The Essential Roadmap for Sales Navigator

Brian Araujo Relationship Manager New York, NY baraujo@linkedin.com

Weeks 1-3 Add a profile photo & background

• A profile with a professional portrait is 10 times more likely to get their inMails responded to and connection requests accepted.

Create a compelling headline that educates your prospects early as to what you sell and how you help your clients.

Customize and simply your LinkedIn URL to embed in your e-mail signature & or business cards.

Create a personal summary that tells your story, or paint’s your company’s vision

Embed rich media to give prospects different insights about what solutions you offer or other relevant information; and separate yourself from the others.

Making sure you have a complete profile is essential to social selling. It is the handshake and first impression you make when your prospect visits your page. If your prospect just sees that you cold call, manage accounts, and operate in a quota environment, they won’t see what value you can provide for them, and view you only as a salesperson, not an advocate who can help them. These steps should help change that.

Profile Transformation

Week 4-6 Complete the skills endorsements page

• Ask your clients and coworkers to endorse you! Ask for 2-4 recommendations from existing clients & managers.

• Some members prefer you draft a recommendation they can use, but make sure you ask what method they prefer.

Profile Transformation Making sure you have a complete profile is essential to social selling. It is the handshake and first impression you make when your prospect visits your page. If your prospect just sees that you cold call, manage accounts, and operate in a quota environment, they won’t see what value you can provide for them, and view you only as a salesperson, not an advocate who can help them. These steps should help change that.

Weeks 1-3 Add your contacts via your address books (On linkedin.com) (Google,

Microsoft Outlook, etc.) • Current/former clients, schoolmates, and friends can speak to your

credibility and offer introductions to prospects you share in common. • Do NOT add people you are unfamiliar with.

Make 10 saved searches via LeadBuilder to either prospect new leads/follow existing customers (On Sales Navigator)

• This presentation will show you how to use LeadBuilder.

Join 10 groups relative to your industry/areas of focus (On linkedin.com) • Enter simple keywords in the search bar to locate groups (i.e. –

technology, sales and marketing, operations, etc.) Save at least 300 leads across prospective and existing accounts (Use SFDC

integration if possible)

After you’ve creative a great professional brand, now it’s time for you get your name out there. Relationships are the foundation for any successful sales professional; this was also the case before social selling arrived. Staying connected to prospects/key contacts you’ve developed close bonds will allow us to send you insights and warmer paths of introduction to prospects as you realize your colleagues, schoolmates, and former clients are also connected to them.

Start Saving Leads!

Weeks 4-6 Participate in five group discussions and engage at least 5 target prospects Visit the alumni center to find former schoolmates from your graduating class. Visit the company pages of former employers to add people you used to work

with Save another 300 leads

After you’ve creative a great professional brand, now it’s time for you get your name out there. Relationships are the foundation for any successful sales professional; this was also the case before social selling arrived. Staying connected to people you’ve developed close bonds to while doing business will give you warmer paths of introductions to prospects, as you realize your colleagues, schoolmates, and former clients are also connected to them.

Start Building Your Network

Week 1-3 Continue to grow your network. Remember, only request to add members

after you have an initial conversation with them. Follow all of the companies you work with in your territory or prospects you

are attempting to engage Check out Bufferapp to effortlessly share content to your network.

• Set time on a Monday morning to read through 10-15 articles you’d like to share, and queue them! (So easy!)

Engage your Network to Create New Opportunities If you followed all the preceding steps diligently, you be able to start making a few moves. Use LeadBuilder to source new prospects by keyword, geographic location, industry, etc. You should be continuously engaging in groups, starting discussions and proving yourself as an industry expert!

Weeks 4-6 Start your own conversations within the LinkedIn groups you participate in. Visit LinkedIn’s Influencer program and pick a few people relative to your

industry or other interests you have. • They start discussions that involve tens of thousands of people sometimes

Publish a long-form post and share it with your entire network • Long form posts may not be available to everyone yet, but it’s a great way to share

content on literally anything you want to talk about. For me, I like talking about how social selling is changing the way people buy and sell. Everyone gets an alert that you posted, and they can check it out!

Engage your Network to Create New Opportunities If you followed all the preceding steps diligently, you be able to start making a few moves. Use LeadBuilder to source new prospects by keyword, geographic location, industry, etc. You should be continuously engaging in groups, starting discussions and proving yourself as an industry expert!

What if this roadmap doesn’t work or I have questions?

You have a few options: 1) Visit The Learning Center It’s pretty well stocked and can probably answer

most of your questions

2) The Help Center on LinkedIn. Believe it or not, we have one of the best libraries I’ve seen.

3) Contact me directly (baraujo@linkedin.com) and we can discuss what areas you’re having difficulty with.

– Office hours are best held on every Friday from 12:00p-4:00p EST – Put 15-20 mins on the calendar