Post on 24-May-2015
description
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Sales Navigator
Schon MessierAccount Executive
LinkedIn Sales Solutions
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My personal transformation towards social selling
What is the top challenge that I hear across sales leaders?
Build MorePipeline*
* (On average, only 20 - 30% of Sales leads are generated through Marketing…)
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Buying Process has fundamentally changedCustomers are more informed, and they are less responsive to traditional means
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97% 75% 57% Of the time cold calls do not work
B2B purchaser influencedby social
Buying decisions are made before
sales rep involvement
Corporate Executive Board 2012Connect & Sell 2012IBM Buyers Preference Study 2011
5
Call From Unknown
408-612-3467
LSS
vs.
Contacts Lists CompanyWebpage
ColdContact
Targeted Search
Social Profile
WarmIntroduction
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“old” Schon“New” Schon
HowHow do I get
a warm intro?
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+200Mmembers
+2Bmember updates
per week
BillionsOf connections
How LinkedIn sales navigator defines social selling
WhatWhat to
talk about?
WhoWho are the Right People?
Who are the right people?
My search yielded 124,789 search results!
I don’t have time to sort through all these searches
7
By using the premium search filters, it gets much narrower…266 Results
Find Key Prospects1
LSS
With TeamLink, I can narrow down to profiles that have connection paths to my team (<.0002% of the total…in only 20 seconds)
“New” Schon
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53% of Revenue derived from Warm Introductions
Warm Intro-
ductions38%
InMail14%
Email14%
Inbound Lead33%
% of New Logo’s generated by Source
Warm In-troductions
53%
InMail10%
Email6%
Inbound Lead31%
% of New Dollars ($$) by Source
Based on deals October 1, 2012 thru February 29th, 2013 - Schon Messier - LinkedIn Account Executive