how to close more business with linkedin sales navigator
Post on 21-Jan-2018
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Kaily MillerCustomer Success Manager, LinkedIn Sales Solutions
Close More Business withLinkedIn Sales Navigator
Conventional Sales Tactics are Limiting Pipeline and Losing Deals
Why do reps lose deals?
Lacking Credibility
Losing Touch with Prospects
Missing Critical Players
Missing Critical Players
people are involved in the average buying decision6.8
of decision makers change roles every year20%
of buyers don’t believe sales reps understand their business and don’t think they can help.
%
LackingCredibility
Losing Touchwith Prospects
of forecasted deals go dark
%
How to overcome these challenges
Understand your prospects and their
businesses
Engage throughout the deal cycle
Target the right buying committee
members countries & territories
Harness the Power of LinkedIn
Social SellingA modern approach to sales that utilizes
information from social networks to grow your business
To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience
Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales
Sales Navigator Helps Us Win More Business
When using Sales Navigator to find
customers
Opps Sourced
When using Sales Navigator to connect with decision makers
Larger Deals
When using Sales Navigator to close
deals
Higher Win Rates
For Sales Navigator customers
Influenced Rev
34% 35% 5% 61%
Target the right buyers and companies
• Advanced Search
• Lead Recommendations
• CRM sync
the right buyers
and companies
Target
the right buyers
and companies
Target
the right buyers
and companies
Target
the right buyers
and companies
Target
Understand what buyers value
• Sales Updates
• CRM Widgets, Sales Navigator for Gmail
& mobile app
• Notes & Tags
what buyers value
Understand
EmailMobile
Gmail
what buyers value
Understand
what buyers value
Understand
Engage buyers with personalized outreach
• TeamLink
• PointDrive
• InMail
Engage buyers with personalized outreach
Engage buyers with personalized outreach
Engage buyers with personalized outreach
Builder Experience Final Presentation
You can’t manage what you can’t measure
Measure and Manage with usage reporting
• Social Selling Index (SSI)
• Unique daily log-ins
• Saved leads
• Accounts saved
• Searches performed
• Profiles viewed
• InMail™ messages sent
• Messages sent
• Unique connections
• Sort by tag
Measure and Manage with usage reporting
Measure and Manage with usage reporting
Our sales reps rave about how their
prospects actually respond to them on
LinkedIn, where an email would likely be
ignored.
29
Social Media Marketing Manager, XO Communications
Sales Navigator Helps You Sell Smarter
Target
• Find the right people faster and more easily
• Prioritize the right companies
• Qualify new people at your accounts
Understand
• Keep track of leads and existing relationships
• Stay up-to-date on contacts and accounts
• Research prospects wherever you work
Engage
• Engage with prospects and customers through your network
• Reach your prospects directly with the right context
• Send sales content and track view activity
Buyers with personalized outreach
The right buyers and companies
What buyers value
Choose the Sales Navigator Edition That’s Right for You
For sales professionals who want to individually
tap into LinkedIn’s network to increase
pipeline and find more leads
PROFESSIONAL
For sales teams who want to harness the power of their shared network to
build client relationships
TEAM
For sales organizations who want to take full
advantage of LinkedIn and their expanded company
network to build client relationships
ENTERPRISE
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