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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