The document discusses the importance of building relationships for sales professionals. It notes that 73% of B2B buyers prefer salespeople referred by contacts and 87% have a favorable impression of salespeople introduced through their network. It recommends connecting with decision makers at prospects and customers, leveraging internal connections to senior leaders for introductions, and nurturing relationships over time by providing value and keeping services top of mind.

1. Build
relationships
Strengthen your network by connecting and
establishing trust with decision makers
Social Selling Index

2. Why is it important to build
relationships?
73% of B2B buyers prefer
sales professionals who have
been referred by someone they
know
87% of B2B buyers said they
would have a favorable
impression of a salesperson
who was introduced to them
through someone in their
professional network.
Buying decisions now typically
include 5.4 decisions makers
+39%+87 %+39%+73%

3. A larger network gives you greater
leverage in finding new prospects
and getting in the door with clients.
Connect with contacts
EXPERT TIP
Connect with your network and with
prospects after introductions
Build relationships

4. Focus on building
relationships with senior-level
people at your prospects and
customers.
Focus on decision makers
EXPERT TIP
Build multiple connections with decision
makers at accounts, don’t just rely on one
Build relationships

5. Connect internally so your
colleagues will be able to provide
warm introductions. Senior leaders
are more likely to have decision
maker connections for you to
leverage.
Connect internally &
leverage TeamLink
EXPERT TIP
Use your company’s network to
uncover the best way to get
introduced with TeamLink,
available in Sales Navigator Team
Build relationships

6. After connecting, develop the
relationship just as you would
have before LinkedIn existed,
reaching out periodically at
appropriate times and adding
value by providing relevant
information and solutions to your
prospect or client’s business
problems.
Nurture relationships over
time to keep your services
top of mind
EXPERT TIP
Help prospects by sharing their
updates or posts they’ve published
Build relationships