An inside look on how LinkedIn trains their sales reps
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LinkedIn trains their sales reps by teaching them how to use LinkedIn to find and qualify leads more efficiently. Some key tactics include using Sales Navigator to search for contacts at target accounts based on criteria like company, location, job role, then prioritizing the highest quality leads. Reps are encouraged to try getting introductions to decision makers through shared connections when possible, then focus on engaging all relevant stakeholders at an organization, not just the initial contact. The goal is to focus prospecting efforts on the people most likely to be interested through a combination of active prospecting and ongoing customer nurturing.
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An inside look on how LinkedIn trains their sales reps
- 1. 1 INside Sales series #2 An INside look on how LinkedIn trains their sales reps Carlos Garcia Regional Account Director LinkedIn Sales Solutions Krishna Zulkarnain Head of Marketing LinkedIn Sales Solutions
- 2. 2 A profile that wins business
- 3. LinkedIn’s secret sauce Active hunting
- 4. Our Goal as Sales people Get in front of key decision makers High quality leads
- 5. 360,000,000 members My customers and prospects are here!
- 6. 6 Big banks and Insurance companies Based in Singapore and Hong Kong Marketing Department Director, VP, CXOSeniority level Who are my target clients?
- 7. The first thing you would do…
- 8. The first thing you would do… Not the people we are looking for
- 9. Second idea: Go to DBS Bank Company page
- 10. Second idea: Go to DBS Bank Company page Nothing interesting as a sales person
- 11. Third idea: you would search for the name Tedious, not scalable Most of the times, we don’t know our prospect’s name
- 12. 12
- 13. How do we do it at LinkedIn?
- 14. 14 Big banks and Insurance companies Based in Singapore and Hong Kong Marketing function Director, VP, CXOSeniority level Who are my target clients?
- 15. Go to Sales Navigator
- 16. Create my list of leads for today
- 17. Focus on the highest quality leads
- 18. Easiest way in: Warm introduction
- 19. Go for it: Get an intro, get a meeting.
- 20. Passive prospecting and customer nurture Tuesday, 23 June 2015, 2:30pm AEST | 12:30 pm SGT 1. Uncover how to use your LinkedIn newsfeed as the ultimate lead tracker 2. The psychology of trigger behaviours 3. The simple and scalable guidelines for creating thought leadership content Next Month’s INside Sales Webinar Focus on the right people The warmer, the better Don’t miss out: engage all the stakeholders
- 21. Thank You!
Editor's Notes
- Good Morning to all of you who’s joining us across countries in Asia Pacific. We are all excited to be here with you as this will be giving you the inside look on how LinkedIn trains our reps on selling on LinkedIn. We will now share to the public a bit of our own secret sauce on how we do sales. so we hope you stick around till the end. Hi everyone. My name is Krishna Zulkarnain and I am the Head of Marketing of LinkedIn Sales Solutions in APAC. LinkedIn fastest growing business line, Sales Solutions. I'm responsible for generating demand for our sales team across APAC via digital platforms and educational events such as this. On today’s webinar I’m Joined by Carlos Garcia, Regional Account Director of LinkedIn Sales Solutions in Asia”, Carlos been with LinkedIn for about 2 years now We’re just about to kick off but before we start, I just want to through a few housekeeping items. Because of the big number of people we have on the line today, If you do have any questions, we are going to hold that off until the end of the presentation. How ever, you can ask questions throughout this event through chat. The webinar is scheduled for 15 minutes only, but we will stick around after that to answer your questions. So you can either drop of after 15 minutes and go on with your busy day or stick around with us for the Q&A Thank you again for joining our webcast.
- Last month we launched the INside sales webinar series, 15 minute deep dives into how the most successful sales professionals are using LinkedIn today and outperforming their non-digital peers. The first episode uncovered the secrets of a LinkedIn sales profile that wins business. We talked about: Upload a professional photo 2 Write a compelling headline 3 Add rich media 4 Tell your story in your summary 5 Analyze “Who Viewed your Profile” This month, let us take you behind the scenes on how we train our sales reps to actively hunt on LinkedIn. To talked about that is our expert Carlos. Over to you
- LinkedIn with 100,000 professional posts a week is the largest publisher in the world. It has no editors. 70% of our audience is international, only 30% in the US What’s the first thing you check in the morning? And what´s the last thing you look at? Your phone! Power of an Inmail 7X more content than people looking for jobs.
- Heavy pulling, lots of digging to find a nugget of relevant information, which is actually limited also in visibility. The data is there, but LinkedIn was never built as a sales or business development platform…
- That is the reason why we developed Sales Navigator which leverages all that data from LinkedIn optimized for Sales people.
- LinkedIn with 100,000 professional posts a week is the largest publisher in the world. It has no editors. 70% of our audience is international, only 30% in the US What’s the first thing you check in the morning? And what´s the last thing you look at? Your phone! Power of an Inmail 7X more content than people looking for jobs.
- Active hunting is all about reaching people but specially it´s all about reaching to the right ones. We have data at LinkedIn showing that as an average there are 7 stakeholders engaged in a B2B buying process
- My question for you guys today is: What do you think this approach does to my sales cycle? Makes it shorter or longer? What about the likelihood of this guys buying from me using this sort of approach, with a warm introduction? In linkedin we have data that proves that. Active hunting here is all about doing more in less time. As demonstrated, this is the secret on how we manage to grow fast at LinkedIn, and as a sales person overachieve my number and eventually, make my manager happier.
- BEN/BERTIE “You will receive an email soon with the recording to this webcast and a direct link to download the Sales Acceleration Kit”