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Today’s agenda
3:00 Registration & Networking
3:30 State of Sales Keynote
4:00 Modern Sales in Practice
4:30 Future of Sales with LinkedIn
5:00 Networking Reception
Call High Lead with
Great Questions
Touch 7
Times
Conventional Sales Wisdom
Complex
Buying
Committees
Heightened
Buyer
Expectations
Conventional
Tactics Don’t
Deliver+ =
Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract
Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract
Billions of Members, Trillions of Data Points
World’s Largest
Social Network
World’s Largest
Professional Network
World’s Largest
Presidential Megaphone
Share
Ideas
Provide
Updates
Follow
Influencers
Get
Advice
Learn
Skills
Kaiser YangSVP, Managing Director, Chief Strategist
“Staying focused is important. That’s
where having Sales Navigator is so
critical: to make sure that you’re
focusing on the right priorities,
accounts, and contacts. It’s a great
tool to zero you in.”
Modern Selling
Target the full
buying committeeUnderstand
before you ask
Engage from 1st
contact to final
contract
The 10 New Sales Essentials
The three
account
mapping tools
The five social
signals
Sales Filters Lead Bot Integrated Data
The job
change
The hiring
burst
The new
connections
The content
shares
The social
comments
“[Using social signals] allows me to
have a much more targeted plan for
approaching prospective clients. I can
ask about the new office they’ve
opened or a new product that’s coming
out.”
Gary JamesRegional Sales Leader
“I use Sales Navigator to target leads
and get triggers based on significant
events such as an acquisition or
promotion.”
Rick VangrinSales Director
Modern Selling
Target the full
buying committeeUnderstand
before you ask
Engage from 1st
contact to final
contract
The 10 New Sales Essentials
The three
account
mapping tools
The five social
signals
Sales Filters Lead Bot Integrated Data
The job
change
The hiring
burst
The new
connections
The content
shares
The social
comments
Feedback loopsConnection paths
The two
engagement
tools
“I was intrigued by a post my prospect
wrote and reached out with my
perspectives. She agreed to a meeting
and introduced me to the right decision
maker.”
Jeff AndrewsAccount Executive
90%
Top Sales Pros Using
These Techniques
80%
Stealth Competitors
In Accounts
Good News. Bad News.
Source: State of Sales Survey 2016. Frederiksen, L.W. and Taylor, A.E. (2010) Spiraling Up: How to Create a High Growth,
High Value Professional Services Firm. Reston, Virginia: Hinge Research Institute.
3 Things You Can Do Today
sales.linkedin.com
Train to Listen for
Social Signals
Arm Your Team with the
Right Tools
Measure for
Success and ROI
Modern Sales in Practice
Jonathan Panigas
Senior Customer Success
Manager, LinkedIn
Ray Bonis
Global Sales Effectiveness
Manager, CommScope
LinkedIn Sales Solutions Mission
Positively influence every relationship driven sale
for our customers.
A system
salespeople want to
engage with
Integrates deeply with
the tools you use
everyday
Automatically
stays up-to-date
Minimizes
data entry
Answers the question
“What is the next best action
I should take?”
System of Engagement
Sales Navigator Today - What You Saw
• CRM Sync + Write-Back
• Sales-Specific News & Alerts
• Advanced Search with
Spotlights
• Lead Recommendations
• TeamLink + TeamLink Extend
• inMail
• PointDrive
• CRM & Email Widgets
• Mobile Discovery