linkedin breakfast: generating more opportunities with linkedin sales navigator
TRANSCRIPT
The Art of Social Selling
Agenda
08:00 – 08:30
08:30 – 08:40
08:40 – 09:00
09:00
Social Selling overview
Sales Navigator demonstration
Customer Success and Q&A
Session Close
LinkedIn: World’s Largest Professional Network
5M+INDONESIA
3M+PHILIPPINES
2M+MALAYSIA
1M+SINGAPORE
1M+SAUDI ARABIA
21M+BRAZIL
130M+UNITED STATES OF AMERICA
12M+CANADA
34M+INDIA
8M+AUSTRALIA
1M+NEW ZEALAND
4M+SOUTH AFRICA
2M+UNITED ARAB EMIRATES
21M+UNITED KINGDOM
9M+FRANCE
7M+ITALY
2M+BELGIUM
1M+DENMARK
4M+TURKEY
5M+NETHERLANDS
2M+SWEDEN
6M+SPAIN
23M+CHINA
450M+MembersWorldwide
+2 New members per second
50% Access via mobile devices
24 Languages
1M+HONG KONG
1M+JAPAN
1M+S. KOREA
850k+VIETNAM
Americas190m+ members
Europe, Middle East, Africa143m+ members
Asia Pacific100m+ members
1M +THAILAND
5M+RUSSIA
8M+MEXICO
4M+ARGENTINA
STAY INFORMED through professional news
and knowledge
CONNECT with your
professional world
GET HIREDand build your
career
For members
LEARNSELLMARKETHIRE
An All Too Familiar Experience
Sales Customer
What’s the outcome?
How effective is your sales team today?
56%of B2B sales professionals won’t hit quota this year
Sirius Decisions
Sources: *Forrester, “Buyer Behavior Helps B2B Marketers Guide the Buyer’s Journey,” October 2012; **Zero Moment of Truth Study, Google
The buyers journey has changedAccess to more information, buyers self informed and 90% through the buying journey
75%of B2B Buyers use social media to
research purchasing decisions
B2B buyers expect new or
different insights from sales
professionals
Building sales relationships has changed
95%content
consumed before ready to engage
7
1 Create a professional brand
Find the right people
Engage with insights
Build strong relationships
2
3
4
Social selling defined
135,093CONNECTIONS
32%DIRECTOR+
14kAU DIRECTOR+ ROLE CHANGE (JAN & FEB)
Connectedness into Decision Makers
14,484OPPORTUNITIES TO ENGAGE
Matt Tindale
More likely to engage through warm introduction
5X
72.6%
Salespeople using social selling tactics outperform their peers
Aberdeen Research
28
Sales Navigator users are generating 1.7x the number of opportunities & revenue
1.7xMore opportunities & revenue on average
1.9x
2.3x
3.0xEnterprise & Partner Group
Corporate Group
Public Sector
1.5x
1.2x
5.0x
$Opportunities Revenues
Brendan NewellNational Compliance and Development ManagerCompetency Training
Thank You