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Kaily Miller
Customer Success Manager, LinkedIn Sales Solutions
Close More Business with
LinkedIn Sales Navigator
Conventional Sales Tactics are
Limiting Pipeline and Losing Deals
Why do reps lose deals?
Lacking
Credibility
Losing Touch
with Prospects
Missing
Critical Players
Missing
Critical Players
people are involved in the
average buying decision6.8
of decision makers
change roles every year2...
of buyers don’t believe
sales reps understand
their business and don’t
think they can help.
%
Lacking
Credibility
Losing Touch
with Prospects
of forecasted deals
go dark
%
How to overcome these challenges
Understand your
prospects and their
businesses
Engage throughout the
deal cycle
Target th...
members countries & territories
Harness the Power of LinkedIn
Social Selling
A modern approach to sales that utilizes
information from social networks to grow
your business
To tap into the power of LinkedIn for sales,
you need to expand your access and tailor your experience
Today:
your persona...
Sales Navigator Helps Us Win More Business
When using Sales
Navigator to find
customers
Opps Sourced
When using Sales
Navi...
Target the right buyers and companies
• Advanced Search
• Lead Recommendations
• CRM sync
the right buyers
and companies
Target
the right buyers
and companies
Target
the right buyers
and companies
Target
the right buyers
and companies
Target
Understand what buyers value
• Sales Updates
• CRM Widgets, Sales Navigator for Gmail
& mobile app
• Notes & Tags
what buyers value
Understand
Email
Mobile
Gmail
what buyers value
Understand
what buyers value
Understand
Engage buyers with personalized outreach
• TeamLink
• PointDrive
• InMail
Engage buyers with personalized outreach
Engage buyers with personalized outreach
Engage buyers with personalized outreach
Builder Experience Final Presentation
You can’t manage what you can’t measure
Measure and Manage with usage reporting
• Social Selling Index (SSI)
• Unique daily log-ins
• Saved leads
• Accounts saved
• Searches performed
• Profiles viewed
...
Measure and Manage with usage reporting
Our sales reps rave about how their
prospects actually respond to them on
LinkedIn, where an email would likely be
ignored...
Sales Navigator Helps You Sell Smarter
Target
• Find the right people
faster and more easily
• Prioritize the right
compan...
Choose the Sales Navigator Edition That’s Right for You
For sales professionals
who want to individually
tap into LinkedIn...
How to Close More Business with LinkedIn Sales Navigator
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How to Close More Business with LinkedIn Sales Navigator

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Conventional sales tactics are limiting pipeline and losing deals. We'll show you how to overcome these challenges by harnessing the power of LinkedIn.

Published in: Sales
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How to Close More Business with LinkedIn Sales Navigator

  1. 1. Kaily Miller Customer Success Manager, LinkedIn Sales Solutions Close More Business with LinkedIn Sales Navigator
  2. 2. Conventional Sales Tactics are Limiting Pipeline and Losing Deals
  3. 3. Why do reps lose deals? Lacking Credibility Losing Touch with Prospects Missing Critical Players
  4. 4. Missing Critical Players people are involved in the average buying decision6.8 of decision makers change roles every year20%
  5. 5. of buyers don’t believe sales reps understand their business and don’t think they can help. % Lacking Credibility
  6. 6. Losing Touch with Prospects of forecasted deals go dark %
  7. 7. How to overcome these challenges Understand your prospects and their businesses Engage throughout the deal cycle Target the right buying committee
  8. 8. members countries & territories Harness the Power of LinkedIn
  9. 9. Social Selling A modern approach to sales that utilizes information from social networks to grow your business
  10. 10. To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience Today: your personal network All that LinkedIn has to offer YOU Just what you need for sales
  11. 11. Sales Navigator Helps Us Win More Business When using Sales Navigator to find customers Opps Sourced When using Sales Navigator to connect with decision makers Larger Deals When using Sales Navigator to close deals Higher Win Rates For Sales Navigator customers Influenced Rev 34% 35% 5% 61%
  12. 12. Target the right buyers and companies • Advanced Search • Lead Recommendations • CRM sync
  13. 13. the right buyers and companies Target
  14. 14. the right buyers and companies Target
  15. 15. the right buyers and companies Target
  16. 16. the right buyers and companies Target
  17. 17. Understand what buyers value • Sales Updates • CRM Widgets, Sales Navigator for Gmail & mobile app • Notes & Tags
  18. 18. what buyers value Understand
  19. 19. Email Mobile Gmail what buyers value Understand
  20. 20. what buyers value Understand
  21. 21. Engage buyers with personalized outreach • TeamLink • PointDrive • InMail
  22. 22. Engage buyers with personalized outreach
  23. 23. Engage buyers with personalized outreach
  24. 24. Engage buyers with personalized outreach Builder Experience Final Presentation
  25. 25. You can’t manage what you can’t measure
  26. 26. Measure and Manage with usage reporting
  27. 27. • Social Selling Index (SSI) • Unique daily log-ins • Saved leads • Accounts saved • Searches performed • Profiles viewed • InMail™ messages sent • Messages sent • Unique connections • Sort by tag Measure and Manage with usage reporting
  28. 28. Measure and Manage with usage reporting
  29. 29. Our sales reps rave about how their prospects actually respond to them on LinkedIn, where an email would likely be ignored. 29 Social Media Marketing Manager, XO Communications
  30. 30. Sales Navigator Helps You Sell Smarter Target • Find the right people faster and more easily • Prioritize the right companies • Qualify new people at your accounts Understand • Keep track of leads and existing relationships • Stay up-to-date on contacts and accounts • Research prospects wherever you work Engage • Engage with prospects and customers through your network • Reach your prospects directly with the right context • Send sales content and track view activity Buyers with personalized outreach The right buyers and companies What buyers value
  31. 31. Choose the Sales Navigator Edition That’s Right for You For sales professionals who want to individually tap into LinkedIn’s network to increase pipeline and find more leads PROFESSIONAL For sales teams who want to harness the power of their shared network to build client relationships TEAM For sales organizations who want to take full advantage of LinkedIn and their expanded company network to build client relationships ENTERPRISE

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