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.

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

7. #SalesConnect

8. #SalesConnect

9. #SalesConnect

10. #SalesConnect

11. #SalesConnect

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?
7.5 209
1
HOUR
S
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. 75%
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 timeAct
Understand
LinkedIn Sales Navigator

22. Matt Tindale

23. More likely to engage
through warm introduction
5X

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