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Strategies for Successful Account Management

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Conventional account management strategies are limiting growth. Join our own Director of Product Marketing, Dominic Archibald, for a deep dive into how you can stand out and add value with LinkedIn.

Published in: Sales
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Strategies for Successful Account Management

  1. 1. Strategies for Successful Account Management ​Dominic Archibald ​Director of Product Marketing ​LinkedIn Sales Solutions
  2. 2. • Challenges faced by today’s Account Managers • Advanced LinkedIn strategies • Do these strategies work? Today’s Agenda
  3. 3. A fundamental truth about LinkedIn
  4. 4. The world’s most powerful Sales lead list
  5. 5. Conventional Account Management Strategies Are Limiting Growth Of Sales leaders agree that existing account management channels meet their cross-selling and account growth targets 28% Source: CEB
  6. 6. Relationships are at risk due to turnover Reps miss growth opportunities when they aren’t hunting Account Managers struggle to stand out and add value Account Managers Are Facing New Challenges
  7. 7. Of Account Manager reps turn over each year Of Decision-Makers change roles each year Role changes put 40% of existing annual revenue at risk! Source: LinkedIn data Relationship At Risk Due To Turnover and
  8. 8. Average customer bookings are Source: LinkedIn data when reps have fewer than 6 people at the account Reps Miss Growth Opportunities When They Aren’t Hunting
  9. 9. Account Managers Struggle To Stand Out and Add Value Source: Walker Info By 2020 will overtake product and price as the key differentiator in purchase decisions
  10. 10. Relationships are at risk due to turnover Reps miss growth opportunities when they aren’t hunting Account Managers struggle to stand out and add value Advanced Reps Are Using LinkedIn To Overcome These Challenges
  11. 11. Target and track key contacts to protect revenue Understand your accounts and identify all of the buyers Engage credibly with buyers throughout the client’s lifecycle Advanced Reps Are Using LinkedIn To Overcome These Challenges
  12. 12. Target and track key contacts to protect revenue Advanced Reps Are Using LinkedIn To Overcome These Challenges
  13. 13. Billions Of Members, Trillions Of Data Points World’s Largest Social Network World’s Largest Professional Network World’s Largest Megaphone Share Ideas Provide Updates Follow Influencers Get Advice Learn Skills
  14. 14. Top Social Signals for Sellers The job change The hiring burst New connections Content shares Social comments Source: Walker Info
  15. 15. A Job Change Is A Key Signal
  16. 16. “I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.” Rick Vangrin Sales Director
  17. 17. Solving The Rep Turnover Problem CRM
  18. 18. Understand your accounts and identify all of the buyers Advanced Reps Are Using LinkedIn To Overcome These Challenges
  19. 19. Account Planning For Growth • Company revenue • Company headcount growth • Department size and growth • Technologies used • And more
  20. 20. Kaiser Yang SVP, Managing Director, Chief Strategist “Staying focused is important. That’s where having Sales Navigator is so critical: to make sure that you’re focusing on the right priorities, accounts, and contacts. It’s a great tool to zero you in.”
  21. 21. Target The Full Buying Committee Buying CommitteesPotential Customers
  22. 22. Always Be Hunting
  23. 23. Engage credibly with buyers throughout the client’s lifecycle Advanced Reps Are Using LinkedIn To Overcome These Challenges
  24. 24. Build Trust Throughout The Lifecycle Sales Pro Mutual Acquaintance Customer Connection paths Feedback loops
  25. 25. Connection Paths
  26. 26. Feedback Loops
  27. 27. Deal size liftWin rate liftMore opportunities sourced Actual Client Results Source: Actual client CRM data
  28. 28. Strategies for Successful Account Management ​Dominic Archibald ​Director of Product Marketing ​LinkedIn Sales Solutions

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