![]() Sellers can identify these people by saving a search “Posted on LinkedIn in the last 90 days.” Using Sales Navigator, it’s easy to find prospects that are active LinkedIn users. And use what they are posting about to inform your outreach. Tip #4: Look for people who are active on LinkedIn. Read more about what exactly what to InMail a new leader here. If you can help them succeed early, you’ll have a relationship that lasts a lot longer than a couple of rough quarters. They are concerned with succeeding in their new role. Pro Tip: New leaders aren’t concerned with seller success. “Once I have identified those new decision-makers, I will send them thought leadership pieces and value-added content to get the conversation going.” “I love to use this feature and connect with new leaders who recently changed roles,” said Maggie Fachini, a key account manager at LinkedIn Sales Solutions. Under spotlights, add “With senior leadership changes in the last 3 months.”Įach week, sellers should add the new accounts generated by this saved search into their CRM using CRM Sync.Under “account lists,” select the list containing all your accounts.Go to the account search tab in Sales Navigator.You can identify these opportunities by saving new accounts in your book of business with senior leadership changes in the last 3 months. Case-in-point: our data shows that prospects are 65% more likely to accept your InMail if they switched jobs within the past 90 days. Reaching out to new leaders can be an effective way to build new relationships and reignite stalled deals. Tip #3: New leaders are great ways in – InMail them early. Using this feature leads to better conversations – and, ultimately, more closed deals. Reach out to the “highlighted leads” or add new leads from that company.Add the accounts to your CRM using CRM sync.Select accounts with high and moderate buyer intent.Where do you see which of your accounts have the highest buyer intent? One way is through the Buyer Intent Dashboard, which is available if you upload your book of business into Sales Navigator. What is LinkedIn-Powered Buyer Intent? It measures company engagement, interactions with your employees, engagement with your ads, and acceptance of your company’s InMails to show which one of your accounts is most interested in hearing from you. “These accounts will often have shorter sales cycles and higher conversion rates.” ![]() “Sellers should focus on accounts that are already in the market for your products by using the Buyer Intent feature in Sales Navigator,” said Jesse Wildman, an account executive at LinkedIn Sales Solutions. Pro Tip: Read “ 3 Key Reasons You Should Add Your Book Into Sales Navigator Today.” Tip #2: Use LinkedIn-Powered Buyer Intent to prioritize your book. ![]() And, it makes features within Sales Navigator, like LinkedIn-Powered Buyer Intent, much more powerful.Īs Avenue Talent Partners CEO Amy Volas put it, “I’d be foolish if I didn't use that feature.” This will help you stay on top of everything happening with the leads and accounts that you care most about. Using the “Upload your account list” feature in Sales Navigator allows sellers to upload a list of up to 1,000 accounts. Even if the economy was healthier, the selling environment is always fluid-and it’s critical for sellers to stay informed on their most important accounts. In this economy, change can happen to your book of business faster than ever. Here are six recommendations they have for any salesperson using Sales Navigator in today’s tough economy: Tip #1: Upload your book of business into Sales Navigator. Meaning, few people have as much exposure to the deep sales platform as they do. And they also advise their clients on how to best use Sales Navigator (while learning a lot from them, too). These are people who spend all day, every day, using Sales Navigator to sell… Sales Navigator. To help with that, we asked some of the highest-performing sellers at LinkedIn Sales Solutions how they’re using it right now. In response, sellers are looking to get the most out of their tools – including Sales Navigator. We’re all feeling the effects of the current economy – budgets are being cut, sales cycles are getting longer, and buying committees are becoming bigger.
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