How LinkedIn uses LinkedIn….. Sales Navigator Advanced Training

Mike CallaghanRelationship Manager, LinkedIn Sales Solutions

Over 35% of 2014 acquisition revenue generated from Warm Introductions*

* Includes introductions and referrals from within and outside the company** Versus other 5 lead source channels combined

Events2% Email

14% Call6%

InMail26%

Warm Intro-duc-tions35%

Mar-keting Leads17%

Revenue Contributionby Lead Source

Leads Sourced Through Warm Introductions*

• 46% More Likely to Win Deal**

• 13% Higher Average

Deal Size**

Agenda:

1) Leveraging Insights2) Generating Referrals3) InMail Best Practices

4) Q&A

Leveraging Insights (Passive Hunting)

Listen for social triggers that create selling moments

Passive Prospecting

Rachel StewartRachel Green

Chris JeffersRob Fox

XYZco

XYZco

XYZco

XYZco Ben Green:

XYZco

• Share by saved lead• New lead• Mentioned in the news

• Lead update (e.g., job change)

• New team connection

Hot

Medium

Insights are inbound leads

Passive Prospecting

Generating Referrals (Selling through Relationships)

Remember, we are asking for a favor

Selling through relationships – Introductions

Silver BulletsRequest intros when they

willhave the most impact

Make it easyOffer to ghost-write

the intro email

Follow-throughClose the loop with

the introducer

3 …or send an InMail

2

Ask for an introduction…

1

Warm Introductions: What’s the best path in?

• Fast and lightweight, yet powerful• Best used on less senior prospects or if connection is

tenuous• Appropriate to name drop without permission

Name Drop

Selling through relationships – Name Drops

3 Keep it short

4 Nurture socially

5 Have a great profile

Engage leads with Effective InMail Messages

1 Personalize

2 Build a conversation

Demonstrate that you’ve done your homeworkMention a common contactRefer to a common LinkedIn groupComment on a LinkedIn group postingDiscuss a common company, experience, or personal interest based on reading their profile

Ask for an opinion

More “salesy” InMails get lower response rates.Instead start a conversation.

Be polite, brief, and to the point. Shorter is better.

Listen for social triggers that create selling moments (News Feeds, Actionable insights)Save Accounts and Leads

Engage with content (Like, comment, re-share)

The first thing an InMail recipient will do is review your profile.Poor profiles reduce InMail response rates.

Greg,

First, great presence on LinkedIn and great engagement – your endorsements in digital marketing are impressive. I am the XYZ company contact here at LinkedIn and was inspired to reach out after reviewing your profile and seeing you are the VP of Business Development.

XYZ company has 10,600 unique connections to 4500 different companies on LinkedIn. I’d love to show you how to leverage this data to identify decision makers and drive new business. Do you have time this week to connect for a quick call?

Best,SurainLinkedIn Sales Solutions

Social

Who You Are

Purpose of Outreach / Benefit

Call to Action

InMail Example

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