Post on 11-Apr-2017
How Financial Services Professionals Leverage LinkedIn Sales Navigator
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Housekeeping
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Today’s Speaker:
Introduction:Jaymie Brill Regional Sales Manager, Financial Services LinkedIn Sales Solutions
Billionsof professional relationships
420M+members
2B+member updates per week
LinkedIn: The World’s Largest Professional Network
Our mission
Connect the world’s professionals to make them
more productive and successful.
Hire Market Sell
For Our Customers
The business environment has changed
©2012 LinkedIn Corporation. All Rights Reserved.
75%of your audience now usessocial media to conduct research
IDC 2014 – Social Buying Meets Social Selling
Network referrals
White papers
Company websites
Blogposts
Company pages
Your target prospects
Socialrelationships
FACT: Your target audience relies on social media when determining their needs from the financial services industry
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Your competitor
Harvard Business Review 2014 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
90%of decision makers say they never respond to cold outreach
FACT: Decision makers now ignore cold outreach.
You
Your competitor
XX
X
Your prospects
Sales Benchmark Index
FACT: 84% of new opportunities are started from a warm introduction
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LinkedIn Sales Navigator
©2012 LinkedIn Corporation. All Rights Reserved.
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SALES SOLUTIONS
Relationship selling leaders create 45% more opportunities per quarter
than relationship selling laggards.
Relationship selling leaders are 51% more likely to hit targets
than relationship selling laggards.
45%more opportunities
51%more likely to hit targets
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their engagement. Relationship leaders have an SSI > 70; Relationship laggards have an SSI < 30
The Sales Navigator Solution – Why should you care?
The LinkedIn.com Homepage
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Sales Navigator Homepage
Start by identifying targets using Lead Builder and advanced search filters to build a prospect list within seconds
Create a targeted Lead List and then filter further based on more advanced search filters
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For the First time, get Signals/Insights on people you aren’t connected to on LinkedIn
SALES SOLUTIONS 19
Account Pages: Your GPS into companies and people you care about
Gain insights and engage from anywhere Desktop Email
Mobile
CRM
SALES SOLUTIONS
Customized Training: Recorded & tailored to your focus. • Session 1: How to build your profile to attract inbound leads & how to build a high quality network. • Session 2: How to find, relate & engage with prospects on LinkedIn.
Ongoing Support: From your dedicated relationship manager.
Dedicated Relationship
Manager
Our Education Curriculum drives adoption
Quarterly HealthCheck & Strategy
Quarterly Health Check: Highlight successes & opportunities for your users including training documents, videos & webinars that will increase engagement & success.
Usage Reporting & Analytics: Monitor engagement, drive adoption & identify coaching opportunities to drive success at scale.
Webinars & Education
Portal
Monthly Live Webinars: Hosted by a LinkedIn expert from your sector to reinforce best practices.
Online Education Portal: Users can access videos, trainings, tip sheets & best practices at their own leisure.
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What’s LinkedIn’s Social Selling Index?
First-of-its kind measure that measures your company’s adoption of social selling practices on LinkedIn
• Gain visibility into your company’s activities
• Uncover new opportunities• Benchmark yourself against
peers and competitors
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
9.4
3.9
1.1
6.7
Social Selling Index 21.1
Company X
How do you compare to industry average?
9.0
4.1
1.2
5.5
19.9
Industry
Company X:
Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.
All sales pros
How do you compare against your competitors?
Weaker social selling
Strongersocial selling
118Peers:
of
Company ACompany B• Company C• Company D• Company E• Company F• Company G• Company H• Company I• Company J
Company X:
Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.
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Would you like to know your team’s SSI, LinkedIn data, or see a live tailored demo for your team?
Jaymie Brill Regional Sales Manager, Financial Services LinkedIn Sales Solutions
• Email: jbrill@linkedin.com• LinkedIn: https://www.linkedin.com/in/jaymiebrill/