The way financial services professionals drive new business opportunities has changed as cold calls and email blasts are a thing of the past. There is now an easier and more efficient way for financial services professionals to leverage LinkedIn to develop new business opportunities, build relationships, and drive revenue. In this webinar, you’ll learn: • How to use Sales Navigator to find and engage with your decision-makers and track existing relationships • Advanced strategies to help deepen relationships with existing clients, uncover new prospect accounts and drive new revenue • Best practices on how to use Sales Navigator day-to-day to prospect, manage accounts, drive and encourage adoption

1. How Financial Services Professionals Leverage LinkedIn Sales Navigator

2. Type questions into the Q&A panel
Housekeeping
Download Resources from Library

3. Today’s Speaker:
Introduction:
Jaymie Brill
Regional Sales Manager, Financial Services
LinkedIn Sales Solutions

4. Billions
of professional
relationships
420M+
members
2B+
member
updates
per week
LinkedIn: The World’s Largest Professional Network

5. Our mission
Connect the world’s professionals
to make them more productive
and successful.

6. Hire Market Sell
For Our Customers

7. The business environment has changed
©2012 LinkedIn Corporation. All Rights Reserved.

8. 75%
of your audience now uses
social media to conduct
research
IDC 2014 – Social Buying Meets Social Selling
Network
referrals
White
papers
Company
websites
Blog
posts
Company
pages
Your
target prospects
Social
relationships
FACT: Your target audience relies on social media when
determining their needs from the financial services industry
8

9. Your
competitor
Harvard Business Review 2014 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
90%
of decision makers say
they never respond to cold
outreach
FACT: Decision makers now ignore cold outreach.
You
Your
competitor
X
X
X
Your
prospects

10. Sales Benchmark Index
FACT: 84% of new opportunities are started from a
warm introduction
10

11. LinkedIn Sales Navigator
©2012 LinkedIn Corporation. All Rights Reserved.

12. 12

13. SALES SOLUTIONS
Relationship selling leaders create
45% more opportunities per quarter
than relationship selling laggards.
Relationship selling leaders are
51% more likely to hit targets
than relationship selling laggards.
45%more opportunities
51%more likely to hit targets
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on
existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their
engagement. Relationship leaders have an SSI > 70; Relationship laggards have an SSI < 30
The Sales Navigator Solution – Why should you care?

14. The LinkedIn.com Homepage

15. 15
Sales Navigator Homepage

16. Start by identifying targets using Lead Builder and advanced search
filters to build a prospect list within seconds

17. Create a targeted Lead List and then filter further based on more
advanced search filters

18. 18
For the First time, get Signals/Insights on people you aren’t
connected to on LinkedIn

19. SALES SOLUTIONS 19
Account Pages: Your GPS into companies and people you care about

20. Gain insights and engage from anywhere
Desktop Email
Mobile
CRM

21. SALES SOLUTIONS
Customized Training:
Recorded & tailored to
your focus. •
Session 1: How to build
your profile to attract
inbound leads & how to
build a high quality
network. •
Session 2: How to find,
relate & engage with
prospects on LinkedIn.
Ongoing Support: From
your dedicated
relationship manager.
Dedicated
Relationship
Manager
Our Education Curriculum drives adoption
Quarterly Health
Check & Strategy
Quarterly Health Check:
Highlight successes &
opportunities for your
users including training
documents, videos &
webinars that will increase
engagement & success.
Usage Reporting &
Analytics: Monitor
engagement, drive
adoption & identify
coaching opportunities to
drive success at scale.
Webinars &
Education
Portal
Monthly Live Webinars:
Hosted by a LinkedIn
expert from your sector to
reinforce best practices.
Online Education Portal:
Users can access videos,
trainings, tip sheets &
best practices at their own
leisure.

22. 22
What’s LinkedIn’s Social Selling Index?
First-of-its kind measure that measures your company’s adoption
of social selling practices on LinkedIn
• Gain visibility into your
company’s activities
• Uncover new opportunities
• Benchmark yourself against
peers and competitors

23. Create a professional brand
Find the right people
Engage with insights
Build strong relationships
9.4
3.9
1.1
6.7
Social Selling Index 21.1
Company X
How do you compare to industry average?
9.0
4.1
1.2
5.5
19.9
Industry
Company X:
Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.
All sales pros

24. How do you compare against your competitors?
Weaker
social selling
Stronger
social selling
118
Peers:
of
• Company A
• Company B
• Company C
• Company D
• Company E
• Company F
• Company G
• Company H
• Company I
• Company J
Company X:
Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.

25. 25

26. Would you like to know your team’s SSI, LinkedIn data, or
see a live tailored demo for your team?
Jaymie Brill
Regional Sales Manager, Financial Services
LinkedIn Sales Solutions
• Email: jbrill@linkedin.com
• LinkedIn: https://www.linkedin.com/in/jaymiebrill/