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How LinkedIn uses LinkedIn….. Sales Navigator Advanced Training
Mike CallaghanRelationship Manager, LinkedIn Sales Solutions
Over 35% of 2014 acquisition revenue generated from Warm Introductions*
* Includes introductions and referrals from within and outside the company** Versus other 5 lead source channels combined
Events2% Email
14% Call6%
InMail26%
Warm Intro-duc-tions35%
Mar-keting Leads17%
Revenue Contributionby Lead Source
Leads Sourced Through Warm Introductions*
• 46% More Likely to Win Deal**
• 13% Higher Average
Deal Size**
Agenda:
1) Leveraging Insights2) Generating Referrals3) InMail Best Practices
4) Q&A
Leveraging Insights (Passive Hunting)
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
Generating Referrals (Selling through 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,SurainLinkedIn Sales Solutions
Social
Who You Are
Purpose of Outreach / Benefit
Call to Action
InMail Example
©2014 LinkedIn Corporation. All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved.