Justin Shriber presented "Account Based Selling and The Ten Essential Tools" at the #RevenueSummit San Francisco 2017 conference

1. Justin Shriber
Vice President Marketing, LinkedIn
@jshriber
Account Based Selling
AND THE TEN ESSENTIAL TOOLS
SALES NAVIGATOR
LinkedIn

2. DEATH OF
THE ORIGINAL
HALL WALKER

3. Sales
Pro
C
Suite
Competitors

4. C
Suite
CompetitorsSales Pro
The Cust Svc
Department
The R&D
Department
The Marketing
Department
The Sales
Department

7. 20% decision makers change
roles every year
decision makers work in
different locations
budget decisions made
outside of C-Suite
66%
58%

8. It’s Time to
Play A New
Game

9. The New Account BasedSelling Playbook
A Superior Alternative To Hall Walking
MAP THE
ACCOUNT
TAP
SOCIAL SIGNALS
GET IN
STAY IN
1 2 3

10. The New Account BasedSelling Playbook
A Superior Alternative To Hall Walking
MAP THE
ACCOUNT
TAP
SOCIAL SIGNALS
GET IN
STAY IN
1 2 3

11. Map the Account
Account
(Thousands)
Buying Committees
(Tens)

12. The 10 ABS Essentials
THE THREE ACCOUNT MAPPING TOOLS
THE FIVE SOCIAL SIGNALS
THE TWO ENGAGEMENT TOOLS
Sales Filters Lead Bot Social Proximity Graphs

13. Andrew Taylor
Senior Director, Sales & Partner Enablement
“We track customers who are
champions. When they make a career
move, we consider that a sales ‘trigger’
for a new opportunity.”

14. The New Account BasedSelling Playbook
A Superior Alternative To Hall Walking
MAP THE
ACCOUNT
TAP
SOCIAL SIGNALS
GET IN
STAY IN
1 2 3

15. TapIntoSocial Signals
Buying
Committee
Social
Signals
Sweet Spot
Account

16. The 10 ABS Essentials
Sales Filters Lead Bot Social Proximity Graphs
THE THREE ACCOUNT MAPPING TOOLS
THE FIVE SOCIAL SIGNALS
THE TWO ENGAGEMENT TOOLS
The hiring burst The new connections The content shares The social commentsThe job change

17. John Sears
Regional Sales Director
”When former colleagues in the CRM
space follow a company, I drill down
to find out more as there may be a
project in the works."

18. Rick Vangrin
Regional Sales Director
“I use Sales Navigator to target leads
and get triggers based on significant
events such as an acquisition or
promotion.”

19. The New Account BasedSelling Playbook
A Superior Alternative To Hall Walking
MAP THE
ACCOUNT
TAP
SOCIAL SIGNALS
GET IN
STAY IN
1 2 3

20. Get In. Stay In.
Sales Pro Mutual
Acquaintance
Customer

21. The 10 ABS Essentials
Sales Filters Lead Bots Social Proximity Graphs
THE THREE ACCOUNT MAPPING TOOLS
THE FIVE SOCIAL SIGNALS
THE TWO ENGAGEMENT TOOLS
The hiring burst The new connections The content shares The social commentsThe job change
Connection Paths Feedback Loops

22. Jeff Andrews
Senior Sales Manager
“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.”

23. Michelle Johnson
Senior Director of Strategic Accounts
“As a best practice I schedule 2-3 hours
to review what my prospects are
sharing and use these topics to open the
dialogue.”

24. Good News. BadNews.
90%
Top Sales Pros Using
These Techniques
80%
Stealth Competitors
In Accounts

25. SALES NAVIGATOR
https://business.linkedin.com/sales-solutions
LinkedIn