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Lindsey Boggs
Director of Inside Sales & Operations
SmarterHQ
Formula for Successful Social Selling:
Maximizing Your Outre...
Topics
3 Key principles to successful InMails
How to track success
Sales Navigator features
Lead Builder
Empowering sales ...
84%
87%
50%
• 300 sales emails per day
• 1-5 InMails per day
• InMails go to personal email – treat as personal email
• Re-InMail. 3-7...
Key Principles for Successful InMails
• Personalize
• Build a conversation
• Keep it short – one swipe
• Nurture socially
...
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...
How to Track Success
Nurture Socially with Sales Navigator
Accounts & Leads
• “Like” their content
• Comment on content
• Follow companies
• Da...
Weekly Updates
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 ...
• Empower by doing
• 3 P’s: Personalize, Persistence, Patience
• One scroll rule – no one wants a thesis!
• SHARE your suc...
Lindsey Boggs
lboggs@smarterhq.com
@lindseyboggs
Contact me!
©2015 LinkedIn Corporation. All Rights Reserved.
Formula for Successful Social Selling: Maximizing Your Outreach
Formula for Successful Social Selling: Maximizing Your Outreach
Formula for Successful Social Selling: Maximizing Your Outreach
Formula for Successful Social Selling: Maximizing Your Outreach
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Formula for Successful Social Selling: Maximizing Your Outreach

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I presented this deck in a 45-minute session at LinkedIn's Sales Connect 2015 in Las Vegas.

They say cold calling is the hardest part of the sale, but it doesn't have to be that way anymore with LinkedIn's Sales Navigator. In every 10 InMails sent, my team is getting 5+ responses using five strategies that have been proven to work.

Published in: Sales

Formula for Successful Social Selling: Maximizing Your Outreach

  1. 1. Lindsey Boggs Director of Inside Sales & Operations SmarterHQ Formula for Successful Social Selling: Maximizing Your Outreach
  2. 2. Topics 3 Key principles to successful InMails How to track success Sales Navigator features Lead Builder Empowering sales organizations through LinkedIn
  3. 3. 84%
  4. 4. 87%
  5. 5. 50%
  6. 6. • 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
  7. 7. Key Principles for Successful InMails • Personalize • Build a conversation • Keep it short – one swipe • Nurture socially • Lead Builder
  8. 8. Breaking it Down: Successful InMail Example
  9. 9. 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 Forbes’ • (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
  10. 10. How to Track Success
  11. 11. 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!
  12. 12. Weekly Updates Suggestions on other prospects Very specific criteria Lead Builder in Sales Navigator
  13. 13. • 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
  14. 14. • 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
  15. 15. Lindsey Boggs lboggs@smarterhq.com @lindseyboggs Contact me!
  16. 16. ©2015 LinkedIn Corporation. All Rights Reserved.

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