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Kaily Miller
Customer Success Manager, LinkedIn Sales Solutions
Close More Business with
LinkedIn 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.
%
Lacking
Credibility
Losing Touch
with 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 Selling
A 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
Email
Mobile
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
How to Close More Business with LinkedIn Sales Navigator

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How to Close More Business with LinkedIn Sales Navigator

  • 1. Kaily Miller Customer Success Manager, LinkedIn Sales Solutions Close More Business with LinkedIn Sales Navigator
  • 2. Conventional Sales Tactics are Limiting Pipeline and Losing Deals
  • 3. Why do reps lose deals? Lacking Credibility Losing Touch with Prospects Missing Critical Players
  • 4. Missing Critical Players people are involved in the average buying decision6.8 of decision makers change roles every year20%
  • 5. of buyers don’t believe sales reps understand their business and don’t think they can help. % Lacking Credibility
  • 6. Losing Touch with Prospects of forecasted deals go dark %
  • 7. How to overcome these challenges Understand your prospects and their businesses Engage throughout the deal cycle Target the right buying committee
  • 8. members countries & territories Harness the Power of LinkedIn
  • 9. Social Selling A modern approach to sales that utilizes information from social networks to grow your business
  • 10. 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
  • 11. 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%
  • 12. Target the right buyers and companies • Advanced Search • Lead Recommendations • CRM sync
  • 13. the right buyers and companies Target
  • 14. the right buyers and companies Target
  • 15. the right buyers and companies Target
  • 16. the right buyers and companies Target
  • 17. Understand what buyers value • Sales Updates • CRM Widgets, Sales Navigator for Gmail & mobile app • Notes & Tags
  • 21. Engage buyers with personalized outreach • TeamLink • PointDrive • InMail
  • 22. Engage buyers with personalized outreach
  • 23. Engage buyers with personalized outreach
  • 24. Engage buyers with personalized outreach Builder Experience Final Presentation
  • 25. You can’t manage what you can’t measure
  • 26. Measure and Manage with usage reporting
  • 27. • 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
  • 28. Measure and Manage with usage reporting
  • 29. 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
  • 30. 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
  • 31. 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