1. ©2013 LinkedIn Corporation. All Rights Reserved.
Sales Navigator
Stephanie Diec
Account Executive
LinkedIn Sales Solutions

2. Cold calling is time consuming, painful, expensive…
…and it doesn’t work
LSS 2©2013 LinkedIn Corporation. All Rights Reserved.
97%
Of the time cold
calls do not work
*7% worse every year
since 2010
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011

3. The world and buyers have changed
What once worked, will not work anymore
LSS 3©2013 LinkedIn Corporation. All Rights Reserved.
75% 57%
B2B purchaser
influenced
by social
Buying decisions
are made before
sales rep involvement
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011

4. ©2013 LinkedIn Corporation. All Rights Reserved. 4
So what is Social Selling?
Leveraging social media to connect with prospects and
customers in a meaningful way
LinkedIn’s Mission:
Turn relationships and
information into business
opportunities.

5. Targeted
Search
Social
Profile
Warm
Introduction
Sellers that utilize social media are more successful
5LSS©2013 LinkedIn Corporation. All Rights Reserved.
Lead
with insight
Use social media
as critical channel
Personally own
lead generation
Reps using this are 30-40% more successful
Sales Navigator

6. How
How do I get
a warm intro?
LSS 6©2013 LinkedIn Corporation. All Rights Reserved.
+225M
members
+2B
member updates
per week
Billions
connections
LinkedIn Sales Navigator defines social selling
What
What to
talk about?
Who
Who are the
Right People?

7. Who: The people you need to reach – and the people
that influence them – are on LinkedIn
©2013 LinkedIn Corporation. All Rights Reserved. 7
7.1M +
decision makers in
the US
12.5M +
people who influence decision
makers in the US
Owners, CXOs, and Partners VPs, Directors, and Managers

8. Who are the right people?
I found 198,516 LinkedIn members who work in the
Buffalo area.
By using the premium search filters, it gets
much narrower… to 20,174 decision makers
Find Prospects1
Brian
Identify Key Decision makers2
Buffalo/Niagara, New York Area × Reset
Buffalo/Niagara, New York Area × ResetOwner × Partner × CXO ×
I can further drill down with additional search criteria to a
manageable list of 55 prospects.
Buffalo/Niagara, New York Area ×
Industry: Accounting Company size: 51 - 200 Reset
Owner × Partner × CXO ×
× × Zip code: 14216 ×

9. Who are the right people?
LSS 9©2013 LinkedIn Corporation. All Rights Reserved.
Identify Key Decision makers2
Brian
With free LinkedIn I can only see my personal network
With Sales Navigator I can see 30x more in my 3rd degree

10. What to talk about?
LSS 10©2013 LinkedIn Corporation. All Rights Reserved.
Discover Actionable Insights3
Brian

11. How do I get in?
Brian
5
Find a common connection
This profile fits all my criteria, and has a connection
to someone in our NYC office
I have a meeting set up for Tuesday!
LSS 11©2013 LinkedIn Corporation. All Rights Reserved.
4
Asks teammate for an introduction

12. In users’ own words: Sales Navigator has been a
valuable tool for prospecting
LSS 12
“I found that my target knew one
my past colleagues. I used that
connection to get a warm intro
and was able to get a conversation
going. I think that connection made
all the difference.”
“When prospecting for an
account, I have found all
the relevant decision
makers.”
“I have set up three key
meetings through LinkedIn
and will be targeting more
influencers soon.”

13. LinkedIn Sales Navigator
LSS 13©2013 LinkedIn Corporation. All Rights Reserved.
Who
Who are the
Right People?
What
What to
talk about?
How
How do I get
a warm intro?
• Lead Builder
• Premium Search
• Search Alerts
•Alerts
• Who Viewed My Profile
• Full Profiles
• TeamLink
• InMail
• Introduction Requests
 Website: http://sales.linkedin.com
 Slideshare: http://www.slideshare.net/linkedin-sales-solutions
 Twitter: @LinkedInSelling
 LinkedIn Group: LinkedIn Sales Solutions