1. LinkedIn
Sales Navigator
No more cold calls – gain
new insights into leads
Build real connections to the people and companies you need to reach
Contact Decision Makers Directly and Expand Your Network and Leverage Your
Shorten Your Sales Cycle Common Connection
Sales Navigator includes LinkedIn InMail, the powerful With 150 million members, LinkedIn offers real
contact tool that lets you send messages to decision connections to the people and companies you need
makers even if they’re not in your network. According to to reach. While employees with more coworker
a CSO Insights study, on average 8 InMails can generate connections receive more introductions, only 53% of
1 new sales opportunity.1 sales professionals have leveraged their coworkers to
facilitate introductions to new opportunities.2 With Team
Find and Be Found with Trusted Data Link from LinkedIn, you automatically see who on your
sales team is a first-degree connection with your
Make your LinkedIn profile work harder for you. With prospect, resulting in warm introductions and more
your LinkedIn profile, present a professional impression deals won.
of both you and your company for interested inbound
leads. The power of LinkedIn's professional graph and
insights extends to prospects too. LinkedIn members Drive Deeper Adoption of Your Existing
self-author their profile information, so you can trust CRM Investment
that it's accurate and up to date. In fact, 87% of sales Sales Navigator users using LinkedIn within their CRM
reps found more information about people or view an average of 27 LinkedIn profiles a day, compared
companies using Sales Navigator that they wouldn't to the broader population of sales professionals who
have found otherwise.2 view just five profiles per day.1 By integrating your CRM
with social channels like LinkedIn, you are researching
Prioritize Your Accounts and Territory and connecting with your prospects in the environment
where they live and prospecting smarter within your
Don’t waste time pursuing ineffective leads. Sales
existing CRM.
Navigator’s Lead Builder tool helps you build a contact
list based on criteria such as seniority, title, function,
and industry, and prioritizes that list by the number of
people you know at that company. And with other
LinkedIn tools such as Profile Organizer and Saved
Searches, you can track profiles, organize them into
folders, and add your own sales notes.
2. Member Profile
View professional
history and summary Contact directly
with InMails
Leverage first-degree
connections of your organization
to reach prospects
Sales Navigator boosts the
effectiveness of your sales team with:
• Access to a worldwide network of 150 million
(and growing!) professional members
• Integration of rich profile data with your
existing CRM solution
• Trusted, authentic data in self-authored profiles
• Tools for prioritizing and managing lead
development
4. for Salesforce
DocuSign accelerates
sales cycles with
LinkedIn for Salesforce
DocuSign is the industry standard for electronic signature,
offering the fastest, easiest and most secure way to send,
sign, track, and store documents in the cloud. DocuSign
DocuSign – www.docusign.com
enables documents to be sent for legally binding signature • The industry standard for electronic signature
to anyone, anywhere, anytime, on any device – so that • More than 9 million users have DocuSigned more than
companies can replace slow, paper-based transactions with 77 million documents in 51 countries
fast online processing. More than 9 million individuals have • Privately held, founded in 2004
DocuSigned more than 80 million documents in more than • Sales team: 40+ corporate sales and enterprise sales
50 countries, saving time and money for all types of executives
organizations, from individual professionals to small
• Target customers: Senior executives in industries such
businesses to the Fortune 100.
as real estate, financial services, insurance, technology,
and staffing
Looking to deepen relationships, streamline
sales processes
DocuSign was actively seeking ways for its sales executives to
strengthen relationships with key enterprise accounts and
forge deeper connections with key decision makers to
improve account development and closure rates. DocuSign
also wanted to enhance its prospecting and lead qualification
processes to best prioritize inbound contacts from customers
and prospects.
“Electronic signature has gone mainstream with individual
professionals and businesses of all sizes looking for proven
ways to close deals faster, earn revenue sooner, reduce costs,
and increase visibility, control and compliance,” said Bob
DeSantis, Vice President of Sales at DocuSign. “With
DocuSign experiencing hyper-growth as the industry
standard with more than 9 million DocuSigners and 30,000
new users every business day, it’s imperative we’re able to
effectively manage the increased demand for DocuSign’s
eSignature solution.”
6. Sales Navigator
Marketo
Case Study
More insights—and more precise
targeting—drive explosive
outbound sales growth
“ Our aggressive outbound sales goals required a
powerful tool. LinkedIn’s Sales Navigator, with the Challenge
most accurate data and seamless integration, • Transitionfrom 100% inbound sales to combined
helped us exceed our goals—farther and faster.” outbound/inbound sales with aggressive goals
• Seamlessly integrate with existing investment in
Patrick Donnelly, VP of SMB Sales, Salesforce.com
Marketo
Solution
• LinkedIn Sales Navigator account, including:
• Lead Builder
When one of the fastest growing companies in Silicon Valley • Team Link
wanted to integrate a new outbound sales program with its • InMail
successful inbound efforts, they knew they would need the • Profile Organizer
right tools to reach their aggressive goals. Marketo – whose • Premium Search Filters
business focuses on demand generation products and services
for marketing and sales professionals – turned to LinkedIn’s
Why LinkedIn?
Sales Navigator to build connections, gain insights on
prospects, shorten the sales cycle and, ultimately, to grow • Access to a worldwide network of 150 million (and
their business. growing) professional members
• Integration with existing CRM investment
• Trusted, authentic and current profile data
Maximizing impact for impressive ROI
• Tools for prioritizing, managing and maximizing lead
Early on, 100% of Marketo’s sales team was already using development
LinkedIn’s standard, no-cost functionality in their individual
sales efforts, and several team members were even paying for
premium subscription services out of their own pockets. When Results
the company began searching for the most accurate data for • Quadrupled outbound sales
prospecting and overall sales effectiveness, it made sense to • Increase in win rates
leverage employees’ previous experience with LinkedIn.
