Overview of Sales Navigator
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Ethan Hamilton provides a closer look at the features and benefits of LinkedIn Sales Navigator, a standalone platform leveraging the power of LinkedIn for the sales professional to stay on top of their book of business.
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The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile.
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Attendees will be able to:
1. Use LinkedIn as a B2B business development tool
2. Complete and optimise/SEO their profile for both people and search engines.
3. Make introductions via Linkedin, add new people to their network and give and seek recommendations.
4. Undertake lead generation activities via the searching features.
5. Find, join and utilise suitable LinkedIn Groups for lead generation.
6. Give and seek recommendations.
Training Materials: PDF Training Manual provided to all attendees
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Overview of Sales Navigator
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- 2. Why reps lose deals people on average are involved in the buying decision 5.4 Missing critical players 77% of buyers don’t believe that sales understands their business and don’t think they can help Saying the wrong things of forecasted deals go dark 24% Losing touch with prospects ???
- 3. LinkedIn has a wealth of information on the people and companies with whom you want to build relationships 430M+ Members worldwide 7M+ Global companies 159MMonthly unique visitors 2B+ Updates per Week
- 4. To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience Today: your personal network All that LinkedIn has to offer YOU Just what you need for sales
- 5. Overview of LinkedIn Sales Navigator Ethan Hamilton Customer Success Manager, LinkedIn Sales Solutions
- 6. 6 Be the most effective platform for marketers to engage with professionals LinkedIn Sales Navigator lets you: EngageTarget Understand Buyers with personalized outreach The right buyers and companies What buyers value
- 7. Target the right buyers and companies • Lead Builder • Lead Recommendations • Saved Leads
- 8. Search CancelTeamLink members onlyShow Lead Builder View saved searches Current company TitleLocation Postal Code Eg. LinkedIn Eg. Vice PresidentEg. San Francisco bay area Function Seniority Company Size Industry Entrepreneurship Accounting Administrative Arts and Design Business Development Community and Social... Owner Partner CXO VP Director Manager 1-10 11-50 51-200 201-500 501-1000 1001-5000 Accounting Airlines / Aviation Alternative Dispute Rele... Alternative Medicine Animation Apparel & Fashion Keywords Eg. Big DataRenewable AND energy Arizona Finance x x Target the right buyers and companies
- 9. Target the right buyers and companies
- 10. Target the right buyers and companies
- 11. Target the right buyers and companies
- 12. Understand what buyers value • Sales Updates • Sales Navigator for Gmail • Account Pages
- 13. Understand what buyers value
- 14. Understand what buyers value Email Mobile CRM Gmail
- 15. 15 Understand what buyers value
- 16. Engage buyers with personalized outreach • TeamLink • InMails & Introductions
- 17. Engage buyers with personalized outreach
- 18. Engage buyers with personalized outreach
- 19. You can’t manage what you can’t measure
- 20. Measure and Manage with usage reporting
- 21. • Social Selling Index (SSI) • Unique daily log-ins • Saved leads • Accounts saved • Searches performed • Profiles viewed • InMail™ messages sent • Messages sent • Unique connections • Sort by tag Measure and Manage with usage reporting
- 22. Measure and Manage with usage reporting
- 23. Know your team is on the right track and focused on the right activities: • Measure social selling activity with daily SSI updates • Coach your teams with actionable insights • Benchmark your team’s performance against peers with team leaderboards Measure and Manage using the Social Selling Index (SSI)
- 24. Our sales reps rave about how their prospects actually respond to them on LinkedIn, where an email would likely be ignored. 24 Social Media Marketing Manager, XO Communications
- 25. Sales Navigator Helps You Sell Smarter Target • Find the right people faster and more easily • Prioritize the right companies • Qualify new people at your accounts Understand • Keep track of leads and existing relationships • Stay up-to-date on contacts and accounts • Research prospects wherever you work Engage • Engage with prospects and customers through your network • Reach your prospects directly with the right context • Build your professional reputation Buyers with personalized outreach The right buyers and companies What buyers value
- 26. Q&A