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LinkedIn Sales Navigator Overview
Andrew Vrana
Product Consultant, LinkedIn Sales Solutions
Using WebEx
Type questions into the Q&A panel
Getting started with Sales Navigator
Buying
Landscape
Today
LinkedIn for
Sales Success
Sales Navigator:
Focused,
Informed,
Trusted
Q&A
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
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:
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:
7
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
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
Focus on the right people and companies
•  Lead Builder
•  Lead Recommendations
•  Saved Leads
10
Focus on the right people and companies
Renewable AND energy Arizona Finance
x
x
Focus on the right people and companies
Focus on the right people and companies
Focus on the right people and companies
Stay informed on key updates at your target accounts
•  Sales Updates
•  TeamLink
•  Introductions
Stay informed on key updates at your target accounts
Stay informed on key updates at your target accounts
Desktop Email
Mobile
CRM
Stay informed on key updates at your target accounts
Build trust with your prospects and customers
•  Introductions
•  InMail with Profile Insights
Build trust with your prospects and customers
Build trust with your prospects and customers
Our sales reps rave about how
their prospects actually respond
to them on LinkedIn, where an
email would likely be ignored.
21
Social Media Marketing Manager, XO Communications
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
©2014 LinkedIn Corporation. All Rights Reserved.

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Overview of LinkedIn Sales Navigator

  • 1. LinkedIn Sales Navigator Overview Andrew Vrana Product Consultant, LinkedIn Sales Solutions
  • 2. Using WebEx Type questions into the Q&A panel
  • 3. Getting started with Sales Navigator Buying Landscape Today LinkedIn for Sales Success Sales Navigator: Focused, Informed, Trusted Q&A
  • 4. 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
  • 5. 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:
  • 6. 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:
  • 7. 7 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
  • 8. 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
  • 9. Focus on the right people and companies •  Lead Builder •  Lead Recommendations •  Saved Leads
  • 10. 10 Focus on the right people and companies Renewable AND energy Arizona Finance x x
  • 11. Focus on the right people and companies
  • 12. Focus on the right people and companies
  • 13. Focus on the right people and companies
  • 14. Stay informed on key updates at your target accounts •  Sales Updates •  TeamLink •  Introductions
  • 15. Stay informed on key updates at your target accounts
  • 16. Stay informed on key updates at your target accounts Desktop Email Mobile CRM
  • 17. Stay informed on key updates at your target accounts
  • 18. Build trust with your prospects and customers •  Introductions •  InMail with Profile Insights
  • 19. Build trust with your prospects and customers
  • 20. Build trust with your prospects and customers
  • 21. Our sales reps rave about how their prospects actually respond to them on LinkedIn, where an email would likely be ignored. 21 Social Media Marketing Manager, XO Communications
  • 22. 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
  • 23. ©2014 LinkedIn Corporation. All Rights Reserved.