How Financial Services Professionals Leverage LinkedIn Sales Navigator

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Housekeeping

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Today’s Speaker:

Introduction:Jaymie Brill Regional Sales Manager, Financial Services LinkedIn Sales Solutions

Billionsof professional relationships

420M+members

2B+member updates per week

LinkedIn: The World’s Largest Professional Network

Our mission

Connect the world’s professionals to make them

more productive and successful.

Hire Market Sell

For Our Customers

The business environment has changed

©2012 LinkedIn Corporation. All Rights Reserved.

75%of your audience now usessocial media to conduct research

IDC 2014 – Social Buying Meets Social Selling

Network referrals

White papers

Company websites

Blogposts

Company pages

Your target prospects

Socialrelationships

FACT: Your target audience relies on social media when determining their needs from the financial services industry

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Your competitor

Harvard Business Review 2014 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

90%of decision makers say they never respond to cold outreach

FACT: Decision makers now ignore cold outreach.

You

Your competitor

XX

X

Your prospects

Sales Benchmark Index

FACT: 84% of new opportunities are started from a warm introduction

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LinkedIn Sales Navigator

©2012 LinkedIn Corporation. All Rights Reserved.

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SALES SOLUTIONS

Relationship selling leaders create 45% more opportunities per quarter

than relationship selling laggards.

Relationship selling leaders are 51% more likely to hit targets

than relationship selling laggards.

45%more opportunities

51%more likely to hit targets

Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their engagement. Relationship leaders have an SSI > 70; Relationship laggards have an SSI < 30

The Sales Navigator Solution – Why should you care?

The LinkedIn.com Homepage

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Sales Navigator Homepage

Start by identifying targets using Lead Builder and advanced search filters to build a prospect list within seconds

Create a targeted Lead List and then filter further based on more advanced search filters

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For the First time, get Signals/Insights on people you aren’t connected to on LinkedIn

SALES SOLUTIONS 19

Account Pages: Your GPS into companies and people you care about

Gain insights and engage from anywhere Desktop Email

Mobile

CRM

SALES SOLUTIONS

Customized Training: Recorded & tailored to your focus. • Session 1: How to build your profile to attract inbound leads & how to build a high quality network. • Session 2: How to find, relate & engage with prospects on LinkedIn.

Ongoing Support: From your dedicated relationship manager.

Dedicated Relationship

Manager

Our Education Curriculum drives adoption

Quarterly HealthCheck & Strategy

Quarterly Health Check: Highlight successes & opportunities for your users including training documents, videos & webinars that will increase engagement & success.

Usage Reporting & Analytics: Monitor engagement, drive adoption & identify coaching opportunities to drive success at scale.

Webinars & Education

Portal

Monthly Live Webinars: Hosted by a LinkedIn expert from your sector to reinforce best practices.

Online Education Portal: Users can access videos, trainings, tip sheets & best practices at their own leisure.

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What’s LinkedIn’s Social Selling Index?

First-of-its kind measure that measures your company’s adoption of social selling practices on LinkedIn

• Gain visibility into your company’s activities

• Uncover new opportunities• Benchmark yourself against

peers and competitors

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

9.4

3.9

1.1

6.7

Social Selling Index 21.1

Company X

How do you compare to industry average?

9.0

4.1

1.2

5.5

19.9

Industry

Company X:

Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.

All sales pros

How do you compare against your competitors?

Weaker social selling

Strongersocial selling

118Peers:

of

Company ACompany B• Company C• Company D• Company E• Company F• Company G• Company H• Company I• Company J

Company X:

Based on Linked members who report working at your company who have sales titles or sales keywords in their headline.

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Would you like to know your team’s SSI, LinkedIn data, or see a live tailored demo for your team?

Jaymie Brill Regional Sales Manager, Financial Services LinkedIn Sales Solutions

• Email: jbrill@linkedin.com• LinkedIn: https://www.linkedin.com/in/jaymiebrill/