2. A Productive 30 Minutes
Michael Gross
Overview of LinkedIn Enterprise Account Executive
Sales Solutions
LinkedIn | Internet | San Francisco Bay Area
Today’s sales landscape
Connections: 500+ | Recommendations: 5
Pete Ryan
Product Demonstration Team Lead
Sales Solutions
LinkedIn | Internet | San Francisco Bay Area
Discussion with Connections: 500+ | Recommendations: 2
6. “I’ve made it a rule that before they [sales
executives] make any customer call, they
have to look up the customer’s LinkedIn
profile first”
- Sales Manager, Sales & Marketing 2.0 conference 2010
7. Grace Liu Frank Miller
Mapping your path to decision makers:
From a cold call to a smart call
7
10. Panel Discussion
Seth Halpern
Director of Sales & Marketing
Operations
Workday | Software | Austin, Texas Area
Connections: 500+
11. Final Thoughts
Questions – write them in chat.
“According to CSO Insights, sales intelligence increases
win rates by 17%”
“LinkedIn is 277% more effective than all of Social Media
for lead generation” Hubspot
Call to action
– Connect with your customers
– Do you have an upgraded subscription already?
– Email: Salessolutions@linkedin.com
– Receive a copy of our Case Study w/DocuSign & recording
Michael Gross
Pete Ryan
Enterprise Account Executive
Team Lead
Sales Solutions
Sales Solutions
http://www.linkedin.com/in/mgross65 http://www.linkedin.com/in/peteryanprofile
11
Editor's Notes
Catered to everyone – some beginners and experts.Focus – high level overview to leverage LI for sales…Quick demo of one solution that is available and discuss why Workday invested in it. [Intro/set up slide 2 ] And LinkedIn is where professionals connect online120M professionalsThe world’s largest professional graph
Ask yourself the question: What are you doing to stay competitve? Are you leveraging the most recent best practices to sell more effectively?How are you connecting the dots to present your products & services to the most important DMs at your prospects?
LinkedIn foundation: 3 reasons to be on LIProfessional profile – online roledexGet Industry informationGet a job. [One option would be to start here and get rid of all the blue intro/set up slides]120 million people on LinkedIn representing almost every industry and functional area – providing a wealth of insights through their self-describedProfiles, through their network actions
The people that youwant to contact are on LI.Every Fortune 100 representative. As well as Mom and Pop shops. Why is this valuable to you?That’s 22 MM decision makers- people who hold the key to your next sale, those who need to approve the purchase order, the people you may or may not meet during your meetings, but the decision makers are on LinkedIn..
Why would this manager make this a rule?Sales has changed…Info available that needs to be leveraged.Taka look at what is available through LI.
Cold calling is no longer as valuable as it once was.Customer is no longer responding It is not who you know, but who they know that really expands you ability to get to
OR Shripad Krishnan, Sr. Product Manager at a 1000+ Internet company show LinkedIn vcard and picture“My biggest challenge this year is to get some big decisions made about analytics for all user facing properties. Welcome perspectives on Omniture vs. Google Analytics”
And LinkedIn is the world’s largest professional graph<click>Leverage insights from LinkedInWithin your Salesforce workflowAnd you’ll get more of the complete pictureAnd close deals faster
