Pioneering LinkedIn sales executives are changing how sales is done. Their social selling techniques are reshaping prospecting and account management best practice. Daily they are using LinkedIn Sales Navigator to find new leads, develop existing business and build valuable relationships. Hear firsthand from two of our top performing sales execs - sales person to sales person - as they reveal how they do it, the tools they use and their top tips for success. These practical insights are not to be missed. In this live webinar, you’ll learn: --How to use Sales Navigator to find and engage with your decision-makers and influencers --Advanced strategies to help deepen relationships with existing clients, uncover new prospect accounts and drive new revenue --Best practices from our own Account Executives who use Sales Navigator daily to prospect and manage their accounts

1. A day in the life of a
LinkedIn social seller
Tuesday, September 22nd 2015
10:00am PST /1:00pmEST
Duration: 45 minutes

2. Using WebEx
Type
ques)ons
into
the
Chat
panel

3. Webinar Agenda
Introductions
• Why social selling?
• A day in the life of a social seller part 1: Finding the right people
• A day in the life of a social seller part 2: Engaging prospects & building relationships
• Q&A
Andy Kellam
Enterprise Account Executive
LinkedIn Sales Solutions
Fontaine Schaber
Account Executive
LinkedIn Sales Solutions

4. Why social
selling?

5. 5.4 ­ people are involved in the average
B2B buying decision
75% ­ of B2B buyers use
social media to inform
themselves on vendors
90% ­ of B2B decision
makers never respond
to cold outreach
75%
90%

6. How we put it all together at LinkedIn
• We live what we sell
• Cold outreach is no longer effective
• Sales Navigator gets us closer to the prospects we need

7. A day in the life of a
social seller part 1:
Finding the right people

8. Build a professional brand
“When your
prospects and
customers go to
your profile, that is
their initial
impression of you.”
(Fortune 100 Sales Manager, November 4th, 2014)

9. Build a professional brand
Remember:
Photos - professional, not playful
Headlines - what benefits do you bring?
Be contactable - add all your information

10. Build a
professional
brand
Remember:
Summaries - craft carefully, ask -
what are my professional
passions?
Rich media - turn your profile into
a sales opportunity and reach the
74% of B2B buyers influenced by
what they read on social media
Show your career trajectory -
update your past positions

11. Find prospects using
Lead Builder

12. Find prospects using Lead Builder
Start your search from the home screen

13. Find prospects using Lead Builder
Use Sales specific searches in Lead Builder

14. Find prospects using Lead Builder
Enter your territory in ‘location’

15. Find prospects using Lead Builder
Narrow down your search based on buyer’s role

16. Find prospects using Lead Builder
Hone in on the most suitable decision makers

17. Find prospects using Lead Builder
Select the typical size of the company you would sell to

18. Find prospects using Lead Builder
Save your searches for future use

19. Once you’ve found your prospects
Make sure you Save as lead

20. Find other key contacts with Lead Recommendations
Add automatically suggested leads

21. Leverage your network

22. Tap into the wider connections of your colleagues

23. Leverage the power of intermediaries to boost sales

24. A day in the life of a social
seller part 2:
Engaging prospects & building relationships

25. Engage your prospects
Gain actionable insights

26. Reach out at the right time
Respond to trigger events such as:
• Lead updates
• New team connections
• Job changes or promotions
• A share by a saved lead
• A new lead

27. Reach out at the right time
Listen for social triggers to help you sell

28. Tips for increasing response rates
• Use insights about the prospect’s
company to personalize the InMail
• Mention:
- Prospect’s experience
- Their company profile on LinkedIn
- Touch on an aspect of their
company, or a recent post
• Keep to a relatively informal tone offering
a “quick chat” not a hard sales message

29. RE: LinkedIn Sales Solution and Company ABC
George Thomas CEO, Company ABC
July 24 2015 3:59PM

30. Key Takeaways

31. Build trust
• Don’t push the sales angle too hard
• Stay authentic and transparent online
• Be a real human

32. Relate and engage
• Relate to your prospects with fact based insights
• Understand their pain points
• Engage your prospects where they are

33. Prepare for the
meeting
• Build strong, personal relationships through insights
• Engage your prospects through what matters to them
• Successful meetings stem from personalization

34. Nurturing your prospects
• Gain mindshare through frequent
engagement
• Nurture through insights
• Reach out to your prospects through
personal messages

35. Q&A