February 2017

Social Selling - LinkedIn Navigator

We are in the era of Social Selling (using Social Media to sell).  We hear it everywhere.

Why does social selling matter?:

• Social selling leaders create 45% more opportunities

• Social selling leaders are 51% more likely to reach quota.

• 78% of social sellers outsell peers who don't use social media.

We have all heard that to be a successful sales person you need to focus on the right people.  Find your target audience. LinkedIn has a function called LinkedIn Sales Navigator. This function make sales prospecting easier. It is designed to allow you to find the right prospects quickly.  This sales tool features a sophisticated algorithm to give you lead recommendations that are tailored to you. The system makes it easy to save leads and create a sales lead list.

Stay informed with insights: 

LinkedIn Sales Navigator has the tools to help you stay informed and up-to-date about your prospects. Be in the know with timely and accurate information to turn cold calling into warm conversations.

Build trusted relationships:

Making sales is all about building relationships. Designed for sales professionals, this sales tool helps you build trust even before the initial conversation. Create a professional trusted brand and engage with confidence by leveraging your own and your company’s network.

If you would like to generate more profitable leads on LinkedIn and you are wondering how LinkedIn Sales Navigator can help, here is your chance.  LinkedIn is running a special on the Sales Navigator.  It is free for 90 days for new users and free for 30 days for previous users.

How to find Sales Navigator:

• Open LinkedIn

• Click on the Tools drop-down on the main menu

• Select Sales Solutions

• You can click through a tour

• You can see a demo

Upon Signup Sales Navigator, will ask you a lot of questions about your business, who you sell to, etc.  The more completely you answer these questions the better the Sales Navigator will work for you.  Don’t try and rush through the questions, put some time into to it.

Sales Navigator has a built-in Lead Builder.  You can use this lead builder to filter your prospect searches.  The search feature has 22 search filters built in.  This means that you can do very refined searches of your prospects to find the best candidates for sales success.  

To drill down further you can select a filter to do a search and the select another filter to narrow down the search.  You can even save the search to use at another time. LinkedIn also has an e-mail alert system built in.  You can have LinkedIn e-mail you new leads either daily or weekly.

LinkedIn will give you lead recommendations for related people who work at the same company as your lead.

LinkedIn shows you how many leads you currently have at that account and will make more lead recommendations. You can also see how you’re connected to people at the account.

If you have used Sales Navigator before, it is worth noting that they have made major changes to it.  It is much easier to use.  They have also added a Learning Center full of resources.

Whether you’ve tried Sales Navigator in the past, it’s time to give it a shot.

 

Tech Tips are Brought to you by

LIASB Technology Co-Chairs,

Joy Graceffo – Long Island Essential Software & Training Joy_Graceffo@liesoftware.com

Fred Dunwoody – FJD & Associates fdunwoody@fjdassociatesinc.com

February 2017

Social Selling - LinkedIn Navigator

We are in the era of Social Selling (using Social Media to sell).  We hear it everywhere.

Why does social selling matter?:

Read more

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