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Overview of Sales Navigator for Enterprise Sales Teams

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Overview of Sales Navigator for Enterprise Sales Teams

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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 can help enterprise sales teams tackle sales productivity at scale, including Lead Builder, Advanced Search and TeamLink.

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 can help enterprise sales teams tackle sales productivity at scale, including Lead Builder, Advanced Search and TeamLink.

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Overview of Sales Navigator for Enterprise Sales Teams

  1. 1. Overview of LinkedIn Sales Navigator for Enterprise Sales Teams Rebecca Ross Product Consultant, LinkedIn Sales Solutions
  2. 2. Getting started with Sales Navigator Buying Landscape Today LinkedIn for Sales Success Sales Navigator: Focused, Informed, Trusted Q&A
  3. 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. 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. 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. 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. 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. 8. 8 •  Efficiency at scale •  Program management •  Training & enablement •  Measure ROI
  9. 9. Focus on the right people and companies •  Lead Builder •  Lead Recommendations •  Saved Leads
  10. 10. 10 Focus on the right people and companies Renewable AND energy Arizona Finance x x
  11. 11. Focus on the right people and companies
  12. 12. Focus on the right people and companies
  13. 13. Focus on the right people and companies
  14. 14. Stay informed on key updates at your target accounts •  Sales Updates •  TeamLink •  Introductions
  15. 15. Stay informed on key updates at your target accounts
  16. 16. Stay informed on key updates at your target accounts Desktop Email Mobile CRM
  17. 17. Stay informed on key updates at your target accounts Pro Tip: TeamLink leverages your network to extend your reach
  18. 18. Build trust with your prospects and customers •  Introductions •  InMail with Profile Insights
  19. 19. Build trust with your prospects and customers
  20. 20. Build trust with your prospects and customers
  21. 21. Measure and Manage with Seat Tagging Recommended tagging conventions: •  Country/Geo •  Region •  Role •  Manager Name •  Trainer Name •  Local Social Selling Champion
  22. 22. Measure and Manage with training and support
  23. 23. •  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
  24. 24. 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)
  25. 25. Our sales reps rave about how their prospects actually respond to them on LinkedIn, where an email would likely be ignored. 25 Social Media Marketing Manager, XO Communications
  26. 26. 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
  27. 27. ©2014 LinkedIn Corporation. All Rights Reserved.

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