Director of Inside Sales & Operations
Formula for Successful Social Selling:
Maximizing Your Outreach
3 Key principles to successful InMails
How to track success
Sales Navigator features
Empowering sales organizations through LinkedIn
• 300 sales emails per day
• 1-5 InMails per day
• InMails go to personal email – treat as personal email
• Re-InMail. 3-7 Re-InMails to get response.
• 3 P’s: Personalize, Persistence, Patience
Be the 1 in 300
Key Principles for Successful InMails
• Build a conversation
• Keep it short – one swipe
• Nurture socially
• Lead Builder
Breaking it Down: Successful InMail Example
Successful Subject Lines
Zero mutual connections, zero similar interests and zero things to relate to them:
• Big fan of X company / Connect next week?
• Have been following your career / would love to connect
• (Find an article of them online and mention the article) ex: ‘Congrats on being top 50 women in
• (Quote them in an article that you found them in) ex: ‘Marketing spend up 15% from last year,
saw your quote’
Subject lines where you have mutual connections:
• Referred by X person / Connect?
• Several mutual connections including X person / Connect?
• Over 20+ mutual connections / Connect?
• In town first week of June / Coffee or Lunch?
• Several mutual connections / Customers include Bloomingdales and Finish Line
How to Track Success
Nurture Socially with Sales Navigator
Accounts & Leads
• “Like” their content
• Comment on content
• Follow companies
• Daily/Weekly emails for changes in
companies and prospects
• Post YOUR company’s content
• Publish articles!
Suggestions on other prospects
Very specific criteria
Lead Builder in Sales Navigator
• Visualization of who you are; a person, not just a name
• Personal / Mutual connections
• Different inbox; a break from ‘work’
• Similar interests
• Better inbox rate / can’t go to spam
• Building relationships that last
InMails > Emails
• Empower by doing
• 3 P’s: Personalize, Persistence, Patience
• One scroll rule – no one wants a thesis!
• SHARE your successes with each other; #sharingiscaring
Empowering Your Sales Development Team
©2015 LinkedIn Corporation. All Rights Reserved.
How’s everyone enjoying the show?
How was the party last night?
I think it’s important before we dive into this presentation to touch on my background. Anyone know who this is? RENEE FLEMING.
I’m a classically trained opera singer. I was conditioned my entire life and through school to be an opera singer. How many people want to hear me sing opera instead of this presentation? Sorry you’re out of luck, because it’s equally as entertaining.
Life got real for me after school when I was handed my car payment, loan interest, and health insurance bills.
Anyone here really know what they wanted to be right after school?
Thought I did but knew quickly I had to find a way into business, which leads me to LinkedIn.
YOU WILL LEAVE this presentation with 3 things. By the end of this session, I’m going to give you 3 things, you will walk away with 3 key things to remember.
How many of you remember the days before LinkedIn? Seriously, how did we function in sales with LinkedIn?
After school I Moved to dallas. Turned to LINKEDIN to find a job; friend’s dads were the only people who had jobs; reached out to them. I was “LinkedIn-ing” before it was even a thing
Got my first job out of college; worked for VP @ FedEx. At the time, didn’t think it would amount to a thing, but it was more relevant than I ever realized. I LEARNED HOW TO TALK TO EXECUTIVES in this role, which I do every day now, selling and pitching SmarterHQ. I soon realized that VPs and CEOs put their pants on the same way as me, they were no different.
How many people here lead a sales team?
How many people are on a team right now and want to lead one day?
Fast forward a couple years I knew I wanted to get in sales. Everyone told me at FedEx I belonged in sales, and I knew I craved more. I courted a software company for NINE MONTHS. Hindsight, I knew I was right for sales
#1 in team of 10, quarter after quarter. President’s Club. What was my winning formula? LinkedIn.
Team followed suit and I launched the first LinkedIn initiative at a major software company; still in place to this day
Recruited to another company 2 years later, current company, SmarterHQ, to lead all Lead Gen initiatives
84% of the meetings I set in 2013 were from LinkedIn & using InMails
87% of the meetings my TEAM set in 2014 were from LinkedIn + Sales Navigator (at launch, July 2014)
In every 10 InMails sent, my team sees 5 responses
In this presentation, I’ll be covering that as well as other tactics that help a sales development team substantially
Talked to many executives; data points
Story around Director of Ecommerce @ Crate & Barrel; his experience with Sales Emails vs LinkedIn
Talking points laid out here
Going through high level each inmail. Calling out subject, intro, body, and one swipe. We should probably X out their names/pictures.
Going through this slide
WHO HAS A CRM SYSTEM??? WHO IS TIRED???
Have SFDC add “LinkedIn” note and log each LI note in SFDC
Run reporting over how many InMails are sent per day, and how long it takes to get to a meeting
They will become more familiar with your name as you ‘like’ their content they’re posting
Follow companies, stay engaged with what companies are promoting or posting
Harder to say no when they can see your face
Sharing story around times that I send an InMail for a team member that I’m connected with to make an introduction
STORY ON LEIGH