Post on 28-Nov-2014
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Sales Navigator
Stephanie Diec Account Executive
LinkedIn Sales Solutions
Cold calling is time consuming, painful, expensive…
…and it doesn’t work
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97% Of the time cold
calls do not work *7% worse every year
since 2010
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011
The world and buyers have changed What once worked, will not work anymore
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75% 57% B2B purchaser
influenced
by social
Buying decisions
are made before
sales rep involvement
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011
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So what is Social Selling? Leveraging social media to connect with prospects and customers in a meaningful way
LinkedIn’s Mission: Turn relationships and information into business opportunities.
Targeted
Search
Social Profile
Warm Introduction
Sellers that utilize social media are more successful
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Lead
with insight Use social media
as critical channel
Personally own
lead generation
Reps using this are 30-40% more successful
Sales Navigator
How How do I get
a warm intro?
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+225M members
+2B member updates
per week
Billions connections
LinkedIn Sales Navigator defines social selling
What What to
talk about?
Who Who are the
Right People?
Who: The people you need to reach – and the people
that influence them – are on LinkedIn
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7.1M +
decision makers in
the US
12.5M +
people who influence decision
makers in the US
Owners, CXOs, and Partners VPs, Directors, and Managers
Who are the right people?
I found 198,516 LinkedIn members who work in the
Buffalo area.
By using the premium search filters, it gets
much narrower… to 20,174 decision makers
Find Prospects 1
Brian
Identify Key Decision makers 2
Buffalo/Niagara, New York Area × Reset
Buffalo/Niagara, New York Area × Reset Owner × Partner × CXO ×
I can further drill down with additional search criteria to a
manageable list of 55 prospects.
Buffalo/Niagara, New York Area ×
Industry: Accounting Company size: 51 - 200 Reset
Owner × Partner × CXO ×
× × Zip code: 14216 ×
Who are the right people?
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Identify Key Decision makers 2
Brian
With free LinkedIn I can only see my personal network
With Sales Navigator I can see 30x more in my 3rd degree
What to talk about?
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Discover Actionable Insights 3
Brian
How do I get in?
Brian
5
Find a common connection
This profile fits all my criteria, and has a connection
to someone in our NYC office
I have a meeting set up for Tuesday!
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4
Asks teammate for an introduction
In users’ own words: Sales Navigator has been a
valuable tool for prospecting
LSS 12
“I found that my target knew one
my past colleagues. I used that
connection to get a warm intro
and was able to get a conversation
going. I think that connection made
all the difference.”
“When prospecting for an
account, I have found all
the relevant decision
makers.”
“I have set up three key
meetings through LinkedIn
and will be targeting more
influencers soon.”
LinkedIn Sales Navigator
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Who Who are the
Right People?
What What to
talk about?
How How do I get
a warm intro?
• Lead Builder
• Premium Search
• Search Alerts
•Alerts
• Who Viewed My Profile
• Full Profiles
• TeamLink
• InMail
• Introduction Requests
Website: http://sales.linkedin.com
Slideshare: http://www.slideshare.net/linkedin-sales-solutions
Twitter: @LinkedInSelling
LinkedIn Group: LinkedIn Sales Solutions