LinkedIn for Sales

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

Sales teams on the 1st of the month: very demure, very mindful   Sales teams on the 30th: 😵💫

One thing successful sellers know is that it’s all about building relationships. 🤝 But that no longer means just attending in-person trade shows or scheduling face-to-face meetings. Kaaren Hamilton and the Hyatt Hotels Corporation team knew that they had to upskill their digital selling techniques, so they harnessed the power of Sales Navigator to modernize their tactics while maintaining their relationship-driven philosophy. With Sales Navigator, their team could … ▶ Target key contacts ▶ Maintain a personalized approach ▶ Build long-term relationships well before there was a buying need The results? Game-changing. Within a few months, they garnered … 📩 6,200 saved leads 🙋 2,600 new connections And with a full year of using Sales Navigator, sellers were able to 3x their ROI. Want to learn more about how Hyatt’s sales team is using Sales Navigator to enhance their sales operations? Check out the full case study. 👇 https://lnkd.in/hyatt

For Andrew Gray, Head of Revenue Enablement at Sanity, Relationship Map is a key tool to help his sellers multi-thread and close deals. Here’s how one of his sellers recently closed a deal using Relationship Map. ⤵ “One of our reps in EMEA had built his Relationship Map in Sales Navigator, screenshot it and put it on a deal review. He was able to see where he was lacking relationships, what he was missing to be multi-threaded, where he needed more exposure – everything that’s key for relationship mapping,” said Gray. What surprised Andrew about the Relationship Map was that his seller was able to build it directly within Sales Navigator. “Normally our sellers build out some sort of relationship map inside of Excel, a Miro Board, Google Drawings, or some other application. But the fact that he was able to do this inside of Sales Navigator made me think this should be our new standard moving forward.” After using Relationship Map, the seller focused his efforts on the missing key relationships that could help him close the deal. He then used LinkedIn to get an introduction to a key contact who was a champion for moving that deal forward. And best of all, that seller closed the deal a few months later. “Would he have won the deal without the Relationship Map? Maybe.” Gray reflected. “But do I know for a fact that he sat and looked at his Relationship Map, and used it to map out a strategy that ultimately won him that deal? 100%.” Learn more about Relationship Map here: https://lnkd.in/RelationshipMap #SalesNavigator #sales #B2Bsales

What’s Chris Kowalewski's top priority as the Chief Growth Officer of Compass Group? It’s not sales. It’s retention. He doesn’t mean their client retention rate (which sits at a very impressive 97%) — but the retention of his people. Because to Chris, people are the key to Compass Group’s success. Read more about Chris’ laser focus on his people, how he stays focused and balanced, and the way that he’s approaching AI and the future of B2B sales in our latest How I Sell newsletter.

Who's the goat of your sales org? 🐐 Tag the team member you would give gold to in the comments below and share why.

How did Asad Ahmed and the Hyatt Hotels Corporation team 3x their ROI in one year? By harnessing the power of Sales Navigator to centralize their digital selling capabilities and build valuable relationships at scale while maintaining the personalized approach that is so important in the hospitality industry. Check out the full case study 👉 https://lnkd.in/hyatt #B2BSales #SalesNavigator

They're all important, but which one do you think has the most impact? 📈

Don’t know who to prospect to today? 🤷♀️ It’s a hard question to answer without help. Of the hundreds of people you could reach out to, who are truly worth pursuing? 🤔 Well, Social Selling Guru Brynne Tillman has you covered. In the 90-second video below, Brynne shares three auto-generated lists in Sales Navigator that highlight top leads based on your target persona and connections. 🎯 Go make it happen. 👊 #B2BSales #SalesNavigator

The enterprise sales team at Globality, Inc. used to spend hours manually updating contact roles in Salesforce to prepare for deal reviews. With many of their prospective customers' product demos involving 50-80 participants, they needed a way to better visualize the buying committees. So they turned to Relationship Map. Here’s how Globality’s Director of Revenue Operations Elaine Li was able to turbocharge her sales organization's productivity. ⤵ “Previously we’d instructed our sellers to map out each of the contact roles into Salesforce to foster the relationship and successfully close the deal,” says Li. “As you can imagine, manually identifying and mapping so many key contacts is cumbersome and detracted from crucial activities and regular deal reviews.” For Elaine, Relationship Map allowed her team to map out all of the key contact roles in Sales Navigator, and use LinkedIn data to make sure they were up to date. One of her favorite parts of Relationship Map is that it can be added into Salesforce via Embedded Experiences. "Previously, we'd screenshot Relationship Maps in Sales Navigator and insert them into PowerPoint during deal reviews, as not all executives had Sales Navigator," Li recalls. "Now, with Embedded Experiences, we can review Relationship Maps in Salesforce live during key meetings." Elaine highlights that while other tools offer similar relationship mapping functionality, it’s the power of LinkedIn data that makes them a must use for Globality. “With LinkedIn, everything is up to date. You know when people get promoted, change teams, or leave the company. These are the insights no other tools can provide.” Learn more about Relationship Map here: https://lnkd.in/RelationshipMap #SalesNavigator #sales #B2Bsales