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LinkedIn with Salesforce

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LinkedIn with Salesforce

  1. 1. LinkedIn Sales Executive with Salesforce Social Selling to Win Build meaningful connections with the people and companies you want to reach. LinkedIn Sales Executive helps you to navigate your network and reach decision-makers more directly by leveraging the power of the world’s largest professional network. LinkedIn Sales Executive is a premium social selling solution that provides sales professionals with the ability to quickly find, qualify and create new opportunities and helps sales managers accelerate the social selling capabilities of their sales organization. Expand Your Network and Leverage Your Common Connections With over 160 million members1, LinkedIn offers compelling insights into new leads through profile and company data, status updates, and groups. LinkedIn insights reveal that people are typically connected to fewer than 6% of their sales coworkers on LinkedIn.2 Use TeamLink—a premium feature of Sales Executive—to powerfully extend your network and gain visibility into your sales team’s first-degree connections. Leverage those common connections for warm introductions and accelerate sales cycles. Sales Executive allows your organization to quickly scale into social selling in a more efficient and effective manner. Prioritize Your Prospects and Build Better Lead Lists Don’t waste time pursuing ineffective leads. Sales Executive’s Lead Builder feature helps you filter your lead list based on criteria like seniority, title, function, and industry. Lead Builder then prioritizes your leads by degrees of social proximity, ranking your highest degree connections at the top of your lead list. Additional tools like Profile Organizer and Saved Searches make it easy to track profiles, organize them into folders, and add your own sales notes. Engage Decision-Makers Directly and Shorten Your Sales Cycle Sales Executive includes LinkedIn’s direct messaging feature called InMail that allows you to contact decision-makers directly—even when they’re outside of your network. According to CSO Insights, an average of eight InMails can generate one new sales opportunity.3 InMail is the most effective when you reference a common connection. Knowing who to reference is even easier thanks to TeamLink. TeamLink is a premium feature that provides visibility into how your colleagues are connected to your prospects. TeamLink and InMail make a great combination; referencing a shared connection in your InMail generates a 78% more likelihood of a response than if you did not have a common connection to reference.4
  2. 2. Find and Be Found with Trusted Data Make your LinkedIn profile work harder for you. Sales Executive gives you the ability to see the full name of your third degree connections, see who has viewed your profile and benefit from more robust search results. Since LinkedIn members write their own profile information, you can trust that the data you receive is accurate and up-to-date. In fact, 87% of sales reps reported finding more information about people and companies using Sales Executive than they would have found otherwise.2 Enjoy Seamless Integration with Your Existing CRM Investment Access self-authored profile data everywhere by taking advantage of seamless CRM LinkedIn integration. Research and connect with your prospects on the world’s largest professional network. On a sales call? No problem. Engage with your prospects and access insights while on the go by using LinkedIn on your mobile device. LinkedIn with Salesforce View professional history and summary Contact directly with InMails Leverage your organizations connections to reach prospects with TeamLink Summary table of benefits and features: • Gain insights into new leads through profile and company data, status updates, and groups; use Sales Executive to scale true social selling and prioritize your lead lists with Lead Builder. • Discover common connections and identify decision-makers and influencers more quickly. • Engage decision-makers directly through personalized communication including InMails. Use TeamLink to leverage coworker connections and secure warm introductions. • Leverage trusted, authentic profile data everywhere – CRM integration seamlessly provides up-to-date information on where your leads live, work, and network. You can also use Linkedin while on the move with your mobile device. “ More than 80 percent of our reps found important LinkedIn information that they would not have known otherwise because of LinkedIn’s seamless integration with Salesforce. LinkedIn for Salesforce makes it easier to discover the sales insights that we need to effectively engage customers and close deals.” Bob DeSantis, Vice President of Sales, DocuSign
  3. 3. Lead Builder Build pipeline with new leads Search criteria for leads Gain full-name visibility for third-degree connections Sales Executive Find Prospects Maximum of 7 daily Sales alerts: Stay on top of new leads LinkedIn free version Maximum of 3 weekly Lead Builder: Build a targeted pipeline to generate new opportunities Premium Search Filters: Pinpoint the right leads Premium Profile Organizer: Save important profiles and sales notes Relate with Insight Expanded Profiles for your Entire Network: Gain full profile visibility Who’s Viewed Your Profile: Be proactive in managing inbound queries and interest in your profile 3rd Degree Connections: See names of your 3rd degree and group connections Full Name Visibility First Name 35 outstanding 5 outstanding Engage with Confidence Introductions: Get introduced to inside sources at companies InMails: Gain access to decision makers – response guaranteed* 25 per month TeamLink: Leverage your team’s combined network 1 As of March 31st, 2012 LinkedIn Charter Customer Survey, November 2011 3 CSO Insights, “Results of LinkedIn for Salesforce.com Research,” March 2012 4 LinkedIn Data, March 2012 * InMails are response guaranteed: if you don’t get a response to an InMail within 7 days, LinkedIn will return the credit to your account. Unused InMails roll over and accumulate for up to 90 days while you are a subscriber. 2 To learn more please visit http://sales.linkedin.com or www.slideshare.net/linkedin-sales-solutions Copyright © 2012 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved. 10-LCS-064-G 0812

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