“First I determine who I should target, including the account and the person,” he said. James Hamilton, an Account Executive at LinkedIn Sales Solutions, follows a three-step framework when prospecting into a new organization. But it’s a challenge to get someone who might not have heard about your product to agree to meet, since they lack the trust. The goal of prospecting is to book the first meeting. The 4 R’s of Prospecting: The right account, right person, right message and right time.
For those who might not know, Sales Navigator is a deep sales platform with access to over 950 million members globally that sellers can use to prospect the right leads at the right accounts.
#LINKEDIN SALES NAVIGATOR DEMO HOW TO#
In this article, five LinkedIn sellers share their advice on how to prospect more effectively using Sales Navigator. For sellers looking to generate more pipeline to hit their quotas, prospecting has become more important – and more difficult – than ever. In this panel led by Erin Mathurin, Director, Head of Global Accounts, North America, at LinkedIn, you’ll learn how Emma McGuigan, Senior Managing Director, Enterprise & Industry at Accenture and Daniel Shapero, Chief Operating Officer at LinkedIn, are utilizing the deep sales approach to increase both market share and market performance.Companies have transitioned from a growth-oriented mindset of the “roaring 2010s” to safeguarding their customer bases at all costs. In this discussion, Gail Moody-Byrd, VP of Marketing for LinkedIn will explore how we all need to adapt with Matt Dixon, Founding Partner, DCM Insights and coauthor of The Challenger Sale and The JOLT Effect, and Aneesh Raman, VP of Communications at LinkedIn.ĭeep Sales Approach: How LinkedIn and Accenture Win in the New World of WorkĪt LinkedIn, we believe that the deep sales approach-or a relationship-driven approach that leverages upfront research and actionable insights to drive results-will separate the winners from the losers in this new sales era. An uncertain economy, the emerging importance of AI, and increasing pressure for sellers to generate more revenue with fewer resources, are all factors that are forcing us all to sell differently. We Have Arrived: The Future of Sales is Nowī2B sales is at a critical inflection point and what got us here-won’t get us there. What’s the best path forward? Join us next Tuesday for two 40-minute sessions that cover exactly that. In this session, join Neil Khare, Director of Product Marketing at LinkedIn, Monica Lewis, Senior Director of Product at LinkedIn, and John Barrows, Chief Executive Officer at JB Sales, to get an exclusive peek into what's next for Sales Navigator.ī2B sales is at a critical inflection point and what got us here won’t get us there. In this discussion, Mark Hocking, Vice President, Sales & Marketing Group, GM Sales Excellence at Intel, Tomer Cohen, Chief Product Officer at LinkedIn, and Monica Lewis, Senior Director of Product at LinkedIn, explore GAI’s impact on the future of commerce, what that means for the sales profession, and how LinkedIn is incorporating AI to augment the power of salespeople. The sessions are:īusiness in the age of AI: How GAI will revolutionize the world of sales What kind of impact, exactly? Join us for two 30-minute sessions next Wednesday to find out. And, well, it’s going to have an impact on Sales Navigator, too. Generative AI is going to have a dramatic impact on sales.
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