LinkedIn Sales Navigator provides tools to help sales professionals adapt to changes in the buying process. It allows users to focus on the right contacts and companies, stay informed on updates from target accounts, and build trust with prospects. Some key features include lead recommendations, sales updates from contacts' profiles, and introducing users to new contacts. The tools aim to help users find prospects quickly, research accounts from any device, and engage prospects both on and off LinkedIn to help strengthen relationships.
LinkedIn Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
Social Jack Flash Class - LinkedIn Sales Navigator - First Steps to Big Resul...Social Jack
What is discussed?
Whether you work for an organization or you’re building one, generating results online in less time is critical to developing new business. As you seek for you or your brand to be known, there is a lot of noise that can get in the way of the ideal target clients actually finding you in their search. With a plan and a few key steps, we show you how to get found first with the latest version of LinkedIn Sales Navigator.
Join this brief overview where we show you how to jump in with our proven “Power Moves” and get actual results in less time. We will cover the key elements to being intentional and focused with your efforts and time and new features that you should know.
This is a new digital world we live in, learn to leverage LinkedIn Sales Navigator to make your life easier.
You will learn:
- First steps in LinkedIn Sales Navigator
- Power Moves that work within minutes NOT hours
- See the power of your network with new features
About Dean DeLisle
Dean DeLisle, Founder and CEO of Forward Progress, will discuss how banks who take the time to empower their employees, partners, and customers ultimately humanize their brand, resulting in an organization that people are drawn to. By adding a touch of “human connection” to your bank, according to DeLisle, you create a connection that will provide much more than a regular ad and at a lower cost.
About Social Jack™
The Social Jack™ Team has successfully coached and trained over 120,000 professionals on Influencer Development, Social Selling, and B2B Influencer Marketing. Through their educational resources and services, they’ve helped thousands of individuals unlock their Influence and distinguish their digital presence.
What is a Flash Class?
The Social Jack™ Flash Classes are condensed, actionable educational courses to be consumed in less than 45-minutes using a webcast format. These classes are designed so you can take immediate next steps to accelerate your digital influence in the world.
LinkedIn Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
Conventional account management strategies are limiting growth. Join our own Director of Product Marketing, Dominic Archibald, for a deep dive into how you can stand out and add value with LinkedIn.
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SAVO Group, Mattersight and Entertainment Cruises.
LinkedIn Sales Navigator can be an invaluable business development tool for Professional Services. Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
LinkedIn Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
Social Jack Flash Class - LinkedIn Sales Navigator - First Steps to Big Resul...Social Jack
What is discussed?
Whether you work for an organization or you’re building one, generating results online in less time is critical to developing new business. As you seek for you or your brand to be known, there is a lot of noise that can get in the way of the ideal target clients actually finding you in their search. With a plan and a few key steps, we show you how to get found first with the latest version of LinkedIn Sales Navigator.
Join this brief overview where we show you how to jump in with our proven “Power Moves” and get actual results in less time. We will cover the key elements to being intentional and focused with your efforts and time and new features that you should know.
This is a new digital world we live in, learn to leverage LinkedIn Sales Navigator to make your life easier.
You will learn:
- First steps in LinkedIn Sales Navigator
- Power Moves that work within minutes NOT hours
- See the power of your network with new features
About Dean DeLisle
Dean DeLisle, Founder and CEO of Forward Progress, will discuss how banks who take the time to empower their employees, partners, and customers ultimately humanize their brand, resulting in an organization that people are drawn to. By adding a touch of “human connection” to your bank, according to DeLisle, you create a connection that will provide much more than a regular ad and at a lower cost.
About Social Jack™
The Social Jack™ Team has successfully coached and trained over 120,000 professionals on Influencer Development, Social Selling, and B2B Influencer Marketing. Through their educational resources and services, they’ve helped thousands of individuals unlock their Influence and distinguish their digital presence.
What is a Flash Class?
The Social Jack™ Flash Classes are condensed, actionable educational courses to be consumed in less than 45-minutes using a webcast format. These classes are designed so you can take immediate next steps to accelerate your digital influence in the world.
LinkedIn Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
Conventional account management strategies are limiting growth. Join our own Director of Product Marketing, Dominic Archibald, for a deep dive into how you can stand out and add value with LinkedIn.
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SAVO Group, Mattersight and Entertainment Cruises.
LinkedIn Sales Navigator can be an invaluable business development tool for Professional Services. Sales Navigator combines LinkedIn's network data, relevant news sources, and your accounts, leads, and preferences to help you identify key contacts and reach out with customized recommendations and insights.
The Science of Social Selling:Measuring adoption and results with LinkedIn. Lauren Mullenholz Insights Leader, LinkedIn
Alexander Low, Head of Client Development Office Agency, JLL
Customer Blueprints for Success: Transforming your Sales Organisation - Sales...LinkedIn Sales Solutions
Glenda Kirby, EMEA Senior Manager Sales Product Consulting, LinkedIn
Alix McCabe, Global Head of Marketing, CMO, Euler Hermes
Tony Finn, Head of Solution Sales - Northern Europe, Vodafone
Xavier Monty, Social Media Strategy Leader, Sage
The world’s leading social selling teams share the blueprints that led to success within their organisations. These blueprints provide a template that other Sales teams can follow to generate awareness and sponsorship, educate and train on the frontline, and ultimately create long term accountability
The presentation is designed for business leaders who already have an advanced knowledge of LinkedIn's solutions for sales teams.
Our Social Selling leadership morning showcases companies who are embracing social selling and transforming how their organisations approach to sales.
Our guests heard first hand from our customers AON, PTC and Vodafone, who shared their journey, insights and step by step advice on how they implemented successful social selling programmes.
Over 100 sales leaders converged in LinkedIn's San Francisco office to learn about how social selling is transforming sales teams. Featuring speakers from Golden State Warriors and NetSuite.
Relationship managers are facing new challenges: The number of stakeholders is higher than ever, among other concerns. Learn how you can scale your operation by leveraging social media.
Bryan Romeike will discuss how professional service providers can leverage LinkedIn for relationship building as well as how to identify the warmest path to reach and engage with potential decision-makers.
This is the presentaion by Koka Sexton on the use of LinkedIn for Social Selling. The topics covered were personal branding, resume to reputaton and ways to leverage LinkedIn to maintain your relationships.
Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Co...LinkedIn Sales Solutions
Featuring Julian Lee, Senior Director - Sales Enablement - EMEA, PTC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
A Marketer Looks at Sales - Marketing's Role in Social Selling - HSBC - A cus...LinkedIn Sales Solutions
Featuring Lauren Somers, Digital and Social Media Marketing Manager, HSBC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
On the 1st of June, LinkedIn hosted a group of top business leaders at the Social Sales Summit event in Singapore. This year’s theme was “The World’s Best Sellers” where we discussed proven social selling strategies and what sets sales people who adopt Social Selling apart from their peers.
It's becoming almost impossible to ignore the impact social networks are having on sales. It's imperative for sales to embrace social selling. With the help of our LinkedIn experts, the Social Sales Summit aimed to show you how to best leverage LinkedIn to be a leading social seller.
With between 5 to 7 influencers involved in any purchase decision - successful selling is all about finding and engaging the right stakeholders.
LinkedIn Sales Navigator combines LinkedIn's data, news sources, your accounts and leads to help you identify key contacts and reach out with customized recommendations and insights.
Learn how Sales Navigator can help you:
-Focus on the right people and companies with Premium Search and Lead Recommendations
-Stay informed on key updates at your target accounts through notifications about news mentions, job changes and LinkedIn posts
-Build trust with your prospects and customers by leveraging warm introductions
We were delighted to be joined by the CEB and sales leaders in Stockholm for a 'social selling' breakfast packed full of insight on leading with warm introductions and team selling.
Before we can sell to a buyer, we've got to find, and listen to them first.
Join LinkedIn's executive briefing to learn how to adopt Social Selling to gain a competitive sales advantage and rapidly enhance your team's sales effectiveness through targeted social media engagement.
General overview of Sales Navigator tailored specifically for business development teams for professional services companies. Speaker is Kathryn Dobkin. Goes over Leadbuilder, Advanced Search, InMail tactics.
The Science of Social Selling:Measuring adoption and results with LinkedIn. Lauren Mullenholz Insights Leader, LinkedIn
Alexander Low, Head of Client Development Office Agency, JLL
Customer Blueprints for Success: Transforming your Sales Organisation - Sales...LinkedIn Sales Solutions
Glenda Kirby, EMEA Senior Manager Sales Product Consulting, LinkedIn
Alix McCabe, Global Head of Marketing, CMO, Euler Hermes
Tony Finn, Head of Solution Sales - Northern Europe, Vodafone
Xavier Monty, Social Media Strategy Leader, Sage
The world’s leading social selling teams share the blueprints that led to success within their organisations. These blueprints provide a template that other Sales teams can follow to generate awareness and sponsorship, educate and train on the frontline, and ultimately create long term accountability
The presentation is designed for business leaders who already have an advanced knowledge of LinkedIn's solutions for sales teams.
Our Social Selling leadership morning showcases companies who are embracing social selling and transforming how their organisations approach to sales.
Our guests heard first hand from our customers AON, PTC and Vodafone, who shared their journey, insights and step by step advice on how they implemented successful social selling programmes.
Over 100 sales leaders converged in LinkedIn's San Francisco office to learn about how social selling is transforming sales teams. Featuring speakers from Golden State Warriors and NetSuite.
Relationship managers are facing new challenges: The number of stakeholders is higher than ever, among other concerns. Learn how you can scale your operation by leveraging social media.
Bryan Romeike will discuss how professional service providers can leverage LinkedIn for relationship building as well as how to identify the warmest path to reach and engage with potential decision-makers.
This is the presentaion by Koka Sexton on the use of LinkedIn for Social Selling. The topics covered were personal branding, resume to reputaton and ways to leverage LinkedIn to maintain your relationships.
Champions and Competitions; Making Social Fun - PTC Customer Story - Sales Co...LinkedIn Sales Solutions
Featuring Julian Lee, Senior Director - Sales Enablement - EMEA, PTC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
A Marketer Looks at Sales - Marketing's Role in Social Selling - HSBC - A cus...LinkedIn Sales Solutions
Featuring Lauren Somers, Digital and Social Media Marketing Manager, HSBC. Hear from your peers in Sales and Marketing leadership roles as they share real world social selling best practices learned at their own companies
On the 1st of June, LinkedIn hosted a group of top business leaders at the Social Sales Summit event in Singapore. This year’s theme was “The World’s Best Sellers” where we discussed proven social selling strategies and what sets sales people who adopt Social Selling apart from their peers.
It's becoming almost impossible to ignore the impact social networks are having on sales. It's imperative for sales to embrace social selling. With the help of our LinkedIn experts, the Social Sales Summit aimed to show you how to best leverage LinkedIn to be a leading social seller.
With between 5 to 7 influencers involved in any purchase decision - successful selling is all about finding and engaging the right stakeholders.
LinkedIn Sales Navigator combines LinkedIn's data, news sources, your accounts and leads to help you identify key contacts and reach out with customized recommendations and insights.
Learn how Sales Navigator can help you:
-Focus on the right people and companies with Premium Search and Lead Recommendations
-Stay informed on key updates at your target accounts through notifications about news mentions, job changes and LinkedIn posts
-Build trust with your prospects and customers by leveraging warm introductions
We were delighted to be joined by the CEB and sales leaders in Stockholm for a 'social selling' breakfast packed full of insight on leading with warm introductions and team selling.
Before we can sell to a buyer, we've got to find, and listen to them first.
Join LinkedIn's executive briefing to learn how to adopt Social Selling to gain a competitive sales advantage and rapidly enhance your team's sales effectiveness through targeted social media engagement.
General overview of Sales Navigator tailored specifically for business development teams for professional services companies. Speaker is Kathryn Dobkin. Goes over Leadbuilder, Advanced Search, InMail tactics.
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.
This slide deck was covered in a tactical webinar gives an introduction to the features available to users of LinkedIn Sales Navigator, a standalone version of LinkedIn that was build specifically for the way that sales people use LinkedIn. Learn more about features that help SMB sales teams take on pipeline generation and sales effectiveness, including Lead Builder, Lead Recommendations and Advanced Search.
This slide deck was covered in a tactical webinar gives an introduction to the features available to users of LinkedIn Sales Navigator, a standalone version of LinkedIn that was build specifically for the way that sales people use LinkedIn. Learn more about features that can help enterprise sales teams tackle sales productivity at scale, including Lead Builder, Advanced Search and TeamLink.
A smart business revolves around its customers and this Redi-Data blog-presentation emphasizes on knowing the customer, understanding their needs & wants, engaging with the customer and fostering relationships. Learn how Redi-Data can help with the most extensive, detailed, and up-to-date consumer information in the business.
LinkedIn is a platform enabling brands to forge relationships with businesses.
When you market on LinkedIn, you’re reaching decision-makers and serious professionals, who are ready & willing to interact.
Our dedicated virtual sales team will individually engage hundreds of vetted, businesses every day. These businesses are identified as ideal customers or partners and are sure to respond positively to our offer.
By engaging senior-level influencers, we bypass traditional challenges such as generic company email addresses and determined receptionists.
Content Marketing World 2014 Social Selling with LinkedInKoka Sexton 💼
During Content Marketing World 2014 Koka Sexton of LinkedIn Sales Solutions talked with 100 content marketers and social marketing professionals about how to leverage LinkedIn and other social media for Social Selling by thinking like a publisher.
Conventional sales tactics are limiting pipeline and losing deals. We'll show you how to overcome these challenges by harnessing the power of LinkedIn.
How to Maximize LinkedIn's Value with Sales NavigatorAlex Hisaka
LinkedIn has unlocked a world of possibilities for sales teams trying to engage B2B buyers who are closing the door on cold calls and relying on social media to steer their buying decisions.
This guide was written with you, the modern sales professional, in mind. It includes everything you need to know about Sales Navigator — from the perspective of LinkedIn experts and power users — to help you stay focused, informed and trusted while you build and grow relationships.
Introducing Deals from LinkedIn Sales Navigator.
Check out this infographic to see how Deals eliminates blindspots by equipping sales teams with an effective way to manage pipeline and customer relationships.
The buying landscape is changing and conventional sales tactics are losing deals. Learn how you can get ahead of the curve and sell more effectively with these account based selling tactics.
Learn about current sales trends, challenges in the changing selling landscape as well as strategies and tactics that high-growth companies are using to scale their business.
Our Senior Insights Analyst, Jonathan Weindel, will walk through his analysis and findings on multithreading and relationship strength. Learn how multithreading can impact your deals and increase your win rates.
Kayla Wills reviews how LinkedIn Sales Navigator can help financial services professionals tackle social media and best utilize the platform for driving business development and uncovering revenue-generating opportunities.
Join LinkedIn Sales Solutions' VP of Sales Mike Derezin as he shares his thoughts on the biggest risks to your sales process and reviews some of the strategies that he's seen work for sales leaders who want to set their teams up for success in the face of changing economic times.
Steve Kaplan, our Sales Navigator Product Lead, will go through the recent CRM partnership announcement and what it means to clients. Ola Bailey, CSM, will also cover simple steps on how to turn on CRM sync.
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 is your team 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
Building relationships with prospects and customers is
different in this new normal.
You need to:
7. 7
LinkedIn has a wealth of information on the people and
companies with whom you want to build relationships
380M+
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. Focus on the right people and companies
• Lead Builder
• Lead Recommendations
• Saved Leads
10. 10
Focus on the right people and companies
Renewable AND energy Arizona Finance
x
x
x
21. Our sales reps rave about how
their prospects actually respond
to them on LinkedIn, where an
email would likely be ignored.
21
Social Media Marketing Manager, XO Communications
22. 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
Product Consultant: working with clients every day to ensure they see success with Sales Navigator.
How long I’ve been with LinkedIn, how I’ve seen Sales Navigator grow into the robust sales solution it is now.
Presenter Notes:
Let participants know where the green check and red x buttons are and how to access the Participants and Chat panels when you are sharing your browser or desktop. You can start by asking participants to hit the green check if they can hear you and see the slides okay. Another exercise you could try is to have participants chat in their role and/or where they’re from.
WebEx tools overview
Interactivity exercises
Sample Script:
Please use the chat box on the right of your screen to send any questions you have. I will check in periodically and answer those.
We’ll also have time for Q and A at the end if you’d like to find out more ….. *or* if you want me to provide more information on any of the features we see during the presentation.
For now, I’d like you all to type into the chat box with your name and where you’re calling in from today
Going to take you through a few things today: first is a recap of how we see the buying landscape today. Then we’ll talk about how LinkedIn is already helping salespeople around the world. We’ll take that into a discussion on the extra benefits provided by Sales Navigator, and how it’s the very best solution for you all to stay focused on the right people, informed on the latest updates, and trusted to reach out with warm insights. This should take about 20 minutes, after which we’ll open it up to Q&A.
We would love for you to open the chat panel and type in any and all questions you have in the chat panel so that we can get to them by the end of the session. Although we may not answer them during the session, rest assured we’ll be going through the questions by the end to answer as many as possible.
I want to start by mentioning that the way in which we develop relationships with buyers has fundamentally shifted, thanks to the internet which has devalued the sales professional. It used to be that buyers were willing to engage reps much earlier in the evaluation process because reps were the sources of knowledge on products and services. That’s not the case today, with the internet providing unlimited access to information about your company, products and competitors, buyers are going online educating themselves, diagnosing the news and consequently engaging the a rep much later in the evaluation process to the point where they are coming into the sales conversation with a premeditated decision.
This new behavior has led to 3 major buying changes. {use arrow here} The first is more stakeholders are involved in the buying process. After decision makers do their research online, rather than engage a rep, decision makers are bringing their research internally and discussing it with peers, and according to the a Gartner report, 7 people are now involved in the B2B buying process.
{use arrow here} The second major change is buyers are leveraging social media to efficiently tap into their professional networks to build trust and confidence in complex company purchases, 75% of B2B buyers use social media to survey vendors.
{use arrow here} Lastly, according to the Harvard Business Review, 90% of decision-makers say they never respond to cold outreach.
Taking a step back, what these buying changes are pointing to is an evolution in the buying process. And if the buying process is evolving then the traditional sales process is becoming ineffective. Sales professionals need to rethink their strategy to address these changes, and that’s exactly what Sales Navigator is designed to accomplish by providing capabilities to help you focus on the right people and companies, stay informed on key updates across your accounts and build trust with prospects and customers.
Is your team still looking for one decision maker and relying on them to hold a deal, only to lose them halfway through? How many times do you hear your reps telling you that their VP of marketing went dark and the deal is on hold indefinitely?
Are your teams still getting on the phone and learning about key updates from the customer live, throwing them for a loop and sending them in unprepared? Are your reps still learning that their contact at the company just moved companies in the middle of the call?
Are your sales teams still wasting time banging the phones with ice cold sales pitches like they’re just a name in a database you bought? What does that do to your company’s reputation?
We need to start adjusting these practices to fit into this new buying world. It’s not a huge change, but there are three changes we need to make today: we need to start focusing on the right people and companies staying informed about key updates on them, and building trust with them so you can engage in a warm way. We like to call this FIT — focused, informed, and trusted, and we’ll be talking about it a lot today.
Presenter Notes:
Dynamic database
World’s largest professional network
Sample Script:
At the Core of Sales Navigator is a dynamic database of Profiles and Companies that are constantly providing new information at record speeds.
As a licensed Sales Navigator user you now have access to go beyond the features Traditional LinkedIn.com provides.
As the Worlds largest global professional network with 380M+ Global Profiles and 7M+ Global Companies you will be armed with insight to establish new relationships with Potential buyers that will turn into long lasting customers.
And with this Dynamic database you will be using Patent Pending features that only Sales Navigator can provide to get you to the right people and right companies all in one platform.
Within this Dynamic Member database there are:
• 2 new every members joining every second – supplying a constant supply of contacts with the most up to date info
•2B + member updates per week – keep track on what these people are talking about and what’s important to them
• and Billions of professional relationships - so you can uncover hidden connections between your company and your target accounts.
But to truly tap into the power of LinkedIn for sales, we had to come up with a more tailored experience. Today on LinkedIn, you have access to your connections and their networks. But that’s only a small piece of the huge network that LinkedIn has to offer. Sales Navigator is built on the same great network as LinkedIn, but instead of simply expanding your view into the bigger LinkedIn network, we want you to get focused in on the people and companies that you care about — just what you need for your sales profession. And that’s exactly what Sales Navigator does: it opens your view into the LinkedIn network and helps you focus on the leads, accounts, and insights that your team needs to sell.
So let’s talk about the specifics here. First thing in FIT is focus, so how does Sales Navigator help you focus on the people and companies you care about? There are three things we’ll discuss today that are only available in Sales Navigator — not even in LinkedIn.com alone, and those three things are Lead Builder, our advanced search, Lead Recommendations, and Saved Leads.
Now let’s talk about search.
From the options that appear, you can search based on keywords including keyword modifier using Boolean search logic.
To get the most out of the advanced search capabilities, you can use keyword modifiers; combine keywords with modifiers: AND, OR, NOT; group keywords together with parentheses or quotation marks.
For example: A keyword search for Renewable AND Energy would result in members with both Renewable and Energy in their profiles.
[click]You can also search by region, [click] title, [click] seniority level, [click] company size, function or industry. And you can also use the ‘current company’ field to type in a list of your top accounts and search across all of them at once.
[Click] You can even perform a search for people to whom you are connected via TeamLink.
More search options are available too.
[Click] Click the magnifying glass to look through your 1st degree, second degree, third degree, and group connections.
[Click] Click into the search bar to search for people and companies by name.
Once your reps have narrowed their search down to the most relevant prospects their looking at, they’ll be able to leverage those leads to find even more. Lead Recommendations draws from data on the lead you’re looking at or from the sales preferences and leads you’ve already set up in Sales Navigator, to suggest more leads that you should be pursuing at your target accounts. Remember that your team needs to focus on those seven people at each account to make sure they’re no longer relying on one connection to make a deal.
And as your reps start to find the right prospects, they can start saving them within Sales Navigator. Saving them takes one click and doesn’t notify the prospect, nor does it require them to make a connection like on LinkedIn.com. As they save those leads, they can easily look them up by accessing their leads list, then they can leverage advanced filters to narrow them down to just the ones they need to reach out to.
After you’ve entered the parameters for your Lead Builder search, click “Search” and you’ll be presented with a list of results. You can easily save leads from this screen by selecting “Save as Lead”.
[Click] From the results page, you can also access the Similar button to expose more members who are in similar roles at similar companies to these results.
[Click] Use TeamLink connections to find your warmest path to a prospect or decision maker.
[Click] You can also save your searches and access your save searches from the search results page.
And that brings us to the second benefit of Sales Navigator: staying informed on key updates with our leads and accounts. We’ll do that with Sales Updates that we’ll get about the leads and accounts we’ve saved, by leveraging the hidden connection paths revealed with TeamLink, and asking our connections and team members for information through Introductions.
Presenter Notes:
Homepage
Sample Script:
This is the Sales Navigator homepage.
It’s a living stream of insights about my customers, prospects, industry leaders, and competitors, but it lacks content from the traditional LinkedIn that’s not related to my sales activities.
Your homepage will be filled with insights about the people and companies that you saved as leads and accounts and suggestions about how to reach out.
Save leads and accounts to receive updates about job changes, shared content, and mentions in the news. The real benefit of this is you don’t need to be connected to people on traditional LinkedIn to receive these insights about them.
Lead with these insights to reach out or to stay in touch with context that helps build trust.
No other platform gives you the customization specific to your needs and provides real time updates throughout the day on who and what is important to you.
Directly from the home page you can improve your efficiency with more control over your feed and workflow improvements including:
[Click]
Filtering your updates with the filters listed on the left. [click]
[Click]
Sorting by Recent Activity and Recent Searches to quickly jump to individual and company profiles you’ve recently viewed,
[Click]
And Getting more context and direction in your updates stream.
[Click]
You can also see your SSI directly on your homepage.
And you can keep up on those updates from Sales Navigator anywhere – from your desktop, to updates within your email, to your CRM with Salesforce and MS Dynamics, and even using the Sales Navigator app for iPhone and Android.
Furthermore, when you’re trying to get insights about folks, you want to know who knows who. That’s where TeamLink comes in. When your reps are looking at a profile on Sales Navigator, TeamLink will show the hidden connection paths within your company that your reps wouldn’t have otherwise known about. TeamLink will reveal the strongest possible connection path between you and that prospect, leveraging your network, your teammates on Sales Navigator combined with their previous work experience, education experience, and more.
Furthermore, your reps can reach out to that TeamLink path with an introduction to ask them about the prospect. What do they care about? How much power to they wield at that company? But not only that, you can also ask that TeamLink connection for an introduction directly.
And that takes us to how we can start to leverage trusted outreach to modify the cold call into something that actually works. We can keep leveraging those introductions revealed with TeamLink, then we can use LinkedIn’s messaging system, InMail, to reach out in a warm way.
So here we’re taking a look at Noah’s profile and TeamLink has let us know that Sarah could be a good introduction to Noah. We know in the sales world that strong, trusted interaction comes from recommendations. So we can leverage the introduction feature of Sales Navigator to ask Sarah for an introduction to Noah.
And as we get those sales insights about our prospects and are fed news about them automatically by Sales Navigator, we can leverage all of that to reach out with InMail. InMail is simply a LinkedIn to LinkedIn message, but it’s not another way to reach out cold. Instead, your reps can be using those Sales Insights to warm up the conversation, they can use their Introductions to get a warm recommendation, or they can keep an eye on the news within Sales Navigator to reach out at the most appropriate time for all parties involved.
So, we’ve gone through just a handful of the features that will help your teams stay focused, like finding the right people quickly, getting recommendations on the next leads to target, and accessing more of the network they actually care about. Then they can stay informed on the accounts and leads they save with up to date insights on job changes, news articles, and more related to those accounts. Then we can leverage all of those warm insights to engage prospects warmly, build your professional reputation without cold calling.