Watch this video to see how you can leverage LinkedIn's Sales Navigator platform to help you find new clients and sustain your relationships at scale when they are increasingly on social media.

1. Fundamentals of LinkedIn for Business Development
Kathryn Dobkin
Product Consultant, LinkedIn Sales Solutions

2. Type questions into the Q&A panel
Housekeeping
Download Resources from Library

3. Getting started with Sales Navigator
Buying
Landscape
Today
LinkedIn for
Sales Success
Sales Navigator:
Focused,
Informed,
Trusted
Q&A

4. The buyer’s process has changed
7 75of B2B buyers use social
networks to research
products
% 90of decision-makers say
they never respond to
cold outreach
%
key influencers in B2B
buying decisions
Increasingly complex Increasingly social Increasingly cautious

5. How are your account teams adapting to this new normal?
Looking for one
all-powerful
decision maker?
Relying on the buyer
to inform you on
key updates?
Cold-calling prospects
like they’re just a name
in a database?
Are you still:

6. Focus on the
right people
and companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
Welcome to the New World of Business Development
You need to:

7. 7
LinkedIn has a wealth of information on the target people
and companies with whom you want to build relationships
400M+Members worldwide
7M+
Global companies
159M
Monthly unique visitors
2B+Updates per Week

8. Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales
To tap into the power of LinkedIn for sales, you need to
expand your access and tailor your experience

9. Sales Navigator makes it simple to establish and
grow relationships with your targets
Relevant
news
LinkedIn’s
network data
Your accounts,
leads & preferences
Sales
Navigator

10. Focus on the right targets and client accounts
• Lead Builder
• Lead Recommendations
• Saved Leads

11. 11
Focus on the right targets and client accounts
Renewable AND energy Arizona Finance
x
x

12. Focus on the right targets and client accounts

13. Focus on the right targets and client accounts

14. Focus on the right targets and client accounts

15. Stay informed on key updates at your target accounts
• Sales Updates
• TeamLink
• Introductions

16. Stay informed on key updates at your target accounts

17. Stay informed on key updates at your target accounts
Desktop Email
Mobile
CRM

18. Stay informed on key updates at your target accounts

19. Build trust with your target prospects and clients
• Introductions
• InMail with Profile Insights

20. Build trust with your target prospects and clients

21. Build trust with your target prospects and clients

22. Our sales reps rave about how
their prospects actually respond
to them on LinkedIn, where an
email would likely be ignored.
22
Social Media Marketing Manager, XO Communications

23. Focus on the
right people
and companies
Stay informed
on key updates at
your target accounts
Build trust with
your prospects
and customers
Find the right
people quickly and
easily
Receive
recommendations on
leads to contact
Access more people
at your accounts
Stay up-to-date on
the people you’re
interested in
Be informed of
what’s happening at
your accounts
Research prospects
wherever you work
Engage with prospects
and customers through
your company
Build your
professional reputation
Reach prospects
outside of your network
Sales Navigator is your partner throughout every stage of
relationship development

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