Justin ShriberVice President Marketing, LinkedIn

@jshriber

Account Based SellingAND THE TEN ESSENTIAL TOOLS

SALES NAVIGATORLinkedIn

DEATH OF

THE ORIGINALHALL WALKER

Sales Pro

C Suite Competitors

C Suite

CompetitorsSales Pro

The Cust Svc Department

The R&D Department

The Marketing Department

The Sales Department

20% decision makers change roles every year

decision makers work in different locations

budget decisions made outside of C-Suite

66%

58%

It’s Time to Play A New Game

The New Account Based Selling PlaybookA Superior Alternative To Hall Walking

MAP THE ACCOUNT

TAPSOCIAL SIGNALS

GET INSTAY IN

1 2 3

The New Account Based Selling PlaybookA Superior Alternative To Hall Walking

MAP THE ACCOUNT

TAPSOCIAL SIGNALS

GET INSTAY IN

1 2 3

Map the Account

Account(Thousands)

Buying Committees(Tens)

The 10 ABS EssentialsTHE THREE ACCOUNT MAPPING TOOLS

THE FIVE SOCIAL SIGNALS

THE TWO ENGAGEMENT TOOLS

Sales Filters Lead Bot Social Proximity Graphs

Andrew TaylorSenior Director, Sales & Partner Enablement

“We track customers who are champions. When they make a career move, we consider that a sales ‘trigger’ for a new opportunity.”

The New Account Based Selling PlaybookA Superior Alternative To Hall Walking

MAP THE ACCOUNT

TAPSOCIAL SIGNALS

GET INSTAY IN

1 2 3

Tap Into Social Signals

Buying Committee

SocialSignals

Sweet Spot

Account

The 10 ABS Essentials

Sales Filters Lead Bot Social Proximity Graphs

THE THREE ACCOUNT MAPPING TOOLS

THE FIVE SOCIAL SIGNALS

THE TWO ENGAGEMENT TOOLS

The hiring burst The new connections The content shares The social comments The job change

John SearsRegional Sales Director

”When former colleagues in the CRM space follow a company, I drill down to find out more as there may be a project in the works."

Rick VangrinRegional Sales Director

“I use Sales Navigator to target leads and get triggers based on significant events such as an acquisition or promotion.”

The New Account Based Selling PlaybookA Superior Alternative To Hall Walking

MAP THE ACCOUNT

TAPSOCIAL SIGNALS

GET INSTAY IN

1 2 3

Get In. Stay In.

Sales Pro MutualAcquaintance

Customer

The 10 ABS Essentials

Sales Filters Lead Bots Social Proximity Graphs

THE THREE ACCOUNT MAPPING TOOLS

THE FIVE SOCIAL SIGNALS

THE TWO ENGAGEMENT TOOLS

The hiring burst The new connections The content shares The social comments The job change

Connection Paths Feedback Loops

Jeff AndrewsSenior Sales Manager

“I was intrigued by a post my prospect wrote and reached out with my perspectives. She agreed to a meeting and introduced me to the right decision maker.”

Michelle JohnsonSenior Director of Strategic Accounts

“As a best practice I schedule 2-3 hours to review what my prospects are sharing and use these topics to open the dialogue.”

Good News. Bad News.

90%

Top Sales Pros UsingThese Techniques

80%

Stealth CompetitorsIn Accounts

SALES NAVIGATOR

https://business.linkedin.com/sales-solutions

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