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Sales Navigator

Schon MessierAccount Executive

LinkedIn Sales Solutions

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My personal transformation towards social selling

What is the top challenge that I hear across sales leaders?

Build MorePipeline*

* (On average, only 20 - 30% of Sales leads are generated through Marketing…)

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Buying Process has fundamentally changedCustomers are more informed, and they are less responsive to traditional means

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97% 75% 57% Of the time cold calls do not work

B2B purchaser influencedby social

Buying decisions are made before

sales rep involvement

Corporate Executive Board 2012Connect & Sell 2012IBM Buyers Preference Study 2011

5

Call From Unknown

408-612-3467

LSS

vs.

Contacts Lists CompanyWebpage

ColdContact

Targeted Search

Social Profile

WarmIntroduction

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“old” Schon“New” Schon

HowHow do I get

a warm intro?

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+200Mmembers

+2Bmember updates

per week

BillionsOf connections

How LinkedIn sales navigator defines social selling

WhatWhat to

talk about?

WhoWho are the Right People?

Who are the right people?

My search yielded 124,789 search results!

I don’t have time to sort through all these searches

7

By using the premium search filters, it gets much narrower…266 Results

Find Key Prospects1

LSS

With TeamLink, I can narrow down to profiles that have connection paths to my team (<.0002% of the total…in only 20 seconds)

“New” Schon

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53% of Revenue derived from Warm Introductions

Warm Intro-

ductions38%

InMail14%

Email14%

Inbound Lead33%

% of New Logo’s generated by Source

Warm In-troductions

53%

InMail10%

Email6%

Inbound Lead31%

% of New Dollars ($$) by Source

Based on deals October 1, 2012 thru February 29th, 2013 - Schon Messier - LinkedIn Account Executive