SlideShare a Scribd company logo
Find the right
people
Identify better prospects in less time
using efficient search and research tools
Social Selling Index
Why is it important to find
the right people?
Sales reps who exceed
quota engage on LinkedIn
with their prospects 39%
more than other sales
professionals
Reps that exceed quota
saved 45% more leads
than those that don’t
+39%
Sales reps who viewed the
profiles of at least 10 people
at each of their accounts
were 69% more likely to
exceed quota
+45%
+69%
Use unlimited profile search – up to
3rd degree – and advanced filters
that reflect the way you naturally
prospect on Sales Navigator.
Use LinkedIn’s powerful
search tools to zero in on
decision makers
EXPERT TIP
Use Boolean search terms (e.g., AND,
OR, NOT) in keyword search on Lead
Builder to power up your results
Find the right people
Find the right people
Expand your reach with 2nd
degree connections, which can
transform cold outreach into a
warm introduction.
Leverage warm
introductions to expand
your network
EXPERT TIP
Filter to 2nd degree connections with
the same filters to identify potential
introductions
Find the right people
Look for commonalities to
establish a relationship, join LI
groups and save leads that you
want to receive updates.
Research potential prospects
EXPERT TIP
Engage your prospects at the right time
with real-time insights on saved leads in
Sales Navigator
Find the right people
Your activity drives views of your
profile. Review often and engage
with relevant viewers.
Take advantage of who’s
viewed your profile
EXPERT TIP
Check who’s viewed your profile
regularly to see inbound leads, see the
past 90 days with Sales Navigator

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