LinkedIn Breakfast: Generating more opportunities with LinkedIn Sales Navigator

May 5, 20163 likes1,161 views

On the 5th of May, LinkedIn held a Breakfast event in Melbourne that discussed how sales teams can generate more opportunities with Sales Navigator. Guests heard from David Watson, Head of Acquisition, who introduced the event and discussed how sales teams are more engaged, more connected and more successful with their buyers through Sales Navigator. To see the tool in action, a leading LinkedIn sales rep proceeded to run a live demonstration and showcase how to leverage the network of 414M+ professionals to reach prospects and engage through insights. Finally, Dave ran a fireside chat with a current customer who has been able to leverage the LinkedIn platform to create significant sales success.

LinkedIn Breakfast: Generating more opportunities with LinkedIn Sales Navigator

LinkedIn: World’s Largest Professional Network
5M+
INDONESIA
3M+
PHILIPPINES
2M+
MALAYSIA
1M+
SINGAPORE
1M+
SAUDI ARABIA
21M+
BRAZIL
124M+
UNITED STATES OF AMERICA
12M+
CANADA
34M+
INDIA
7M+
AUSTRALIA
1M+
NEW ZEALAND
4M+
SOUTH AFRICA
2M+
UNITED ARAB EMIRATES
18M+
UNITED KINGDOM
9M+
FRANCE
7M+
ITALY
2M+
BELGIUM
1M+
DENMARK
4M+
TURKEY
5M+
NETHERLANDS
2M+
SWEDEN
6M+
SPAIN
16M+
CHINA
414M+Members
Worldwide
+2 New members per second
50% Access via mobile devices
24 Languages
1M+
HONG KONG
1M+
JAPAN
1M+
S. KOREA
850k+
VIETNAM
Americas
180m+ members
Europe, Middle East, Africa
116m+ members
Asia Pacific
68m+ members
1M +
THAILAND
5M+
RUSSIA
8M+
MEXICO
4M+
ARGENTINA

STAY INFORMED
through professional news
and knowledge
CONNECT
with your
professional world
GET HIRED
and build your
career
For members

How effective is your sales team today?
56%
of B2B sales professionals won’t
hit quota this year
Sirius Decisions

How effective is your sales team today?
HOURS CALLS
QUALIFIED APPOINTMENT
Keller Research Centre
=

Sources: *Forrester, “Buyer Behavior Helps B2B Marketers Guide the Buyer’s Journey,” October 2012; **Zero Moment of Truth Study, Google
Acquiring customers today is challenging
Access to more information, buyers self informed and 90% through the buying journey

%
of B2B Buyers use social media to
research purchasing decisions

B2B buyers expect
new or different
insights from sales
professionals
Building sales relationships has changed
95%
content consumed
before ready to
engage

LinkedIn
Top 3 challenges facing sales today
64%
56%
51%
Ability to build trust with a
customer or prospect quickly
Providing value to the buyer from
the first engagement
Personalise interactions based
on previous engagements

Target Understand Act
Social Selling Tactics

More likely to engage
through warm introduction
X

72.6%
Salespeople using
social selling tactics
outperform their peers
Aberdeen Research

Sales Navigator users are generating 1.7x the number
of opportunities & revenue
1.7xMore opportunities &
revenue on average
1.9x
2.3x
3.0x
Enterprise &
Partner Group
Corporate Group
Public Sector
1.5x
1.2x
5.0x
$
Opportunities Revenues

On the 3rd of May, LinkedIn held a Breakfast event that discussed how sales teams can generate more opportunities with Sales Navigator. Guests heard from Mark Dick, Director of Sales Solutions, who introduced the event and discussed how sales teams are more engaged, more connected and more successful with their buyers through Sales Navigator. To see the tool in action, a leading LinkedIn sales rep proceeded to run a live demonstration and showcase how to leverage the network of 414M+ professionals to reach prospects and engage through insights. Finally, Mark ran a fireside chat with a current customer who has been able to leverage the LinkedIn platform to create significant sales success.

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��

On the 18th of August, LinkedIn held a Breakfast event in Brisbane that discussed how sales teams can generate more opportunities with Sales Navigator. Guests heard from David Watson, Head of Acquisition in Sales Solutions, who introduced the event and discussed how sales teams are more engaged, more connected and more successful with their buyers through Sales Navigator. To see the tool in action, a leading LinkedIn sales rep proceeded to run a live demonstration and showcase how to leverage the network of 450M+ professionals to reach prospects and engage through insights. Finally, David ran a fireside chat with a current customer who has been able to leverage the LinkedIn platform to create significant sales success.

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LinkedIn Breakfast: Generating more opportunities with LinkedIn Sales Navigator

1. The Art of Social Selling

3. LinkedIn: World’s Largest Professional Network 5M+ INDONESIA 3M+ PHILIPPINES 2M+ MALAYSIA 1M+ SINGAPORE 1M+ SAUDI ARABIA 21M+ BRAZIL 124M+ UNITED STATES OF AMERICA 12M+ CANADA 34M+ INDIA 7M+ AUSTRALIA 1M+ NEW ZEALAND 4M+ SOUTH AFRICA 2M+ UNITED ARAB EMIRATES 18M+ UNITED KINGDOM 9M+ FRANCE 7M+ ITALY 2M+ BELGIUM 1M+ DENMARK 4M+ TURKEY 5M+ NETHERLANDS 2M+ SWEDEN 6M+ SPAIN 16M+ CHINA 414M+Members Worldwide +2 New members per second 50% Access via mobile devices 24 Languages 1M+ HONG KONG 1M+ JAPAN 1M+ S. KOREA 850k+ VIETNAM Americas 180m+ members Europe, Middle East, Africa 116m+ members Asia Pacific 68m+ members 1M + THAILAND 5M+ RUSSIA 8M+ MEXICO 4M+ ARGENTINA

4. STAY INFORMED through professional news and knowledge CONNECT with your professional world GET HIRED and build your career For members

5. @WORKSELLMARKETHIRE

6. An All Too Familiar Experience

12. Sales Customer What’s the outcome?

13. How effective is your sales team today? 56% of B2B sales professionals won’t hit quota this year Sirius Decisions

14. How effective is your sales team today? HOURS CALLS QUALIFIED APPOINTMENT Keller Research Centre =

15. Sources: *Forrester, “Buyer Behavior Helps B2B Marketers Guide the Buyer’s Journey,” October 2012; **Zero Moment of Truth Study, Google Acquiring customers today is challenging Access to more information, buyers self informed and 90% through the buying journey

16. % of B2B Buyers use social media to research purchasing decisions

17. B2B buyers expect new or different insights from sales professionals Building sales relationships has changed 95% content consumed before ready to engage

18. LinkedIn Top 3 challenges facing sales today 64% 56% 51% Ability to build trust with a customer or prospect quickly Providing value to the buyer from the first engagement Personalise interactions based on previous engagements

19. Target Understand Act Social Selling Tactics

20. Target • Receive daily lead recommendations • Use advanced search to identify prospects • Get alerts that signal intent to buy • Analyze profile and social activity data • Connect via warm introductions and InMail • Deliver relevant content at the right time Act Understand LinkedIn Sales Navigator

22. Matt Tindale

23. More likely to engage through warm introduction X

25. 72.6% Salespeople using social selling tactics outperform their peers Aberdeen Research

26. 26

27. Sales Navigator users are generating 1.7x the number of opportunities & revenue 1.7xMore opportunities & revenue on average 1.9x 2.3x 3.0x Enterprise & Partner Group Corporate Group Public Sector 1.5x 1.2x 5.0x $ Opportunities Revenues

28. Thank You

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LinkedIn Breakfast: Generating more opportunities with LinkedIn Sales Navigator

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