how to close more business with linkedin sales navigator

Kaily MillerCustomer Success Manager, LinkedIn Sales Solutions

Close More Business withLinkedIn 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.

%

LackingCredibility

Losing Touchwith 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 SellingA 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

EmailMobile

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