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7 Key Insights from LinkedIn’s Study ‘The State of Sales in 2016’

Profile photo of Erik Emanuelli Submitted by Erik Emanuelli November 17, 2016

Sometimes it feels like the web is overflowing with advice on how to leverage tech tools to attract new and relevant audience, capture leads, nurture relationships and close deals. If it’s a step in the sales process, there are thousands of bloggers and experts touting tools to help with it.

You’ll find recommendations, commentary on trends, best practices and case studies. But there’s a gap when it comes to understanding how precisely the industry as a whole is utilizing all these tools to manage their customer acquisition pipelines.

That’s the main reason why LinkedIn’s new study, “The State of Sales in 2016“, is so eye-opening. It details the extent to which today’s marketing and sales pros have adopted the “new sales stack,” as LinkedIn calls sales intelligence, CRMs, social selling productivity apps and email tracking solutions.

LinkedIn’s research also paints a precise picture about the extent to which utilizing these tools is a predictor of sales success.


Here are the most important highlights and takeaways from the study.


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Profile photo of Erik Emanuelli
Blogger, Traveler, Entrepreneur. Writing about blogging and internet marketing on NoPassiveIncome (running also some other niche sites). Founder of, an emerging blogging community.

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18 Responses to “7 Key Insights from LinkedIn’s Study ‘The State of Sales in 2016’” Leave a reply ›

  • Profile photo of Gavin McDonald Profile

    Hi Erik,

    Thanks for sharing this post by Peter Seenan.

    The 7 insights he explained from the Linkedin study are revealing for sure.

    I am not so surprised about the 2nd key though, social selling is only going to get bigger as we are all social animals.

    That millennials are 33% more likely to use sales intelligence tools to generate background and contact information on leads than older industry colleagues is news to me.

    Have a lovely day.

  • Profile photo of Winford Moore Profile

    Hey Erik,

    This is sure an interesting and revealing study on the state of sales in 2016. I guess the LinkedIn team has put in a lot of research and work to come up with the published data and stats.

    Its now left for decision makers in small and large firms to factor in developmental steps to grow engagement and sales.

    The insights on sales intelligence are most revealing. The concept of sales intelligence seems to be the future of business development, if you ask me!

  • Profile photo of Sunday William Profile

    Hi Erik,

    With top performers really loving social media and sales intelligence driving business development, there is no doubting the fact that this LinkedIn study has shown us areas of concentration for immediate business results.

    Therefore, increasing efforts in social media marketing and sales intelligence tool would mean efficiency and growth for the business!

    • Profile photo of Erik Emanuelli Profile

      I like LinkedIn too, Sunday.
      I’m getting many new business contacts there.
      Everyone in the market should be using it.

      Thanks for checking out the post.
      Erik Emanuelli recently posted…AboutMy Profile

      • Profile photo of Sunday William Profile

        Sure, LinkedIn is a must have social media marketing tool. It is a platform for increased engagement and sales to the ‘target audience’.

        The state of sales report for 2016 shared here has provided insights and new baseline for increased productivity research in the coming years!

  • Profile photo of Amit Sharan Profile

    These insights reminds me of the fact that using the right technology online will lead to improve sales. It also reveals the tools that top performers embrace to achieve better results.

    The state of sales in 2016 has been dissected in this study. This should serve as tool for decision making in the coming years as well!

  • Profile photo of James Ling Profile

    I guess what it means is that in 2016 sales was possible due to the utilization of certain tools and strategies by top performers? The numbers used to buttress these facts are very glaring.

    The new sales stack of CRM, sales intelligence, social media productivity apps as described by LinkedIn should be revealing to a lot of people!

  • Profile photo of Carl Profile

    Hi Erik,

    These 7 key insights are new to me. Now, I know the state of sales in 2016. More so, I am sure that the data from this report reveals the relative tools that would promote sales.

    Thanks for sharing this piece. I will bookmark and ensure that I follow what the top performers are doing – accessing the right tools and implementing them to achieve tenable results!

  • Profile photo of Black Profile

    Hmm! “The State of Sales in 2016“? This is an interesting report from the team at LinkedIn.

    What I want to know is how is it possible to use the data deciphered here to actually attract new and relevant audience, capture leads, nurture relationships and close deals?

  • Profile photo of Paul Profile

    Hi Erik,

    I guess this statement should be taken seriously “The data gathered by LinkedIn for “The State of Sales in 2016″ has a few surprises, but more importantly, it quantifies lots of trends that people talk about but haven’t studied.”
    The revelations have make real the tools for improved sales. One must key into the them to become effective and efficient.

    Since this report is based on the trend in 2016, it becomes important never to ignore its effects and use in the future!

  • Profile photo of Celine Profile

    Hi Erik,

    This post is quite instructive and informative. Every online marketer must learn the core lessons – accessing the right tools and implementing the core principles to generate sales.

    It is also revealing to know how ‘sales pros have adopted the “new sales stack,” as LinkedIn calls sales intelligence, CRMs, social selling productivity apps and email tracking solutions.’

    I should bookmark this piece for future reference. It may be useful for sales decision making in 2017!

  • Profile photo of Sarah John Profile

    Hi Erik,

    I guess the sales stack as described by LinkedIn in this report should be used by online entrepreneurs to improve their sales.

    The numbers quoted are remarkable as they show the trend of actions and strategies that result in sales.

    If the above trend worked in 2016 then we should expect more positive data and figures from practical entrepreneurs in the coming years!

  • Profile photo of steven Profile

    Hi Erik,

    This study is revealing to me. However, it is a big reminder for businesses to explore and implement strategies and tools that drive sales and development.

    One of the key takeaways for me here is how this post was concluded:

    Understanding which roles favor what tools and how the industry is leveraging technology to maximize sales and marketing efficiency is essential to keeping your business competitive. Tools don’t have to be overwhelming — when you pick the ones that are likely to serve you best and use them well, they just make your job that much easier.

    This is surely a most fundamental lesson from this LinkedIn study!

  • Profile photo of Nikhil Kumar Saini Profile

    Social selling is love. You can build relations easily there which leads to fast selling to the target audience.

    I am doing it but not on linkedin.

    you have to find your best working social media platform where you want to sell your service or product.
    Nikhil Kumar Saini recently posted…Thrive Themes FocusBlog Theme Review: Increasing ConversionMy Profile

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