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Copy of LinkedIn Sales Navigator

Draft V1.0
by

Brandon Macias

on 9 January 2014

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Transcript of Copy of LinkedIn Sales Navigator

http://www.customerthink.com/blog/b2b_sales_and_marketing_in_transition_whats_working

Who is responsible for lead generation?
?
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011
Of the time cold
calls do not work
*7% worse every year
since 2010
97%
Social
Profile
Targeted
Search
Jack
Warm
Introduction
Social
Profile
Targeted Search
Brian
What are your top three priorities?
Marketing
30%
Hundreds of Successful Sales Navigator Clients

Unlock the power of
your connections

This profile fits all my criteria, and has a connection
to someone in our Canadian office

What to talk about?

With TeamLink, I can narrow down to profiles that have
connection paths to my team

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

My search yielded 124,789 search results!
I don’t have time to sort through all these searches
Find Key Prospects
Who are the right people?

What to
talk about?
How do I get
a warm intro?
Who are the
Right People?
member updates
per week
members
Who
How
What
of connections
57%
Buying decisions
are made before
sales rep involvement
75%
B2B purchases
influenced
by social
The buying process has changed and people are quickly adopting and adapting to the social selling norm
LinkedIn Sales Navigator defines social selling

Warm
Introduction
Sales Navigator
Use social media
as critical channel
Lead
with insight
Personally own
lead generation

Reps using this are 40% more successful
What makes Brian more successful?

Call From Unknown
408-612-3467

Cold
Contact
vs.
Company
Webpage
Contacts Lists

+238m
+2Bn
Billions
1
Build your Social Intelligence
2

What to talk about?

Find a Common Connection
3
Ask a Team member for an introduction
4
Your
Connections
Connection's Connections
62K
Companies Connections
312K
3rd Degree Connections
1.1 million
Australia
4.6m
Australia
4.2m
Asia Pacific:
41m

Europe, Middle East
and Africa:
50M+
North America
85M+
Latin America &
Caribbean
20M+
238M+
Members Worldwide
+2 new
Members per second
189M+
Monthly Unique Visitors
“73% of sales people using

as part of their sales process outperformed their sales peers.”
Barbara Giamanco & Jim Keenan Survey

“A warm referral increases the odds of a sales success 2x-4x”
CustomerThink

Brandon Macias
Sales Solution Consultant
Full transcript