1. LinkedIn
Sales Navigator
with Salesforce
Social Selling to Win
Build meaningful connections with the people and companies you
want to reach.
LinkedIn Sales Navigator 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 Navigator is a premium social Prioritize Your Prospects and Build Better
selling solution that provides sales professionals Lead Lists
with the ability to quickly find, qualify and create Don’t waste time pursuing ineffective leads. Sales
new opportunities and helps sales managers Navigator’s Lead Builder feature helps you filter your lead
accelerate the social selling capabilities of their list based on criteria like seniority, title, function, and
sales organization. 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
Expand Your Network and Leverage Your track profiles, organize them into folders, and add your
Common Connections own sales notes.
With over 160 million members1, LinkedIn offers
compelling insights into new leads through profile and Engage Decision-Makers Directly and
company data, status updates, and groups. LinkedIn
insights reveal that people are typically connected to Shorten Your Sales Cycle
fewer than 6% of their sales coworkers on LinkedIn.2 Use Sales Navigator includes LinkedIn’s direct messaging
TeamLink—a premium feature of Sales Navigator—to feature called InMail that allows you to contact
powerfully extend your network and gain visibility into decision-makers directly—even when they’re outside of
your sales team’s first-degree connections. Leverage your network. According to CSO Insights, an average of
those common connections for warm introductions and eight InMails can generate one new sales opportunity.3
accelerate sales cycles. Sales Navigator allows your InMail is the most effective when you reference a
organization to quickly scale into social selling in a more common connection. Knowing who to reference is even
efficient and effective manner. easier thanks to Team Link. Team Link is a premium
feature that provides visibility into how your colleagues
are connected to your prospects. Team Link 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. Find and Be Found with Trusted Data Enjoy Seamless Integration with Your
Make your LinkedIn profile work harder for you. Sales Existing CRM Investment
Navigator gives you the ability to see the full name of Access self-authored profile data everywhere by taking
your third degree connections, see who has viewed your advantage of seamless CRM LinkedIn integration.
profile and benefit from more robust search results. Since Research and connect with your prospects on the world’s
LinkedIn members write their own profile information, you largest professional network. On a sales call? No problem.
can trust that the data you receive is accurate and Engage with your prospects and access insights while on
up-to-date. In fact, 87% of sales reps reported finding the go by using LinkedIn on your mobile device.
more information about people and companies using
Sales Navigator than they would have found otherwise.2
LinkedIn with Salesforce
View professional Contact directly
history and summary with InMails
Leverage your organizations
connections to reach prospects
with Team Link
Summary table of benefits and features:
• Gain insights into new leads through profile and company data, status updates, and groups; use Sales Navigator 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 Team Link 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. Lead Builder
Build pipeline
with new leads
Search criteria
for leads
Gain full-name visibility for
third-degree connections
LinkedIn free Sales
version Navigator
Team Link: Leverage your team’s
combined network
InMails: Gain access to decision makers – 10 per month
response guaranteed*
Saved search alerts: Stay on top of new 3 saved search
minimum of 7
leads results
Lead Builder: Source and close deals with
integrated data
Premium Search Filters: Pinpoint the
right leads
Profile Organizer: Save important profiles
and sales notes
Who’s Viewed Your Profile: Be proactive
in managing inbound queries and interest
in your profile
3rd Degree Connections: See names of
First Name
your 3rd degree and group connections
1
As of March 31st, 2012
2
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.
Please contact your sales manager or account manager for more information.
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.
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