The way financial services professionals drive new business opportunities has changed as cold calls and email blasts are a thing of the past. There is now an easier and more efficient way for financial services professionals to leverage LinkedIn to develop new business opportunities, build relationships, and drive revenue.
In this webinar, you’ll learn:
• How to use Sales Navigator to find and engage with your decision-makers and track existing relationships
• Advanced strategies to help deepen relationships with existing clients, uncover new prospect accounts and drive new revenue
• Best practices on how to use Sales Navigator day-to-day to prospect, manage accounts, drive and encourage adoption
8. 75%
of your audience now uses
social media to conduct
research
IDC 2014 – Social Buying Meets Social Selling
Network
referrals
White
papers
Company
websites
Blog
posts
Company
pages
Your
target prospects
Social
relationships
FACT: Your target audience relies on social media when
determining their needs from the financial services industry
8
9. 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
X
X
X
Your
prospects
13. 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?
21. 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 Health
Check & 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.
22. 22
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
23. 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
24. How do you compare against your competitors?
Weaker
social selling
Stronger
social selling
118
Peers:
of
• Company A
• Company 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.
26. 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/
Editor's Notes
Presenter Notes:
Let participants know where the green check and red x buttons are and how to access the Participants and Q&A panels when you are sharing your browser or desktop. You can start by asking participants to hit the green check if they can hear you and see the slides okay. Another exercise you could try is to have participants chat in their role and/or where they’re from.
WebEx tools overview
Interactivity exercises
Sample Script:
Please use the Q&A box on the right of your screen to send any questions you have. We have question managers on the line to help answer your questions and will have time for Q&A at the end.
Hire: Hiring at massive scale
Market: The most effective way for marketers to engage professionals
Sell: Connecting buyers and sellers to create meaningful relationships.
DAN
LinkedIn is a really powerful tool for sales
However, free LinkedIn is focused on your personal - not business - growth
To really tap into the power of LinkedIn, you need to expand your access to the broader LinkedIn network. With free LinkedIn, you only see 1/50th of what you could see with a premium license.
And you also need to tailor your experience to just the information relevant to your sales role. 50x as much data is great, but can be overwhelming if not focused on what you care about.
We discussed that Sales navigator will help your reps be FIT (Focused, informed and trusted) and here’s how:
Focus
FIND: Premium Search, Saved Search
RECEIVE: Lead Recommendations
ACCESS: Extended network visibility
Stay Informed
Stay up-to-date: Saved leads, sales updates on leads
BE INFORMED: Saved accounts, account pages, sales updates on accounts,
RESEARCH where you work: Email updates, CRM widgets
Build Trust
ENGAGE: Teamlink, warm intros
BUILD: Premium profile, WVYP
REACH: InMail
Adoption
Usage reporting
Admin controls
Learning Center
This product helps you be FIT - focused, informed, and trusted - while you build relationships with prospects and customers. But what does each of those mean as you use the tool day-to-day?
Focus
Find the right people faster and more easily
Premium Search, Saved Search
Receive recommendations on leads to contact
Lead Recommendations
Access more people at your accounts
Extended Network Visibility
Stay informed
Stay up-to-date on the people you’re interested in
Saved Leads, Sales Updates on Leads
Be Informed on what’s happening at your accounts
Saved Accounts, Account Pages, Sales Updates on Accounts
Research prospects wherever you work
CRM Widgets
Daily Insights Email
Build trust
Engage with prospects and customers through your company network
TeamLink, Warm Intros
Build your professional reputation
Premium Profile, Who Viewed My profile
Reach your prospects directly and credibly
InMail
Adoption & reporting solutions
Usage Reporting
Admin controls
Learning Center