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Commercial Banks Leveraging LinkedIn for Lead Generation
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Commercial Banks Leveraging LinkedIn for Lead Generation


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  • 1. ©2013 LinkedIn Corporation. All Rights Reserved.Sales NavigatorStephanie DiecAccount ExecutiveLinkedIn Sales Solutions
  • 2. Cold calling is time consuming, painful, expensive……and it doesn’t workLSS 2©2013 LinkedIn Corporation. All Rights Reserved.97%Of the time coldcalls do not work*7% worse every yearsince 2010Corporate Executive Board 2012Connect & Sell 2012IBM Buyers Preference Study 2011
  • 3. The world and buyers have changedWhat once worked, will not work anymoreLSS 3©2013 LinkedIn Corporation. All Rights Reserved.75% 57%B2B purchaserinfluencedby socialBuying decisionsare made beforesales rep involvementCorporate Executive Board 2012Connect & Sell 2012IBM Buyers Preference Study 2011
  • 4. ©2013 LinkedIn Corporation. All Rights Reserved. 4So what is Social Selling?Leveraging social media to connect with prospects andcustomers in a meaningful wayLinkedIn’s Mission:Turn relationships andinformation into businessopportunities.
  • 5. TargetedSearchSocialProfileWarmIntroductionSellers that utilize social media are more successful5LSS©2013 LinkedIn Corporation. All Rights Reserved.Leadwith insightUse social mediaas critical channelPersonally ownlead generationReps using this are 30-40% more successfulSales Navigator
  • 6. HowHow do I geta warm intro?LSS 6©2013 LinkedIn Corporation. All Rights Reserved.+225Mmembers+2Bmember updatesper weekBillionsconnectionsLinkedIn Sales Navigator defines social sellingWhatWhat totalk about?WhoWho are theRight People?
  • 7. Who: The people you need to reach – and the peoplethat influence them – are on LinkedIn©2013 LinkedIn Corporation. All Rights Reserved. 77.1M +decision makers inthe US12.5M +people who influence decisionmakers in the USOwners, CXOs, and Partners VPs, Directors, and Managers
  • 8. Who are the right people?I found 198,516 LinkedIn members who work in theBuffalo area.By using the premium search filters, it getsmuch narrower… to 20,174 decision makersFind Prospects1BrianIdentify Key Decision makers2Buffalo/Niagara, New York Area × ResetBuffalo/Niagara, New York Area × ResetOwner × Partner × CXO ×I can further drill down with additional search criteria to amanageable list of 55 prospects.Buffalo/Niagara, New York Area ×Industry: Accounting Company size: 51 - 200 ResetOwner × Partner × CXO ×× × Zip code: 14216 ×
  • 9. Who are the right people?LSS 9©2013 LinkedIn Corporation. All Rights Reserved.Identify Key Decision makers2BrianWith free LinkedIn I can only see my personal networkWith Sales Navigator I can see 30x more in my 3rd degree
  • 10. What to talk about?LSS 10©2013 LinkedIn Corporation. All Rights Reserved.Discover Actionable Insights3Brian
  • 11. How do I get in?Brian5Find a common connectionThis profile fits all my criteria, and has a connectionto someone in our NYC officeI have a meeting set up for Tuesday!LSS 11©2013 LinkedIn Corporation. All Rights Reserved.4Asks teammate for an introduction
  • 12. In users’ own words: Sales Navigator has been avaluable tool for prospectingLSS 12“I found that my target knew onemy past colleagues. I used thatconnection to get a warm introand was able to get a conversationgoing. I think that connection madeall the difference.”“When prospecting for anaccount, I have found allthe relevant decisionmakers.”“I have set up three keymeetings through LinkedInand will be targeting moreinfluencers soon.”
  • 13. LinkedIn Sales NavigatorLSS 13©2013 LinkedIn Corporation. All Rights Reserved.WhoWho are theRight People?WhatWhat totalk about?HowHow do I geta warm intro?• Lead Builder• Premium Search• Search Alerts•Alerts• Who Viewed My Profile• Full Profiles• TeamLink• InMail• Introduction Requests Website: Slideshare: Twitter: @LinkedInSelling LinkedIn Group: LinkedIn Sales Solutions