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Justin ShriberVice President Marketing, LinkedIn
@jshriber
Account Based SellingAND THE TEN ESSENTIAL TOOLS
SALES NAVIGATORLinkedIn
DEATH OF
THE ORIGINALHALL WALKER
Sales Pro
C Suite Competitors
C Suite
CompetitorsSales Pro
The Cust Svc Department
The R&D Department
The Marketing Department
The Sales Department
20% decision makers change roles every year
decision makers work in different locations
budget decisions made outside of C-Suite
66%
58%
It’s Time to Play A New Game
The New Account Based Selling PlaybookA Superior Alternative To Hall Walking
MAP THE ACCOUNT
TAPSOCIAL SIGNALS
GET INSTAY IN
1 2 3
The New Account Based Selling PlaybookA Superior Alternative To Hall Walking
MAP THE ACCOUNT
TAPSOCIAL SIGNALS
GET INSTAY IN
1 2 3
Map the Account
Account(Thousands)
Buying Committees(Tens)
The 10 ABS EssentialsTHE THREE ACCOUNT MAPPING TOOLS
THE FIVE SOCIAL SIGNALS
THE TWO ENGAGEMENT TOOLS
Sales Filters Lead Bot Social Proximity Graphs
Andrew TaylorSenior 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.”
The New Account Based Selling PlaybookA Superior Alternative To Hall Walking
MAP THE ACCOUNT
TAPSOCIAL SIGNALS
GET INSTAY IN
1 2 3
Tap Into Social Signals
Buying Committee
SocialSignals
Sweet Spot
Account
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 comments The job change
John SearsRegional 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."
Rick VangrinRegional Sales Director
“I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.”
The New Account Based Selling PlaybookA Superior Alternative To Hall Walking
MAP THE ACCOUNT
TAPSOCIAL SIGNALS
GET INSTAY IN
1 2 3
Get In. Stay In.
Sales Pro MutualAcquaintance
Customer
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 comments The job change
Connection Paths Feedback Loops
Jeff AndrewsSenior 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.”
Michelle JohnsonSenior 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.”
Good News. Bad News.
90%
Top Sales Pros UsingThese Techniques
80%
Stealth CompetitorsIn Accounts
SALES NAVIGATOR
https://business.linkedin.com/sales-solutions
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