2. Today’s
agenda
3:00 Registration & Networking
3:30 State of Sales Keynote
4:45 Modern Sales in Practice
4:45 Future of Sales with LinkedIn
5:15 Networking Reception
3. The State of Sales 2017
Catherine Hurley
Sales Leader
LinkedIn Sales Solutions
11. Call High Lead with
Great Questions
Touch 7
Times
Conventional Sales Wisdom
Complex
Buying
Committees
Heightened
Buyer
Expectations
Conventional
Tactics Don’t
Deliver+ =
12. Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract
13. Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract
14. Billions of Members, Trillions of Data Points
World’s Largest
Social Network
World’s Largest
Professional Network
World’s Largest
Presidential Megaphone
Share
Ideas
Provide
Updates
Follow
Influencers
Get
Advice
Learn
Skills
15. Target the Full Buying Committee
Buying CommitteesPotential Customers
16. The 10 New Sales Essentials
The three
account
mapping tools Sales Filters Lead Bot Integrated Data
19. Kaiser Yang
SVP, Managing Director, Chief Strategist
“Staying focused is important. That’s
where having Sales Navigator is so
critical: to make sure that you’re
focusing on the right priorities,
accounts, and contacts. It’s a great
tool to zero you in.”
20. Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract
21. Tap Into Social Signals to Understand Your Buyer
Buying
Committee
Social
Signals
Account
Sweet Spot
22. The 10 New Sales Essentials
The three
account
mapping tools
The five social
signals
Sales Filters Lead Bot Integrated Data
The job
change
The hiring
burst
The new
connections
The content
shares
The social
comments
24. “[Using social signals] allows me to
have a much more targeted plan for
approaching prospective clients. I can
ask about the new office they’ve
opened or a new product that’s coming
out.”
Gary James
Regional Sales Leader
25. “I use Sales Navigator to target leads
and get triggers based on significant
events such as an acquisition or
promotion.”
Rick Vangrin
Sales Director
26. Modern Selling
Target the full
buying committee
Understand
before you ask
Engage from 1st
contact to final
contract
27. Engage from 1st contact to final contract
Sales Pro Mutual
Acquaintance
Customer
28. The 10 New Sales Essentials
The three
account
mapping tools
The five social
signals
Sales Filters Lead Bot Integrated Data
The job
change
The hiring
burst
The new
connections
The content
shares
The social
comments
Feedback loopsConnection paths
The two
engagement
tools
30. “I was intrigued by a post my prospect
wrote and reached out with my
perspectives. She agreed to a meeting
and introduced me to the right decision
maker.”
Jeff Andrews
Account Executive
31. 90%
Top Sales Pros Using
These Techniques
80%
Stealth Competitors
In Accounts
Good News. Bad News.
Source: State of Sales Survey 2016. Frederiksen, L.W. and Taylor, A.E. (2010) Spiraling Up: How to Create a High Growth,
High Value Professional Services Firm. Reston, Virginia: Hinge Research Institute.
32. What are you doing to dispel sales
myths in your organization?
33. 3 Things You Can Do Today
sales.linkedin.com
Train to Listen for
Social Signals
Arm Your Team with the
Right Tools
Measure for
Success and ROI
36. Modern Sales in Practice
Lauren Kelley
Customer Success Manager,
LinkedIn Sales Solutions
George Carson
District Sales Manager – DC
Metro, CDW
Area Vice President – Sales,
West Unified Communications
Paul Maloney
Manager, Evidence Generation
and Strategic, Thermo Fisher
Scientific
Katie Connor
37. Future of Sales with LinkedIn
Bill Burnett
Director
LinkedIn Sales Solutions
40. A system
salespeople want to
engage with
Integrates deeply with
the tools you use
everyday
Automatically
stays up-to-date
Minimizes
data entry
Answers the question
“What is the next best action
I should take?”
System of Engagement
43. The most powerful
people and
company search
Sales Navigator Today
Automatic lead and
account
recommendations
Integrations into
CRM and Email
systems
TeamLink: find
warm introduction
paths
InMail: reach
prospects directly
Prospect news and
alerts
Desktop and mobile apps