Commercial Banks Leveraging LinkedIn for Lead Generation

©2013 LinkedIn Corporation. All Rights Reserved.

Sales Navigator

Stephanie Diec Account Executive

LinkedIn Sales Solutions

Cold calling is time consuming, painful, expensive…

…and it doesn’t work

LSS 2 ©2013 LinkedIn Corporation. All Rights Reserved.

97% Of the time cold

calls do not work *7% worse every year

since 2010

Corporate Executive Board 2012

Connect & Sell 2012

IBM Buyers Preference Study 2011

The world and buyers have changed What once worked, will not work anymore

LSS 3 ©2013 LinkedIn Corporation. All Rights Reserved.

75% 57% B2B purchaser

influenced

by social

Buying decisions

are made before

sales rep involvement

Corporate Executive Board 2012

Connect & Sell 2012

IBM Buyers Preference Study 2011

©2013 LinkedIn Corporation. All Rights Reserved. 4

So what is Social Selling? Leveraging social media to connect with prospects and customers in a meaningful way

LinkedIn’s Mission: Turn relationships and information into business opportunities.

Targeted

Search

Social Profile

Warm Introduction

Sellers that utilize social media are more successful

5 LSS ©2013 LinkedIn Corporation. All Rights Reserved.

Lead

with insight Use social media

as critical channel

Personally own

lead generation

Reps using this are 30-40% more successful

Sales Navigator

How How do I get

a warm intro?

LSS 6 ©2013 LinkedIn Corporation. All Rights Reserved.

+225M members

+2B member updates

per week

Billions connections

LinkedIn Sales Navigator defines social selling

What What to

talk about?

Who Who are the

Right People?

Who: The people you need to reach – and the people

that influence them – are on LinkedIn

©2013 LinkedIn Corporation. All Rights Reserved. 7

7.1M +

decision makers in

the US

12.5M +

people who influence decision

makers in the US

Owners, CXOs, and Partners VPs, Directors, and Managers

Who are the right people?

I found 198,516 LinkedIn members who work in the

Buffalo area.

By using the premium search filters, it gets

much narrower… to 20,174 decision makers

Find Prospects 1

Brian

Identify Key Decision makers 2

Buffalo/Niagara, New York Area × Reset

Buffalo/Niagara, New York Area × Reset Owner × Partner × CXO ×

I can further drill down with additional search criteria to a

manageable list of 55 prospects.

Buffalo/Niagara, New York Area ×

Industry: Accounting Company size: 51 - 200 Reset

Owner × Partner × CXO ×

× × Zip code: 14216 ×

Who are the right people?

LSS 9 ©2013 LinkedIn Corporation. All Rights Reserved.

Identify Key Decision makers 2

Brian

With free LinkedIn I can only see my personal network

With Sales Navigator I can see 30x more in my 3rd degree

What to talk about?

LSS 10 ©2013 LinkedIn Corporation. All Rights Reserved.

Discover Actionable Insights 3

Brian

How do I get in?

Brian

5

Find a common connection

This profile fits all my criteria, and has a connection

to someone in our NYC office

I have a meeting set up for Tuesday!

LSS 11 ©2013 LinkedIn Corporation. All Rights Reserved.

4

Asks teammate for an introduction

In users’ own words: Sales Navigator has been a

valuable tool for prospecting

LSS 12

“I found that my target knew one

my past colleagues. I used that

connection to get a warm intro

and was able to get a conversation

going. I think that connection made

all the difference.”

“When prospecting for an

account, I have found all

the relevant decision

makers.”

“I have set up three key

meetings through LinkedIn

and will be targeting more

influencers soon.”

LinkedIn Sales Navigator

LSS 13 ©2013 LinkedIn Corporation. All Rights Reserved.

Who Who are the

Right People?

What What to

talk about?

How How do I get

a warm intro?

• Lead Builder

• Premium Search

• Search Alerts

•Alerts

• Who Viewed My Profile

• Full Profiles

• TeamLink

• InMail

• Introduction Requests

Website: http://sales.linkedin.com

Slideshare: http://www.slideshare.net/linkedin-sales-solutions

Twitter: @LinkedInSelling

LinkedIn Group: LinkedIn Sales Solutions