overview of sales navigator for smb sales teams
TRANSCRIPT
Overview of LinkedIn Sales Navigator for SMB Sales Teams
Grace Rochford Product Consultant, LinkedIn Sales Solutions
Getting started with Sales Navigator
Buying Landscape
Today
LinkedIn for Sales Success
Sales Navigator: Focused, Informed, Trusted
Q&A
The buyer’s process has changed
5.4 75 of B2B buyers use social networks to research products
% 90 of decision-makers say they never respond to cold outreach
% key influencers in B2B buying decisions
Increasingly complex Increasingly social Increasingly cautious
How is your team adapting to this new normal?
Looking for one all-powerful
decision maker?
Relying on the buyer to inform you on key updates?
Cold-calling prospects like they’re just a name
in a database?
Are you still:
Focus on the right people
and companies
Stay informed on key updates at
your target accounts
Build trust with your prospects and customers
Building relationships with prospects and customers is different in this new normal. You need to:
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LinkedIn has a wealth of information on the people and companies with whom you want to build relationships
400M+ Members worldwide
7M+ Global companies
159M Monthly unique visitors
2B+ Updates per Week
Today: your personal
network
All that LinkedIn has to offer
YOU
Just what you need for sales
To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience
• Find prospects • Optimize for scale • Constant iteration • Measure ROI
Focus on the right people and companies
• Lead Builder
• Lead Recommendations
• Saved Leads
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Focus on the right people and companies
Renewable AND energy Arizona Finance
x
x
Focus on the right people and companies
Focus on the right people and companies
Focus on the right people and companies
Stay informed on key updates at your target accounts
• Sales Updates
• TeamLink
• Introductions
Stay informed on key updates at your target accounts
Stay informed on key updates at your target accounts
Desktop Email
Mobile
CRM
Stay informed on key updates at your target accounts
Build trust with your prospects and customers
• Introductions
• InMail with Profile Insights
Build trust with your prospects and customers
Build trust with your prospects and customers
Measure and Manage with training and support
• 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
Know your team is on the right track and focused on the right activities:
• Measure social selling activity with daily SSI updates
• Coach your teams with actionable insights
• Benchmark your team’s performance against peers with team leaderboards
Measure and Manage using the Social Selling Index (SSI)
Our sales reps rave about how their prospects actually respond to them on LinkedIn, where an email would likely be ignored.
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Social Media Marketing Manager, XO Communications
Focus on the right people
and companies
Stay informed on key updates at
your target accounts
Build trust with your prospects and customers
Find the right people quickly and easily
Receive recommendations on leads to contact
Access more people at your accounts
Stay up-to-date on the people you’re interested in
Be informed of what’s happening at your accounts
Research prospects wherever you work
Engage with prospects and customers through your company
Build your professional reputation
Reach prospects outside of your network
Sales Navigator is your partner throughout every stage of relationship development
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