Sales Navigator: Advanced Training for Relationship Managers
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Social Selling & InMail Training for Orasure. Includes InMail & Prospecting Examples.
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Sales Navigator: Advanced Training for Relationship Managers
- 1. Sales Navigator: Advanced Training for Mike Callaghan Relationship Manager, LinkedIn Sales Solutions
- 2. %75 of B2B buyers now use social media to be more informed on vendors 5.4 people are now involved in the average B2B buying decision %90 of decision makers say they never respond to cold outreach How well have you adapted to this new normal?
- 3. Leveraging Insights (Passive Prospecting)
- 4. Listen for social triggers that create selling moments Passive Prospecting Rachel StewartRachel Green Chris JeffersRob Fox XYZco XYZco XYZco XYZco Ben Green: XYZco
- 5. • Share by saved lead • New lead • Mentioned in the news • Lead update (e.g., job change) • New team connection Hot Medium Insights are inbound leads Passive Prospecting
- 6. Social Selling (Leveraging Relationships)
- 7. Remember, we are asking for a favor Selling through relationships – Introductions Silver Bullets Request intros when they will have the most impact Make it easy Offer to ghost-write the intro email Follow-through Close the loop with the introducer
- 8. 3 …or send an InMail 2 Ask for an introduction… 1 Warm Introductions: What’s the best path in?
- 9. • Fast and lightweight, yet powerful • Best used on less senior prospects or if connection is tenuous • Appropriate to name drop without permission Name Drop Selling through relationships – Name Drops
- 10. 3 Keep it short 4 Nurture socially 5 Have a great profile Engage leads with Effective InMail Messages 1 Personalize 2 Build a conversation Demonstrate that you’ve done your homework Mention a common contact Refer to a common LinkedIn group Comment on a LinkedIn group posting Discuss a common company, experience, or personal interest based on reading their profile Ask for an opinion More “salesy” InMails get lower response rates. Instead start a conversation. Be polite, brief, and to the point. Shorter is better. Listen for social triggers that create selling moments (News Feeds, Actionable insights) Save Accounts and Leads Engage with content (Like, comment, re-share) The first thing an InMail recipient will do is review your profile. Poor profiles reduce InMail response rates.
- 11. Greg, First, great presence on LinkedIn and great engagement – your endorsements in digital marketing are impressive. I am the XYZ company contact here at LinkedIn and was inspired to reach out after reviewing your profile and seeing you are the VP of Business Development. XYZ company has 10,600 unique connections to 4500 different companies on LinkedIn. I’d love to show you how to leverage this data to identify decision makers and drive new business. Do you have time this week to connect for a quick call? Best, Mike LinkedIn Sales Solutions Social Who You Are Purpose of Outreach / Benefit Call to Action InMail Example
- 15. Next steps 1. Build and save a search 2. Save at least 20 leads and 10 accounts 3. Ask for an introduction to a 2nd degree connection 4. Using insights gained from sales updates, send a personalized InMail Download tip sheets: • Using TeamLink for Introductions • Use Keyword Modifiers
- 16. ©2014 LinkedIn Corporation. All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved.