Overview of LinkedIn Sales Navigator for Professional Services

1. LinkedIn Sales Navigator Overview Kathryn Dobkin Product Consultant, LinkedIn Sales Solutions

2. Type questions into the Q&A panel Housekeeping Download Resources from Library

3. Getting started with Sales Navigator Buying Landscape Today LinkedIn for Sales Success Sales Navigator: Focused, Informed, Trusted Q&A

4. The buyer’s process has changed 7 75of B2B buyers use social networks to research products % 90of decision-makers say they never respond to cold outreach % key influencers in B2B buying decisions Increasingly complex Increasingly social Increasingly cautious

5. How are your account teams adapting to this new normal? Looking for one all-powerful decision maker? Relying on the buyer to inform you on key updates? Cold-calling prospects like they’re just a name in a database? Are you still:

6. Focus on the right people and companies Stay informed on key updates at your target accounts Build trust with your prospects and customers Welcome to the New World of Business Development You need to:

7. 7 LinkedIn has a wealth of information on the target people and companies with whom you want to build relationships 400M+Members worldwide 7M+ Global companies 159M Monthly unique visitors 2B+Updates per Week

8. Today: your personal network All that LinkedIn has to offer YOU Just what you need for sales To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience

9. Sales Navigator makes it simple to establish and grow relationships with your targets Relevant news LinkedIn’s network data Your accounts, leads & preferences Sales Navigator

10. Focus on the right targets and client accounts •  Lead Builder •  Lead Recommendations •  Saved Leads

11. 11 Focus on the right targets and client accounts Renewable AND energy Arizona Finance x x

12. Focus on the right targets and client accounts

15. Stay informed on key updates at your target accounts •  Sales Updates •  TeamLink •  Introductions

16. Stay informed on key updates at your target accounts

17. Stay informed on key updates at your target accounts Desktop Email Mobile CRM

18. Stay informed on key updates at your target accounts

19. Build trust with your target prospects and clients •  Introductions •  InMail with Profile Insights

20. Build trust with your target prospects and clients

21. Build trust with your target prospects and clients

22. Our sales reps rave about how their prospects actually respond to them on LinkedIn, where an email would likely be ignored. 22 Social Media Marketing Manager, XO Communications

23. Focus on the right people and companies Stay informed on key updates at your target accounts Build trust with your prospects and customers Find the right people quickly and easily Receive recommendations on leads to contact Access more people at your accounts Stay up-to-date on the people you’re interested in Be informed of what’s happening at your accounts Research prospects wherever you work Engage with prospects and customers through your company Build your professional reputation Reach prospects outside of your network Sales Navigator is your partner throughout every stage of relationship development