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Linked In Sales Navigator 1 Merged (2)

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  • 1. LinkedInSales NavigatorNo more cold calls – gainnew insights into leadsBuild real connections to the people and companies you need to reachContact Decision Makers Directly and Expand Your Network and Leverage YourShorten Your Sales Cycle Common ConnectionSales Navigator includes LinkedIn InMail, the powerful With 150 million members, LinkedIn offers realcontact tool that lets you send messages to decision connections to the people and companies you needmakers even if they’re not in your network. According to to reach. While employees with more coworkera CSO Insights study, on average 8 InMails can generate connections receive more introductions, only 53% of1 new sales opportunity.1 sales professionals have leveraged their coworkers to facilitate introductions to new opportunities.2 With TeamFind and Be Found with Trusted Data Link from LinkedIn, you automatically see who on your sales team is a first-degree connection with yourMake your LinkedIn profile work harder for you. With prospect, resulting in warm introductions and moreyour LinkedIn profile, present a professional impression deals won.of both you and your company for interested inboundleads. The power of LinkedIns professional graph andinsights extends to prospects too. LinkedIn members Drive Deeper Adoption of Your Existingself-author their profile information, so you can trust CRM Investmentthat its accurate and up to date. In fact, 87% of sales Sales Navigator users using LinkedIn within their CRMreps found more information about people or view an average of 27 LinkedIn profiles a day, comparedcompanies using Sales Navigator that they wouldnt to the broader population of sales professionals whohave found otherwise.2 view just five profiles per day.1 By integrating your CRM with social channels like LinkedIn, you are researchingPrioritize Your Accounts and Territory and connecting with your prospects in the environment where they live and prospecting smarter within yourDon’t waste time pursuing ineffective leads. Sales existing CRM.Navigator’s Lead Builder tool helps you build a contactlist based on criteria such as seniority, title, function,and industry, and prioritizes that list by the number ofpeople you know at that company. And with otherLinkedIn tools such as Profile Organizer and SavedSearches, you can track profiles, organize them intofolders, and add your own sales notes.
  • 2. Member Profile View professional history and summary Contact directly with InMails Leverage first-degree connections of your organization to reach prospectsSales Navigator boosts theeffectiveness of your sales team with:• Access to a worldwide network of 150 million (and growing!) professional members• Integration of rich profile data with your existing CRM solution• Trusted, authentic data in self-authored profiles• Tools for prioritizing and managing lead development
  • 3. Lead Builder Build pipeline with new leads Search criteria for leads Gain full-name visibility for third-degree connections LinkedIn free Premium version sales accountTeam Link: Leverage your team’scombined networkInMails: Gain access to decision 10 per monthmakers – response guaranteedSaved search alerts: Stay on top 3 saved search minimum of 7of new leads resultsLead Builder: Source and closedeals with integrated dataPremium search filters: Pinpointthe right leadsProfile Organizer: Save importantprofiles and sales notesWho’s Viewed Your Profile: Beproactive in managing inboundqueries and interest in your profile1 CSO Insights, "Results of LinkedIn for Salesforce.com Research," March 20122 LinkedIn Charter Customer Survey, November 2011 Please contact your sales manager or account manager for more information. Copyright © 2012 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved. 10-LCS-064-G 0312
  • 4. for SalesforceDocuSign acceleratessales cycles withLinkedIn for SalesforceDocuSign is the industry standard for electronic signature,offering the fastest, easiest and most secure way to send,sign, track, and store documents in the cloud. DocuSign DocuSign – www.docusign.comenables documents to be sent for legally binding signature • The industry standard for electronic signatureto anyone, anywhere, anytime, on any device – so that • More than 9 million users have DocuSigned more thancompanies can replace slow, paper-based transactions with 77 million documents in 51 countriesfast online processing. More than 9 million individuals have • Privately held, founded in 2004DocuSigned more than 80 million documents in more than • Sales team: 40+ corporate sales and enterprise sales50 countries, saving time and money for all types of executivesorganizations, from individual professionals to small • Target customers: Senior executives in industries suchbusinesses to the Fortune 100. as real estate, financial services, insurance, technology, and staffingLooking to deepen relationships, streamlinesales processesDocuSign was actively seeking ways for its sales executives tostrengthen relationships with key enterprise accounts andforge deeper connections with key decision makers toimprove account development and closure rates. DocuSignalso wanted to enhance its prospecting and lead qualificationprocesses to best prioritize inbound contacts from customersand prospects.“Electronic signature has gone mainstream with individualprofessionals and businesses of all sizes looking for provenways to close deals faster, earn revenue sooner, reduce costs,and increase visibility, control and compliance,” said BobDeSantis, Vice President of Sales at DocuSign. “WithDocuSign experiencing hyper-growth as the industrystandard with more than 9 million DocuSigners and 30,000new users every business day, it’s imperative we’re able toeffectively manage the increased demand for DocuSign’seSignature solution.”
  • 5. DocuSign turns to LinkedIn for Salesforce Forging stronger client connections with LinkedInDocuSign selected LinkedIn for Salesforce to accelerate for Salesforcetheir lead qualification, profiling, and account development In a competitive sales environment, establishing and deepeningprocesses, bringing the wealth of information available from connections with target accounts is essential to developing andthe world’s largest professional network into Salesforce closing business. The seamless integration between LinkedInwhile positioning DocuSign’s own sales team to manage the and Salesforce enables DocuSign’s sales teams to more quicklyincreased interest and accelerated growth in electronic uncover sales insights that help build rapport and connectionssignature. with key decision makers.LinkedIn for Salesforce enhances the sales team’s knowledge DocuSign account executive Rob Cuningham says, “Twice inby providing real-time access to the professional profiles, the last week I was working with a new customer, and in bothcompanies, and activities of LinkedIn members – automatically cases had a matching connection through LinkedIn. Having thematching each rep’s contacts and leads within Salesforce. The ability to see that immediately from within Salesforce was aintegration provides an unprecedented level of convenience, huge advantage.”allowing representatives to reach peak performance. DeSantis concludes, "More than 80 percent of our reps foundSaving time, boosting employee productivity important LinkedIn information that they would not have knownTo maximize team productivity, DocuSign looks for solutions otherwise because of LinkedIn’s seamless integration withthat integrate seamlessly with Salesforce. DeSantis continues, Salesforce. LinkedIn for Salesforce makes it easier to discover“Like DocuSign for our customers, the best sales tools fit into the sales insights that we need to effectively engage customersour existing workflows and tools. LinkedIn for Salesforce did and close deals."just that, giving our teams access to the most reliable andcredible source of sales intelligence, inside Salesforce, wherethey’re working day-to-day.”Tom Burbank, Director of Enterprise Sales at DocuSign, says “Iteliminates the need to toggle back and forth between LinkedInand Salesforce, allowing us to tap the potential of LinkedInthrough the single pane of glass that is Salesforce.” As a result,more than 80 percent of DocuSign employees report anincrease in usage of LinkedIn information in the sales process.DocuSign account executive Michael Gilbrough says, “LinkedInfor Salesforce has helped me immensely in filtering andprioritizing incoming leads. The ability to quickly filter leadshas made me more efficient.” LinkedIn for Salesforce brings the power and credibility of LinkedIn data right where you need it most – your sales pipeline. Save time and gain a competitive edge with LinkedIn for Salesforce. Visit www.linkedin.com/salesforce to get started. Copyright © 2011 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved. Copyright © 2003-2011 DocuSign, Inc. All rights reserved. DocuSign, the DocuSign logo, “Close it in the Cloud”, SecureFields, Stick-eTabs, PowerForms, "The fastest way to get a signature", The No-Paper logo, Smart Envelopes, SmartNav, “DocuSign It!”, “The World Works Better with DocuSign” and ForceFields are trademarks or registered trademarks of DocuSign, Inc. in the United States and or other countries. All other trademarks and registered trademarks are the property of their respective holders. 10-LCS-043-G 0811
  • 6. Sales NavigatorMarketoCase Study More insights—and more precise targeting—drive explosive outbound sales growth“ Our aggressive outbound sales goals required a powerful tool. LinkedIn’s Sales Navigator, with the Challenge most accurate data and seamless integration, • Transitionfrom 100% inbound sales to combined helped us exceed our goals—farther and faster.” outbound/inbound sales with aggressive goals • Seamlessly integrate with existing investment in Patrick Donnelly, VP of SMB Sales, Salesforce.com Marketo Solution • LinkedIn Sales Navigator account, including: • Lead Builder When one of the fastest growing companies in Silicon Valley • Team Link wanted to integrate a new outbound sales program with its • InMail successful inbound efforts, they knew they would need the • Profile Organizer right tools to reach their aggressive goals. Marketo – whose • Premium Search Filters business focuses on demand generation products and services for marketing and sales professionals – turned to LinkedIn’s Why LinkedIn? Sales Navigator to build connections, gain insights on prospects, shorten the sales cycle and, ultimately, to grow • Access to a worldwide network of 150 million (and their business. growing) professional members • Integration with existing CRM investment • Trusted, authentic and current profile data Maximizing impact for impressive ROI • Tools for prioritizing, managing and maximizing lead Early on, 100% of Marketo’s sales team was already using development LinkedIn’s standard, no-cost functionality in their individual sales efforts, and several team members were even paying for premium subscription services out of their own pockets. When Results the company began searching for the most accurate data for • Quadrupled outbound sales prospecting and overall sales effectiveness, it made sense to • Increase in win rates leverage employees’ previous experience with LinkedIn.
  • 7. The result? According to Patrick Donnelly, VP of SMB Sales Donnelly went on to explain how Team Link and LinkedIn’s richfor Marketo, his company’s outbound sales’ revenue profile data speeds up the sales process. “In the past, therecontribution quadrupled from 2001 to the first quarter of was a lot more time needed to do research, hunt down2012, by engaging fully with LinkedIn Sales Navigator. He prospects or simply trying to get through the receptionist toadded, “I can point to over a dozen deals that were either get to decision-makers. Now we know exactly who the peoplecreated or positively influenced by our use of LinkedIn’s are in the positions and areas that we want to reach. We cutpremium product”. out some of the guessing game, saving valuable time.”Reaching decision-makers Knowledge helps level the playing fieldWith Sales Navigator, LinkedIn profiles work even harder. Members of Marketo’s sales team have seen that knowledge –Because LinkedIn members self-author their profile the rich data gleaned from profile information leveraginginformation, sales reps can trust that it’s accurate and up to relationships – levels the playing field. In today’s social mediadate. This is crucial, explains Donnelly. “The profile environment, prospects and potential customers have accessinformation on LinkedIn is accurate as of today. That’s to vast amounts of information about companies, productsinvaluable.” And better profile data means more and services. “They know so much about us even before weconnections. In fact, a LinkedIn Charter Customer Survey engage with them,” said Donnelly. “LinkedIn lets us know asshowed that 87% of sales reps found more information much about our prospects as they know about us. It levels theabout people or companies using Sales Navigator that playing field and starts our relationship in a much better, morethey would have found otherwise.1 This difference was productive place.”crucial for Marketo. “Based on the profile information wesee on LinkedIn, we can see who really ‘owns’ the differentareas within a business. This allows us to target our efforts Perfect integration with existing CRM investmentmuch more precisely and reach just the right person,” Marketo’s sales team manages all aspects of its activities insaid Donnelly. Salesforce.com’s sophisticated CRM environment. “We live in Salesforce…everything we do takes place in Salesforce. So having easy access to all the profile information from LinkedIn,The power of InMail plus added functionality such as InMail and the ability to seeSales Navigator includes access to LinkedIn InMail, the connections, is critical,” Donnelly said. “And the process ofpowerful contact tool that lets you send messages to integrating LinkedIn with our existing processes anddecision makers, even if they’re not in your network. technology could not have been easier,” he continued. “ACombined with rich profile data and a 360° view of every couple of clicks and it was done. Simple.”prospect’s connections, InMail became one of Marketo’sgo-to solutions in reaching out to leads. “InMails definitely LinkedIn’s Sales Navigator gives companies like Marketo thehave a higher hit rate and perform much better than regular insights and the tools they need to leverage social media,email,” said Donnelly. “Combining InMail with the wealth of build connections and, ultimately, maximize sales efforts.information in member profiles has been extremelyproductive for us.” Visit [url.tbd.linkedin.com] to learn more about how Sales Navigator can help your team meet your sales goals.Visibility into relationships across the companyMarketo’s sales team takes advantage of Sales Navigator’sTeam Link to get a complete picture of relationships with aprospect company. Donnelly explained, “At Marketo, we do a About Marketolot of multi-threading, and are very keen on having multiple Marketo, a global leader in Revenue Performancecontacts and multiple relationships with a company. Team Link Management, provides marketing automation and salesallows us to see those relationships and really get a good effectiveness solutions to more than 1,200 enterprisegrasp of the bigger picture. This saves a lot of time and and mid-market clients, and has been recognized byenergy as opposed to some of the usual tactics that can be CRM Magazine as the “2011 CRM Market Leadersnecessary to get a foot in the door.” Team Link from LinkedIn Awards Winner for MarketingSolutions,” and the 2010allows Marketo’s sales reps and managers to automatically CODiE award for “Best Marketing Solution,” amongsee who on their sales team is a first-degree connection with other accolades.prospects, leveraging existing relationships organically—and successfully. 1 LinkedIn Charter Customer Survey, November 2011 Copyright © 2012 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved. 10-LCS-071-G 0512

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