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: http://sales.linkedin.com Slideshare: http://www.slideshare.net/linkedin-sales-solutions Twitter: @LinkedInSelling LinkedIn Group: LinkedIn Sales Solutions