In the past, selling has involved building a rock-solid relationship with one key decision maker. However, in today's social selling environment, developing a relationship with a single person is no longer sufficient. According to Demand Gen Report’s 2014 Buyer Behavior Survey, 34% of buyers noted a yearly increase in the number of people involved in purchasing decisions. For this reason, relying too much on one relationship is risky. Join us for this webinar as we dive into how to sell to multiple decision makers. Presented by: Mac Witmer, Relationship Manager, LinkedIn Sales Solutions

1. How to Sell Into Multiple
Lines of Business
Mac Witmer
LinkedIn Sales Solutions
Relationship Manager
Thursday, 8th October 2015

2.  Why Multithread?
 The Different Structures
 Using Sales Navigator to Multithread
 Final Thoughts
Agenda

3. 3
5.4
people are now involved in the
average B2B buying decision
Corporate Executive Board 2013 – Winning The Consensus Purchase
There are how many
Decision Makers now?

4. One Buyer
Many
Voices

5. One Account
Many Buyers

6. 6
380,000,000
Members

7. 7

8. ORG CHART CUSTOMIZEFIND

10. 10

11. 11

12. Start Socially:
Quick Pitch:
Call to Action:
Customized InMail Outreach

13. More likely to
engage through
warm introduction
5X
Lessons learned
1. Leverage your Existing Relationships
2. Seek to Educate
3. Convert Contacts into Relationships