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How Financial Services Professionals Leverage LinkedIn Sales Navigator


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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

Published in: Sales
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How Financial Services Professionals Leverage LinkedIn Sales Navigator

  1. 1. How Financial Services Professionals Leverage LinkedIn Sales Navigator
  2. 2. Type questions into the Q&A panel Housekeeping Download Resources from Library
  3. 3. Today’s Speaker: Introduction: Jaymie Brill Regional Sales Manager, Financial Services LinkedIn Sales Solutions
  4. 4. Billions of professional relationships 420M+ members 2B+ member updates per week LinkedIn: The World’s Largest Professional Network
  5. 5. Our mission Connect the world’s professionals to make them more productive and successful.
  6. 6. Hire Market Sell For Our Customers
  7. 7. The business environment has changed ©2012 LinkedIn Corporation. All Rights Reserved.
  8. 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. 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
  10. 10. Sales Benchmark Index FACT: 84% of new opportunities are started from a warm introduction 10
  11. 11. LinkedIn Sales Navigator ©2012 LinkedIn Corporation. All Rights Reserved.
  12. 12. 12
  13. 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?
  14. 14. The Homepage
  15. 15. 15 Sales Navigator Homepage
  16. 16. Start by identifying targets using Lead Builder and advanced search filters to build a prospect list within seconds
  17. 17. Create a targeted Lead List and then filter further based on more advanced search filters
  18. 18. 18 For the First time, get Signals/Insights on people you aren’t connected to on LinkedIn
  19. 19. SALES SOLUTIONS 19 Account Pages: Your GPS into companies and people you care about
  20. 20. Gain insights and engage from anywhere Desktop Email Mobile CRM
  21. 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. 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. 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. 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.
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  26. 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: • LinkedIn: