
HP vs. competition
Pain points and opportunities
What are we NOT talking about today?
It’s not a training on social selling
It’s not a business review
It’s not a demonstration of tools

12. LINKEDIN OFFERS DIFFERENT VERSIONS
OPPORTUNITIES EXIST TO HARMONIZE and farming
FEATURES
LINKEDIN PREMIUM
SALES NAVIGATOR TEAM
SALES NAVIGATOR ENTERPRISE
See when prospects check you out
Who's Viewed My Profile
Last 90 days
Reach prospects directly
InMails (per month) 15 30 50
PointDrive presentations (per month) - 10
Unlimited
Find the right leads and accounts
Extended LinkedIn Network Access √
Advanced Sales-Specific Search Tools
Automatic Lead & Account Recommendations
Territory Preferences
Stay organized and up-to-date on leads & accounts you're interested in
Job Change Alerts
Prospect & Company News Alerts
Notes & Tags
Sales Navigator for Gmail
Training and education
Learning Center
Leverage LinkedIn wherever you work
Dedicated Mobile App
CRM Widgets
CRM Sync (with Write-Back)
Access the entire LinkedIn network
Out-of-Network Unlocks (per month) 25
Unlock the power of your company's social graph
Warm Introductions through TeamLink
Team network
Company network
Enterprise Capabilities
Seat Management
Basic
Enterprise-grade
Usage Reporting
Single-Sign-On Integration
CRM intergration
Billing and Support
Volume and Multi-Year Discounts
Invoicing
Dedicated Relationship Manager

13. Capitalize on the Largest B2B Platform
LINKEDIN COVERAGE
575 millions users
2 new accounts every second
B2B focus

14. ENGAGEMENT IS DIGITAL. YOU COULDN’T ENGAGE SUCCESSFULLY…
in the 1960s
Without using a phone
in the 1980s
Without using a fax
in the 1990s
Without using a mobile device
in the 2000s
Without using
in 2018
Without using Social Media
Now it’s really time to end, but I wanted to leave you with the following thoughts.
Today, it’s as crazy not using Social Media to reach out to customers, as it was not to use in the 90s. 14

15. THANK YOU