Sales Navigator Masterclass Series

A series of 12 expert designed webinars to help you understand and

leverage the platform better for your sales use cases
Sales Navigator Selling at C-Level, a sales strategy
Masterclass Series for reaching executive buyers
Episode: 6
19th March 2024, LinkedIn Sales Solutions Asia

Aditya Singh Tashia Pereira

Regional Senior
Sales Director, LSS Customer Success Manager, LSS
 Equipping you with the top 9 key habits to be a high performing sales rep!

Focus on the Accounts Identify Buyers When Go Beyond Shared Connections

with the Most Whitespace They’re Ready to Engage to Find Hidden Allies
Upload Your Book of Business Sell When Buyers are Ready Find Warm Paths In

Integrate your account list into Sales Navigator to Focus on buyers that are ready to make a deal Avoid cold calling & focus on the accounts
create efficiencies & unlock the most value. vs. of wasting time when buyers aren't in the market. where you have a warm path in.

Focus on Top Accounts Stay Up-to-Date Personalize Outreach

Focus on the accounts with the best opportunities, Always know what's happening at your accounts. Focus on building the right message for each buyer,
based on the relevant data for you. Missing out on big news can lead to missed deals. to be heard over all the noise.

Find the Right Buyers Discover Customer Insights Multi-thread

Research ahead of meetings, so time with customers is

The right buyer can unlock an account – Build a network of relationships at each key account,
spent on supporting their needs & uncovering
Focus on these quick unlocks to close deals. to help secure renewals, upsell & cross-sell.
opportunities.
Quick Recap from Masterclass 5
Powering Smarter Selling with Sales Navigator: The Art of Doing More With Less

Stay up to date with Track job changes Engage directly with

your customers across your book decision makers
Keep on top of updates & Proactively reach out to new Use InMail to engage directly
relevant content via your stakeholders and decision with your stakeholders
customised Sales Nav makers as soon as they
homepage change roles
Habit: Save leads across Habit: Set up saved searches to Habit: Add InMail to your
your book of business and track when new decision contact cadence to reach
build the habit of checking makers enter your book of decision makers directly.
your homepage alerts each business Research stakeholders to
morning increase your outreach
acceptance
 In Masterclass 6, you will learn…

• How to use Sales Navigator to gain business acumen, tie

your objectives to the buyer’s business issues and goals,
and explain the valuable impact of what you’re selling to
executive buyers.

• Discover how to identify opportunities and paths to C-

level connections

• Prioritize the right C-level executives to target

Masterclass 6
Selling at C-Level, a sales strategy for reaching executive buyers

1. Discover Customer 2. Multi-threading 3. Find Warm Paths

Insights In

Top sellers research ahead of Top sellers don’t rely on a top Top sellers identify best
time and optimize their down approach, but multi- strategic pathways and
conversations by tying thread into organizations for a opportunities to establish
objectives to buyer’s business bottom up approach relationships with C-Suites
goals concurrently

1) Account IQ
2) Relationship Explorer and Map
B2B selling is tougher than ever.

Decline in More complex Rise of “no

conversion rates and consensus-driven decision” losses
deal sizes selling

Sales professionals struggle to hit quotas and company revenue targets are missed.
Account IQ
in Sales Navigator
 76%
of top performers says they
conduct research all the
time before client outreach

Source: LinkedIn State of Sales 2022

LinkedIn Sales Navigator – Account IQ
Show up as a trusted advisor by deeply understanding accounts

Powerful account Up level buyer-seller Quickly prepare high-

insights conversation level account plans

Streamline account Have more productive Leverage unique insights to

research with one-click, conversations by plan what accounts to go after
generating company understanding strategic and begin shaping an account
insights more priorities, likely pain points, strategy
efficiently financials and what’s top-of-
mind for company leaders
Demo
Account IQ
 Demo Recap: Account IQ
Use our new Gen-AI feature to access an easily
digestible summary of key information about a
company.

Expert Tips!

• With Account IQ, qualifying and prioritizing accounts in your

Book of Business is easier then ever

• Pair this information with Company Insights, giving you a

holistic picture of the organization, key workforce data, and how
the largest parts of the business are growing or declining
 Approaching a prospect with LinkedIn’s systems

Targeting a Business/Financial enterprise

Names masked for confidentiality*
Taking client’s offerings through Linkedin Sales Solutions journey
Business Services

International Expansion

Corporate Services

Investor Services

Trust Services/Fund Administration

Strategic Business Advisory

International Expansion

HR & Payroll Services

Relationship Map
in Sales Navigator
 The reality is that the average sales cycle now requires 11+ people
But most reps are only connected to 1-2 people.

Influencer
Influencer Decision Maker
Ally

Leader
Champion
Key Decision
Decision Maker Maker

Seller Ally

Leader Champion

Gartner expects sales organizations who multithread to outperform competitors by 50%.*

Sources: Raconteur. (CEB, 2016; Gartner, 2019; Raconteur, 2022), Gartner 2023
LinkedIn Sales Navigator – Relationship Map
Chart your best path in, as a team with Relationship Map

Bird’s eye view of Better data for better

organization’s mapping
relationship
Have a clear strategy When a contact leaves your
multi-threading into an account, Relationship Map will
organization with automatically alert you, and
Relationship Map. allow you to add a replacement

Easily identify influencers

and champions to your
deals.
Demo
Relationship Map
Demo Recap: Relationship Map
Leverage Sales Navigator Data to build and
strengthen relationships, keep up to date and
collaborate across teams

Expert Tips!

- You can choose between Map and List view for

flexibility

- Assign roles and relationship strength to be on top of

each individual relationship with contact

- Working on a deal together? You can assign

responsibility for each contact to your team members
Relationship
Explorer
in Sales Navigator
Direct attempt in reaching a C-suite

7 days later
Leveraging Relationship Explorer to Find Hidden Allies
Power of Warm Introduction
 Identify Opportunities and Warm Paths you can take

C-Suites are
4x 92%
More likely to buy Trust referrals from
when referred by a people they know
common connection

LinkedIn Internal Data

Target Audience is based on C-Suite designation within your [{"industryName":"Technology, Information and Internet"}] in APAC
These DMs are second degree connections- either connected to someone within your organization (with teamlink extend) or with someone in your first-degree connections outside the organization​
Demo
Relationship Explorer
LinkedIn Sales Navigator – Relationship Explorer
Show up as a trusted advisor by deeply understanding accounts

Save time and shorten Target the right people Leverage powerful
sales cycle insights to take
immediate action

Recommends best path Surfaces the most relevant Real time user-powered data
in based on your chosen individuals to focus on, based on any movements allows you
personas, ensuring on their relevancy and to plan account strategies
you’re spending time connectivity to you. ahead
effectively on the right
people at the right time.
Masterclass 6: Takeaways and Next Steps

1. Discover Customer 2. Multi-threading 3. Find Warm Paths In

Insights
Habit: Saving your accounts to Habit: Save your leads to build Habit: Utilizing relationship
Leverage on Account IQ, Insights relationship maps and multi- explorer, target the right people
to prepare for high-level thread into an organization. and leverage on the best strategic
conversations with C-Suite connections to establish a
executives. relationship.
- Be notified of any decision
makers/influencer leaving
- Prepare for conversations and be organizations - Look out for any conversation
a trusted advisor for your clients starts and warm introductions.
- Take a bottom up approach to
C-suites in deals
Sneak Preview of Masterclass 7 -
Empowering Leaders to Navigate Sales Terrain with Precision!

Learning Objective: Equip sales leaders with skills in team analytics, market trend analysis, and
collaboration for strategic decision-making.

Harnessing team Driving revenue growth Optimising team

performance analytics with Market Trends Collaboration and
Alignment
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content and updates!
Complete Sales Navigator learning paths on our
learning center, today!

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Essentials Skillset Best Practices Skillset

Download the Sales Navigator Mobile App to stay connected with your buyer
circle on the go
 Q&A
Thank you for joining us.

Register Now for Masterclass 7

“Empowering Leaders to Navigate Sales Terrain with Precision”