LinkedIn Sales Solutions

Generative AI helped LinkedIn Relationship Manager Morgan Hammer close the biggest deal of her career.   A step back. This past July, Morgan was given the uncrackable account. For years, it was flagged as an account that could – and should – grow. For years, seller after seller couldn’t grow it.   Morgan knew the only way she could break that trend was to find a great hook.   Enter, Account IQ.   For context, Account IQ is Sales Navigator’s first Generative AI feature. In a click, it provides a comprehensive snapshot of an account, including its strategic priorities and executive team, saving you hours on research.   When Morgan looked at the Account IQ summary for this account, two things immediately jumped out:   ✅ They had just brought in a new executive. ✅ That executive was focused on AI and their sales reps selling a larger portfolio of products.   That was exactly the hook she needed. Morgan used those two inputs to build a case around how her solution was AI-forward and could help enable sellers to sell a wider portfolio of products.   The executive was impressed. Six months later, that account’s investment grew 50x. 50x!   “Sometimes as a seller we just need to find one big pain,” Morgan said. “And that’s exactly what Account IQ did for me.”   Discover how Account IQ can transform your sales strategy and uncover untapped opportunities like it did for Morgan in our article below.   #sales #SalesNavigator #AI

Most salespeople are already using AI – shamefully. And that’s not good for sales teams. That was one of the biggest findings in a new report from LinkedIn and Microsoft on AI at work. The report found: ▶ 75% of professionals are already using AI at work. ▶ 53% of professionals are afraid to admit it, because they are worried it makes them look replaceable. The latter stat is worrying, because the truth is using AI at work is a skill all professionals should be learning – particularly salespeople. Used correctly, it can help a salesperson become more efficient and productive. In other words, there should be no shame with AI. Sales leaders – here’s how to respond: 1️⃣ Outline what is and isn’t okay for AI. For example, maybe it’s great for research, but you don’t want sellers using it to generate their emails to clients. That way, your sellers can use it without shame. 2️⃣ Encourage experimentation, and scale what does work. Once you set the ground rules for how you want your sellers to use AI, it’s time to unleash them and open up the dialogue. What’s working? What’s not? Encourage your field to share their wins and losses. From that, you can scale the winning best practices, while revising your ground rules based on what isn’t working. 3️⃣ Your buyers really, really want help here, so lean in if you can. 79% of business leaders know that AI is critical, but 60% don’t feel confident in their current strategy. This is an opportunity, as nothing is more universally top of mind for leaders everywhere right now than determining an AI strategy. How does your solution help? Do your reps have an AI narrative? Can they speak to how your product is being transformed by AI? The better your team can tell that story, the more influence they’ll build in the organizations they are selling into. Learn more about how AI is changing the world of sales — and how to adapt — in our latest blog: https://lnkd.in/AISales #AI #Sales #B2BSales

"With an embedded experience, we’re truly able to define a delightful experience for our sellers so that they have everything they need in one single place before initiating that outreach" - So says Victor Weilin Liu, Sr. Director of Product Management at Salesforce. But what IS an embedded experience? 🤔 Tune in to our show on Thursday to find out! LinkedIn sales experts will be discussing the latest #SalesNavigator CRM integration features with Victor, and why they matter to sellers everywhere. Sign up here: https://lnkd.in/eDh-xKvd

👟👟👟 Motivation Monday! We’re here for it and so here are some words of wisdom to start your week off right: “If you’re not doing your research and bringing insights to the table that get the client to think differently, then you’re not getting asked to the table anymore.” -JB Sales CEO John Barrows Buyers agree! In our research with Ipsos we found that: ▶ 88% of B2B buyers are more likely to consider a product or service if a seller understands their business challenge.  ▶ 41% even say that it even increases their likelihood of making a purchase. Bottom line — people buy from people who deeply understand their problems and can show them a clear path for solving it. To learn more about what buyers want from sellers, dive into our Deep Sales Playbook for in-depth insights and strategies 🔐: https://lnkd.in/DSP #LinkedIn #Sales #B2BSales

How I use Sales Navigator to generate millions in pipeline. If you follow this process, the meetings will start to pour in. Today I want to walk you through Relationship Explorer. Let's say I am a Account Executive at Champify. I focus on three target personas: • CRO • Director of Sales Development • VP of Sales At the beginning of every quarter, I’m given a new list of key accounts to break into. I typically sit down every morning and spend an hour prospecting. This week I’ve narrowed down one account, Slytherin, that would be a fantastic opportunity if I could close it. My best chance at penetrating this account is to go beyond shared connections to find hidden allies or someone already familiar with me or my company. These hidden allies could help expand my relationship footprint. I know Relationship Explorer in Sales Navigator can help me do just that, find the best path and any hidden allies in the account. I visit the Slytherin page in Sales Navigator and see that it’s surfaced 8 of the top individuals that might be relevant for me, based on the Sales Persona I’ve built out. I see that Snape, the CRO at Slytherin, has an Executive TeamLink connection to my CMO. I plan to reach out to my CMO and ask for an introduction! I know multithreading is critical to lowering the risk that a deal does pan out if my point of contact leaves the company. (We want deal insurance people) Since that’s the case, I also want to see if I can engage with the Director of Sales Development, as I expect they would be the primary buyer, and they may be my advocate in the deal. Using the Director+ Persona I’ve built out, I see that Draco is the Director of Sales Development and was a past customer in his previous job! This allows me to look in our CRM to find any details I can from the last time he was a customer, and I reach out with those details. Leverage the insights to break through the noise. P.S. Are you running your Sales Navigator strategy like this?

Let's be real... There’s just not enough time in the day to prepare for every sales call. ⌛ We understand. That’s why we built Account IQ in Sales Navigator. With it, in a click, you get all the critical information about an account like: ▶ how it makes money 💰, ▶ its strategic priorities 🎯, ▶ its biggest competitors 🏆, and more, so you can show up well for every call. But don’t take our word. Here’s what Sanity Revenue Enablement Leader Andrew Gray said about it ⤵ "Account IQ is one of my favorite things to come out in Sales Navigator in a long time. It allows my SDRs and AEs  to quickly understand whether each account they are going after is an ideal customer for us, without having to waste time searching through other 3rd party tools to confirm.” Learn more about it here: http://lnkd.in/AccountIQ #Sales #B2BSales #SalesNavigator

Most B2B salespeople use LinkedIn to help them sell. So how do you stand out on it? 🕺 You use LinkedIn Sales Navigator as well. Case-in-point: sellers who use Sales Navigator make 4x more decision-maker LinkedIn connections and win 31% more deals than sellers who don’t. 💸 How do you use both together? In the video below ⤵, LinkedIn Relationship Manager Karam Virk gives three tips for fellow sellers to maximize the value of this dynamic duo. They are: 1️⃣ Set yourself apart by being a consistent presence on LinkedIn. People buy from people they trust. So use LinkedIn to become a trusted partner by showcasing your expertise, nurture connections, and position yourself as a thought leader with engaging posts. 🔈 2️⃣ Leverage Sales Navigator as your lead generation machine. Sales Navigator offers 30+ Advanced Search features that let you zero in on your absolute best leads. An example – in a few clicks, find all the NYC-based HR leaders who recently changed jobs and were past customers of your solution. 🎯 3️⃣ Research your Accounts and Leads on Sales Navigator so you can send messages that really stand out. Using Sales Navigator, see who your leads are connected to, how long they’ve been in their role, and what their posting on LinkedIn about. And then, jump over to Sales Navigator Account IQ to see what’s top-of-mind for the organization they work for. 👀 🥜 In a nutshell: Lots of sellers have a strong LinkedIn presence. Stand out from the pack by coupling that strong presence with the insights Sales Navigator provides to connect with the people who matter most to you. 🤝 #Sales #SalesNavigator #B2BSales

Do you use both Sales Navigator and Salesforce? Then we have a webinar show just for you! Heard of CRM Embedded Experiences? You can now access Sales Navigator insights without ever leaving your Salesforce CRM, providing real-time updates right when/where you need them, and helping you build stronger relationships and close deals faster. Join us on June 13th as we bring you exclusive insights from sales experts Erin Mathurin and Taylor Lewis from LinkedIn, alongside Victor Weilin Liu, Senior Director of Product Management at Salesforce. Join us to learn how this integration will revolutionize your sales processes! Reserve your spot today: https://lnkd.in/eAprDVZq As Peter "P.J." Paland, GTM Enablement Program Manager at Contentful, shares: "We decided to adopt Embedded Experiences, specifically for Relationship Map, as we were deprecating our previous account mapping tool. Embedded Experiences came just at the right time for us and it’s allowing us to double down on our existing tools - Sales Navigator. Our team loves Sales Navigator and finds it very convenient that they don’t need to switch to another window to begin leveraging Sales Navigator's features and insights in our CRM. It’s phenomenal.” #Salesforce #SalesNavigator #CRMIntegration #SalesSuccess #CRM #EmbeddedExperiences #LinkedIn

Darren McKee is on a mission to prove that you don’t need a college degree to build a successful career in sales (or anywhere). “What drives me most is advocating for others that have the same non-traditional path that I did,” Darren said. “I always knew college wasn’t going to be for me. I knew I didn’t want to go that route, but I also knew it was going to be a hell of a lot harder without it. And so how can I be someone that says to those individuals, ‘Hey, there is a path. You don’t need a 4.0 GPA and to graduate from a four-year college to be successful in business. Does it help? Sure – but there definitely are other ways’.” Well, he’s not just talking-the-talk. Darren is walking-the-walk by building an incredibly successful career in sales, both working for companies and himself. Discover how he’s achieved this – from his specific discovery questions to his smart use of Sales Navigator and innovative prospecting strategies – in one of our most value-packed How I Sells to date. Read more about Darren's journey and get actionable insights below 👇 #sales #B2BSales

One of the most underrated sales skills: Effective list building👇 Your ability to build a high quality lead list can make or break your prospecting results. • Your dial to connect ratio • Your conversation to meeting ratio • Their propensity to buy your solution all depend on the quality of your list. Here are 5 Sales Navigator filters for better lists: 1. Changed jobs → open to explore new tools 2. Following your company → potential champions 3. Past colleague → best way in via referral or intro 4. Mentioned in the news → personalisation for execs 5. Posted on LinkedIn → nurture via likes & comments If you cross-filter these with your • ideal buyer persona (function, seniority, title) • Tier 1 and Tier 2 target account lists you have a well oiled machine to build killer lead lists on autopilot. What's your best tip for list building?👇 PS: Learn my entire prospecting system in a FREE 2-hour video training: https://lnkd.in/gTbPiShP