Conventional account management strategies are limiting growth. Join our own Director of Product Marketing, Dominic Archibald, for a deep dive into how you can stand out and add value with LinkedIn.

1. Strategies for Successful
Account Management
​Dominic Archibald
​Director of Product Marketing
​LinkedIn Sales Solutions

2. • Challenges faced by today’s Account
Managers
• Advanced LinkedIn strategies
• Do these strategies work?
Today’s Agenda

3. A fundamental truth about LinkedIn

4. The world’s most powerful Sales lead list

5. Conventional Account Management Strategies Are Limiting Growth
Of Sales leaders agree that
existing account
management channels meet
their cross-selling and
account growth targets
28%
Source: CEB

6. Relationships are at risk
due to turnover
Reps miss growth
opportunities when
they aren’t hunting
Account Managers
struggle to stand out
and add value
Account Managers Are Facing New Challenges

7. Of Account Manager reps
turn over each year
Of Decision-Makers
change roles each year
Role changes put 40% of existing annual revenue at risk!
Source: LinkedIn data
Relationship At Risk Due To Turnover
and

8. Average customer bookings are
Source: LinkedIn data
when reps have fewer than 6 people
at the account
Reps Miss Growth Opportunities When They Aren’t Hunting

9. Account Managers Struggle To Stand Out and Add Value
Source: Walker Info
By 2020
will overtake product and price as the
key differentiator in purchase
decisions

10. Relationships are at risk
due to turnover
Reps miss growth
opportunities when
they aren’t hunting
Account Managers
struggle to stand out
and add value
Advanced Reps Are Using LinkedIn To Overcome These Challenges

11. Target and track key
contacts to protect
revenue
Understand your
accounts and identify
all of the buyers
Engage credibly with
buyers throughout the
client’s lifecycle
Advanced Reps Are Using LinkedIn To Overcome These Challenges

12. Target and track key
contacts to protect
revenue
Advanced Reps Are Using LinkedIn To Overcome These Challenges

13. Billions Of Members, Trillions Of Data Points
World’s Largest
Social Network
World’s Largest
Professional Network
World’s Largest
Megaphone
Share
Ideas
Provide
Updates
Follow
Influencers
Get
Advice
Learn
Skills

14. Top Social Signals for Sellers
The job change The hiring burst New connections
Content shares Social comments
Source: Walker Info

15. A Job Change Is A Key Signal

16. “I use Sales Navigator to target
leads and get triggers based on
significant events such as an
acquisition or promotion.”
Rick Vangrin
Sales Director

17. Solving The Rep Turnover Problem
CRM

18. Understand your
accounts and identify
all of the buyers
Advanced Reps Are Using LinkedIn To Overcome These Challenges

19. Account Planning For Growth
• Company revenue
• Company headcount growth
• Department size and growth
• Technologies used
• And more

20. Kaiser Yang
SVP, Managing Director, Chief Strategist
“Staying focused is important. That’s
where having Sales Navigator is so
critical: to make sure that you’re focusing
on the right priorities, accounts, and
contacts. It’s a great tool to zero you in.”

21. Target The Full Buying Committee
Buying CommitteesPotential Customers

22. Always Be Hunting

23. Engage credibly with
buyers throughout the
client’s lifecycle
Advanced Reps Are Using LinkedIn To Overcome These Challenges

24. Build Trust Throughout The Lifecycle
Sales Pro Mutual
Acquaintance
Customer
Connection paths
Feedback loops

25. Connection Paths

26. Feedback Loops

27. Deal size liftWin rate liftMore opportunities
sourced
Actual Client Results
Source: Actual client CRM data

28. Strategies for Successful
Account Management
​Dominic Archibald
​Director of Product Marketing
​LinkedIn Sales Solutions