LinkedIn Sales Solutions’ Post

As my friend John Konynenbelt used to tell me, "Right time, right place, often enough." Sales Navigator makes it extremely easy to keep track of key stakeholders when they change companies, get promoted, or start their own firm! Thanks for the great video Jake Dunlap!! 😎 LinkedIn Sales Solutions #deepsales #b2b

LinkedIn keeps talking about 'Deep Sales', but what does it actually mean? 👇🏽 Coined in the Spring of 2022, Deep Sales is a category of software within the sales intelligence space that solidifies the notion that Sales Navigator is highly differentiated from other sales tools because of its capabilities, fueled by the powerful data and signals provided by the unique LinkedIn platform. Deep Sales is also an approach consisting of 3 habits that are directly and quantifiably correlated to a higher chance of a seller reaching target. 1. Prioritize high potential accounts 2. Identify and build key buyer relationships 3. Find hidden allies and timely intel for relevant outreach. Sellers who exhibit most, if not all, of these behaviors routinely excel within their sales organizations as 'top performers', or what LinkedIn call 'deep sellers'. The sellers who do the least of these behaviors are low performers, or 'shallow sellers'. #linkedin #deepsales #b2bsales #salesintelligence

🤝 Newsletter - A Career in Sales? 🤝 Ever wonder what’s needed to become a leading salesperson? The first step to a career in sales is getting your foot in the door which involves knowing exactly what a leader looks for during the hiring process. So, in this issue of the Accelerate Newsletter, we’ll give you the lowdown on what it takes to start a booming career in sales. 🔎Pushing Sales Productivity: A Sales Enablement Strategy That Does More With Less by Haley Katsman on Highspot. 🚶6 AI Hacks for Inside Sales Reps [ Easy Steps] by Aimee del Principe on HubSpot. 💪5 Ways Sales Acceleration Empowers Your Team for Revenue Growth by Brandee Sanders⚡️ on Revenue.io. 🔁Aligning Your Sales Process to the Buyer's Journey by Amanda Meade on The Center for Sales Strategy. 📚The Skills Sales Leaders Want Most – And How to Learn Them by Paul Petrone on LinkedIn. Brush up on your sales skills, and an illustrious sales future awaits! #growthhacks #salesskills #newsletter

Following the last post, January being the high peak when DMs change jobs... There is an opportunity in everything and leveraging the potential of new hires is important! Why? Sales Navigator datat reveals that individuals who've started a new job in the past 90 days are 62% more likely to accept InMail. Even those promoted or transferred within the same company show a 51% higher likelihood. #sales #salesnavigator #linkedin https://lnkd.in/eUVE_dQp

Like many of us on LinkedIn, we're often inundated with sales tips ranging from the outdated to the overpromised quota miracles. While I can't promise miracles, I wanted to share three strategy shifts that have consistently helped me exceed my quota over the past year: ▶ Shift from Feature to Problem Focus: Rather than listing product features on cold calls—information prospects can easily find online—I focus on truly understanding their unique challenges and whether we could help. This approach builds comfort, allows for crucial information gathering, and establishes rapport effectively. ▶ Selective Outbound Investment: I refine my client outreach based on our ICP, specifically targeting engineering leaders from Senior Manager to VP. This strategy aligns with our most successful deal patterns, ensuring early involvement from decision-makers who are invested in the outcome. ▶ Creative Prospecting: Beyond the usual tools, I make sure to assess our potential value addition before beginning outreach. For my role, considering factors like department headcount, current tools, team members' technology experiences, and identifying the right contact points have significantly enhanced the impact of my outbound efforts. These strategy shifts have been a game-changer in how I approach sales, making my process smarter, more focused, and more effective. What’s working well for you guys that I should give a try? Bonus 💎 - Here's a framework that has worked really well for me: “Hi [Name], in my discussions with [Target Audience] leaders about [Product/Service X], I’ve noticed their concerns typically revolve around [Challenge 1: e.g., lack of visibility] or [Challenge 2: e.g., seeking a cost-effective solution to consolidate]. Without making assumptions here, does your team face similar issues?” #sales #saassales #salestips #outbound #salesstrategy #salesdevelopment

Your past opportunities & customers are your future pipeline. LinkedIn Sales Navigator's lead list curation is a goldmine. Here are two system-generated lists to generate quick opportunities. 1️⃣ Contacts Who Have Left Open Opportunities 2️⃣ Past Customers at New Companies Sample messaging for each scenario.. 👉 "Hey, John. Saw you moved to XYZ company. Do you have similar initiatives as when we previously spoke? Let's connect!" 👉 "Hey, John. We worked with you at XYZ. At the time, you were experiencing (state problem) and we helped you (insert solution). Does this apply in your new role?" Relevance > Personalization Use 3rd party intent triggers to win your outbound. What intent triggers do you use to sell intelligently into accounts? #b2bsales #demandgeneration

"...just because new hires are more likely to talk to a salesperson doesn’t mean they’ll talk to you." Woof. That is real. Yes, we have seen the stats of folks responding when new in role, but how do we make that conversation meaningful to the next step? Appreciate how this article provides some ways on how to effectively connect with that new decision maker. Check it! #saleseffectiveness #sales #salesnavigator #accountmanager #businessdevelopment #decisionmaker https://lnkd.in/ehAvGrqm

I gave myself a booked meeting KPI last month & I'm doing it again in June. Here's why: 👇 Outbound is the hardest job at the company. I've given my AEs & SDRs booked meeting KPIs this year, so why shouldn't I also be doing it? How can I truly know what's working / what isn't, if I haven't tried it myself? Outbound is a team sport. Coach included. Here's how I'm doing it: 👇 I have a 20 hr internal meeting max per week. I have 2 hours blocked off for prospecting daily. I believe in myself. I believe in leading by example. I believe in learning by doing. And, I know that conversations are the only effective way drive future pipeline. Here's what I've learned: 👇 1. List building is a skill & it takes a lot of time. [Hire a list builder if you can] 2. In-person will always cut through the noise better than email will. 3. Calling works, and anyone who says otherwise simply isn't calling. 4. Referrals make the biggest impact, we should be doubling down here in every way. 5. Some of the outbound tactics I had set up for the team are time wasters and need to go. 6. I missed my KPI quota (same # as my AE's) by 1 meeting in May. I need to make a change so that doesn't happen again. How? Addressing the 5 learnings above & adding an addtl 30 min a day for prospecting. 10/10 recommend prioritizing this activity to all sales leaders in 2024. I think you'll be shocked by the results. #revenue #sales #eventtech

One of the biggest stallers of moving deals forward is when a decision-maker changes roles. LinkedIn Sales Solutions VP of SalesAlyssa M., summarized it well: “Today’s most successful salespeople understand that while one person may ultimately sign the deal, 10-12 people can derail it, so deep sellers leverage signals like when a decision-maker changes jobs to reach out and build new relationships and multithread deep and wide across accounts. That’s one way they stand out and minimize the risk of deals falling apart.” With that being said, here are six steps to find people who changed roles in Sales Navigator. Step 1: Open up Sales Navigator. Step 2: Go to a Lead Search. Step 3: Upload your account list using the "Account Lists" tab under "Workflow." If you don't have an account list, upload your book of business to import a list of up to 1,000 accounts with a CSV link. Step 4: Click on the "Changed jobs" filter in the "Recent Updates" section. Step 5: Add other filters like function, seniority level, geography, and industry to find your ideal clients. To simplify this process, leverage the "Personas" tab under "Workflow." Step 6: Click "Save search" to get notified of new results. By following these steps, you can receive daily or weekly updates when new decision-makers change roles! New leaders are often given the budget and authority to make new investments and have less attachment to the company’s existing suppliers. While this could derail your deal, if they are a previous user of your product, they could also move the deal forward. Stay proactive, build new relationships, and keep your deals on track! Below is an example of the search filters I would use for operations directors in the banking industry in EMEA who changed jobs recently. #linkedin #salesnavigator #b2bsales #selling #prospecting

In my career, I have been fortunate enough to work at three wonderful companies that created three uniquely thriving sales teams. Here are some learnings from many great reps, and many not-so-great reps. 1️⃣ Know Your Product Inside Out: In-depth knowledge of your software is non-negotiable. Understand its features, benefits, and how it solves your customers' pain points. Get your hands dirty by using it yourself! 2️⃣ Listen Actively: Effective communication starts with active listening. Create an understand your prospect's needs, objections, and goals before every interaction. Don't be quick to respond or react. 3️⃣ Build Relationships: Sales is all about building relationships. Invest time in nurturing your network, both with potential clients and colleagues. While we may not like to acknowledge it, Timing is the most crucial factor of all deals. 🔥 Let's ignite our sales careers together! Share your own tips and experiences in the comments, and let's inspire each other to reach new heights in the world of software sales. 💪 #SalesSuccess #SoftwareSales #SalesTips #CareerGrowth