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Pro Tips: LinkedIn Outlines the Benefits of Sales Navigator, and How Salespeople Can Maximize Their Presence

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LinkedIn usage is soaring, with the platform seeing ‘record levels of engagement’ for the last five quarters, and as economic activity begins to ramp up once again, in the gradual recovery from the pandemic, those usage rates are only going to increase, as professionals seek new opportunities, and brands look to connect with new talent to cater to demand.

But LinkedIn can also be a powerful platform for selling too, with many key decision-makers highly active in the app. If you’re a B2B business, in particular, LinkedIn offers strong potential in this respect – but it can also pose challenges in approaching users the right way, and pitching your products and services to the right people in the app.

LinkedIn offers solutions like its Sales Navigator platform to assist with this, but it does cost money, and it can be difficult to know whether it’s worth the investment for your business, and what sort of value salespeople can glean from the platform in this respect.

So how should salespeople be using LinkedIn, and should you be signing up to a Sales Navigator subscription to optimize your approach?

We recently put these questions to Mitali Pattnaik, the Director of Product Management at LinkedIn, to get her insights to help inform your on-platform strategies.

Q: LinkedIn is seeing engagement numbers go up across the platform, but what are the best ways for salespeople to tap into that activity and reach target buyers?

MP: With a wealth of information at their fingertips, buyers are researching products and solutions well before they consider purchasing, and oftentimes, they are turning to salespeople they trust for guidance on their purchasing decisions, even if the product is outside of that salesperson’s portfolio. 

So, if you find yourself writing an impersonal email or gearing up to call someone with no background information, put down the phone and reconsider your approach. To reach today’s buyers, you need to put their priorities front and center; get to know them and their challenges; and before you begin selling anything, start helping them to solve their problems.

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This is where LinkedIn is really adding tremendous value for salespeople today. As the largest B2B marketplace, we’re helping millions of buyers and sellers interact with one another in meaningful ways, not simply to sell a product or service, but to solve real business problems.

And, we know it’s working, as sales professionals are some of the most highly engaged people out of our 774+ million members, and they’re often turning to us for guidance on how to continue adapting to this virtual selling environment.  

Q: It seems like sales professionals could achieve everything they need to by just having a free LinkedIn account – or maybe investing in Premium – why should they consider investing in Sales Navigator?

MP: LinkedIn is a great way for sellers to research key accounts and prospects, craft personalized outreach, and develop and maintain relationships over time. But as sales organizations seek to better understand their top accounts, and deliver more value, Sales Navigator provides data-driven insights to help them make informed decisions.

Powered by the most up-to-date information on the world’s largest professional graph – information that members and companies are sharing and updating regularly – Sales Navigator provides customers with the ability to target the right decision-makers at the right time. And just today we launched a new Sales Navigator feature, ‘Account Buyer Interest’, which determines an account’s aggregate interest in the selling company’s products or services, which will help sales professionals prioritize the highest intent accounts and contact customers when their outreach is most likely to be well received. 

LinkedIn Account Buyer Interest

As the future of work begins to unfold, LinkedIn and Sales Navigator will become increasingly important for sales organizations. We’re in the midst of ‘The Great Reshuffle’, a moment of unprecedented change where employers and employees are rethinking how and why they work.

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As this shift continues, accurate data will be vital to sales organizations’ success, and we believe that sellers will increasingly rely on our platform to maintain close relationships with their accounts as buyers may be on the go to new career opportunities more than ever before. 

Q: What are some key tips for salespeople looking to leverage LinkedIn and/or Sales Navigator to engage with buyers?

MP: In 2020, we looked at how salespeople were using the platform in order to identify the most effective ways to engage with buyers, and of all the actions analyzed, we found that a primary determinant of salesperson success is having a complete LinkedIn profile.

The data indicated that having a complete LinkedIn profile could increase a salesperson’s chances of meeting or exceeding their sales targets by more than 2X, and it could increase InMail acceptance rates by as much as 87%.

LinkedIn State of Sales report

I also encourage all sales professionals to dedicate time to listen and understand buyers’ challenges before discussing a solution, and to leverage LinkedIn to learn more about their key accounts and trends in industries that they serve.

This upfront research is also essential for prospecting and making a first connection on LinkedIn. With Sales Navigator, customers can see all of their organizations’ connections so they can understand how they may be connected to a prospect and collaborate with their colleagues to facilitate an introduction. Additionally, key functionality like CRM sync makes Sales Navigator a key part of our customers’ sales technology stack. 

Q: Personal branding is another key element for salespeople – what are some key tips for how salespeople can enhance their personal brands on LinkedIn?

MP: One way salespeople can build their brands is to develop and share their own thought leadership content on industry trends.

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Our Global State of Sales data underscores the importance of trust, with 89% of buyers describing their sales representatives as “trusted advisors.” To help buyers solve problems and derive value from their solutions, sellers need to increasingly prioritize their role as a consultant, and have a pulse on their industry.

As a place where buyers and sellers connect, our platform offers many ways for sales professionals to share their unique perspectives and spark meaningful conversations.  

Q: What are some key buying trends that you’re seeing via LinkedIn?

MP: Virtual selling, which will evolve into hybrid selling as in-person engagements return, is here to stay.

71% of buyers say that they would like to work remotely half or more of the time in the future, and 55% of buyers have said that working remotely has made the purchasing process easier. As a significant shift from the ways sellers traditionally engaged with buyers, virtual selling requires a new set of skills with adaptability as one of the top skills. 

Additionally, relationships have never been more important in B2B sales, and at its core, our platform is about connecting with others and growing your network. Sales Navigator dives even deeper, building on the platform’s extensive ecosystem, to provide people-powered data and insights that enable sales organizations to focus on the accounts with the most opportunity, so that sellers can develop and grow relationships with buyers at scale.

You can check out the latest updates for LinkedIn Sales Navigator here.

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How to Conduct a Social Media Audit [Infographic]

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How to Conduct a Social Media Audit [Infographic]


It’s the beginning of the new year, which makes it a perfect time to review and refresh your social media profiles, while also establishing clear, data-backed goals and targets based on current performance.

When was the last time you did a thorough review of your social profiles and insights?

To help steer you in the right direction, the team from Emplifi have put together this guide to conducting a social media audit, and defining the key measurable for your social media marketing approach.

And while you’re likely aware of the importance of these steps, it’s handy to have them all in a one-page summary, while there may also be some elements that you haven’t updated in a while that need to be reviewed.

Check out the full infographic listing below.



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5 Trends that will Dominate Influencer Marketing in 2022 [Infographic]

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5 Trends that will Dominate Influencer Marketing in 2022 [Infographic]


Is influencer marketing part of your digital marketing strategy for 2022?

With the rise of more creative, more native-aligned platforms and spaces, brands are increasingly relying on influencers to connect with new audiences, while the growing use of AR and other new technologies also necessitates a familiarity with platforms that takes time and knowledge to maximize.

Influencers can be a great avenue in streamlining such process, but you have to know your audience, and what kinds of influencers they’re tuning into, in order to get the most out of your influencer marketing efforts.

To provide some more context on this, the team from SocialPubli has put together this overview of five key influencer marketing trends of note for 2022. And while these notes won’t address all of the info you need, they could help you formulate a better outreach strategy, based on the latest trends and shifts within the creator space.

Check out the full infographic listing below.



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Twitter Publishes New Industry Trend Reports Based on Rising Areas of Tweet Engagement

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Twitter Publishes New Industry Trend Reports Based on Rising Areas of Tweet Engagement


Twitter has published a new range of industry reports, based on rising trends, in order to provide more context as to the key elements of focus among its userbase in each sector.

The new trend reports, which Twitter’s collectively calling its ‘Birdseye Report’, were compiled by Twitter data partners, including Hootsuite, Meltwater, Sprinklr and more. Each partner took on a specific element of expanded Twitter conversation, giving each discussion and industry dedicated focus, providing in-depth insight into the latest key shifts in the app.

You can download all the Birdseye Reports here, but in this post, we’ll look at some of the key highlights.

First off, the reports are based on a range of key tweet trends over the past year.

Those trends include:

  • Digital First – Digital Ethics, Cyber Individuality and Metaverse dominated the technology conversation on Twitter
  • The Crypto Craze – “Crypto” mentions on Twitter increased 549% in 2021
  • Future of Sports – Tweets around the metaverse + sports rose 6,024%
  • Bring the Sweets Back – Conversations around nostalgia for sweets, chocolate and candy grew 55% between January and October 2021
  • Mental Health Matters – Monthly “mental health” mentions from 2019 to 2021 on Twitter grew 44.7%

As you can see here, you can select the specific sector report you want to read, all of which are available via email sign-up – though you can select not to have Twitter or the providing company contact you as a result of your interest.

Each report covers the top trends in each sector, based on tweet discussion, which points to rising areas of opportunity and focus for your tweet marketing.

Twitter Birdseye Report

As you can see here, the reports include both broad trend results, like these, highlighting bigger shifts in each sector, as well as more specific tweet engagement shifts, relative to key focus elements.

Twitter Birdseye Report

Those insights could help to shape your marketing approach, while each report also includes a range of more in-depth pointers and data points to help guide your understanding of what the Twitter audiences is most interested in. 

Twitter Birdseye Report

There are also demographic insights: 

Twitter Birdseye Report

As well as summary points for each, helping to ensure marketers can make the most of each report:

Twitter Birdseye Report

There’s a heap of great insight here, and if you’re working in any of the highlighted sectors, and are looking to improve your Twitter approach, it’s definitely worth downloading the data and checking out the findings.

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Even if you’re not looking to improve your Twitter strategy, it’s likely worth getting access to the insights and seeing what people are most interested in for each segment.

You can download all the Twitter Birdseye reports here.





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