Sales Navigator: Advanced Training

Mike CallaghanRelationship Manager, LinkedIn Sales Solutions

%75of B2B buyers now use social media to be more informed on vendors

5.4people are now involved in the average B2B buying decision

%90of decision makers say they never respond to cold outreach

How well have you adapted to this new normal?

Leveraging Insights (Passive Prospecting)

Listen for social triggers that create selling moments

Passive Prospecting

Rachel StewartRachel Green

Chris JeffersRob Fox

XYZco

XYZco

XYZco

XYZco Ben Green:

XYZco

• Share by saved lead• New lead• Mentioned in the news

• Lead update (e.g., job change)

• New team connection

Hot

Medium

Insights are inbound leads

Passive Prospecting

Social Selling (Leveraging Relationships)

Remember, we are asking for a favor

Selling through relationships – Introductions

Silver BulletsRequest intros when they

willhave the most impact

Make it easyOffer to ghost-write

the intro email

Follow-throughClose the loop with

the introducer

3 …or send an InMail

2

Ask for an introduction…

1

Warm Introductions: What’s the best path in?

• Fast and lightweight, yet powerful• Best used on less senior prospects or if connection is

tenuous• Appropriate to name drop without permission

Name Drop

Selling through relationships – Name Drops

3 Keep it short

4 Nurture socially

5 Have a great profile

Engage leads with Effective InMail Messages

1 Personalize

2 Build a conversation

Demonstrate that you’ve done your homeworkMention a common contactRefer to a common LinkedIn groupComment on a LinkedIn group postingDiscuss a common company, experience, or personal interest based on reading their profile

Ask for an opinion

More “salesy” InMails get lower response rates.Instead start a conversation.

Be polite, brief, and to the point. Shorter is better.

Listen for social triggers that create selling moments (News Feeds, Actionable insights)Save Accounts and Leads

Engage with content (Like, comment, re-share)

The first thing an InMail recipient will do is review your profile.Poor profiles reduce InMail response rates.

Greg,

First, great presence on LinkedIn and great engagement – your endorsements in digital marketing are impressive. I am the XYZ company contact here at LinkedIn and was inspired to reach out after reviewing your profile and seeing you are the VP of Business Development.

XYZ company has 10,600 unique connections to 4500 different companies on LinkedIn. I’d love to show you how to leverage this data to identify decision makers and drive new business. Do you have time this week to connect for a quick call?

Best,MikeLinkedIn Sales Solutions

Social

Who You Are

Purpose of Outreach / Benefit

Call to Action

InMail Example

Next steps

1. Build and save a search2. Save at least 20 leads and 10 accounts3. Ask for an introduction to a 2nd degree

connection4. Using insights gained from sales updates, send a

personalized InMail

Download tip sheets:• Using TeamLink for Introductions• Use Keyword Modifiers

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