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.

1. Overview of LinkedIn Sales Navigator for SMB Sales Teams
Grace Rochford
Product Consultant, LinkedIn Sales Solutions

2. Getting started with Sales Navigator
Buying
Landscape
Today
LinkedIn for
Sales Success
Sales Navigator:
Focused,
Informed,
Trusted
Q&A

3. The buyer’s process has changed
5.4 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

4. 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:

5. 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:

6. 6
LinkedIn has a wealth of information on the people and
companies with whom you want to build relationships
400M+Members worldwide
7M+
Global companies
159M
Monthly unique visitors
2B+Updates per Week

7. 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

8. • Find prospects
• Optimize for scale
• Constant iteration
• Measure ROI

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

11. Focus on the right people and companies

12. Focus on the right people and companies

13. Focus on the right people and companies

14. Stay informed on key updates at your target accounts
• Sales Updates
• TeamLink
• Introductions

15. Stay informed on key updates at your target accounts

16. Stay informed on key updates at your target accounts
Desktop Email
Mobile
CRM

17. Stay informed on key updates at your target accounts

18. Build trust with your prospects and customers
• Introductions
• InMail with Profile Insights

19. Build trust with your prospects and customers

20. Build trust with your prospects and customers

21. Measure and Manage with training and support

22. • 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

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. 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

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