Social selling brings the sales function into the digital world and is a customer-centric way of reimagining sales. In today’s digital-physical world, 92% of B2B buyers start their search on the web. This digital paradigm shift has seen salespeople being replaced by search engines and social networks. The salespeople who haven’t yet been replaced are not just present on social, but they position themselves as credible and knowledgeable – the modern-day sales professional is an information concierge, a content connoisseur – a magnet for its buyers. Social media platforms are changing the way consumers make purchasing decisions and tapping into these online communities has become a necessary part of any integrated sales strategy.
LinkedIn is a catalyst in this evolution, a tool that is not only an extension of its most widely used, global professional network, but also a platform where sharing content and developing thought leadership is extensively endowed. This unique combination makes Sales Navigator a powerhouse on social selling and empowers a salesperson with all the requisite capabilities to make the transition from “hard selling” to “smart selling.”
LinkedIn Sales Navigator for Microsoft Dynamics is designed to create a seamless experience between Sales Navigator and Microsoft Dynamics customer engagement, saving your reps valuable time.
Today’s world of B2B buyers are very selective and will only work with vendors they can trust. A strong professional brand shows you are an active participant in your industry. It leads to more inquiries from prospects. It leads to more responses to your communications.
Social selling enables you to find and connect with prospects more effectively than traditional sales. Over 76% of buyers feel ready to have a social media conversation and identifying prospects that meet your established criteria – such as role, function, or industry – with LinkedIn has never been easier.
Position yourself as a subject matter expert by sharing relevant industry content, commenting on news alerts, and building your professional brand. Over 62% of B2B buyers respond to salespersons that connect with relevant insights and opportunities. Salespersons can enhance their thought leadership by staying up-to-date with prospect news, and by identifying new contacts or decision makers when accounts make key hires.
LinkedIn Sales Navigator is built and designed for sales professionals in this social digital era and has a breadth of great functions and features:
Review the lead recommendations that LinkedIn Sales Navigator offers. Add the appropriate lead recommendations as Leads to the saved Accounts, and now you are beginning to create a picture of influencers, champions, decision makers and new opportunities within a current client/customer or prospect.
Lead Builder helps you build your prospect list and narrow your searches for new leads by company, title, industry, region, and more. Once you save a lead, you’ll have visibility to their updates and shares right on your Sales Navigator homepage to help provide context for you to reach out and start a conversation.
You can import your connections on your personal LinkedIn account into Sales Navigator. This helps grow your list of potential leads and allows you to identify new opportunities.
Saved searches allow you to save your search criteria, including keyword strings and filter refinements, so you can quickly run that search at any time. Once you save a search you’ll receive email alerts when new people match your saved search criteria.
Reach your prospects directly and credibly with InMail, even if you don’t have their email address. The InMail feature in LinkedIn Sales Navigator lets you send up to 30 messages a month.
A feature called TeamLink allows you to discover the best ways to get introduced to your prospect. For example, it can show you who among your existing LinkedIn network has connections with your target. This can be a good start for building successful business relationships.
Social selling is about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals. This sales technique enables better sales lead generation and sales prospecting process and eliminates the need for cold calling. Building and maintaining relationships is easier within the network that you and your customer trust.
If you want to stay ahead of the curve and boost your Social Selling Index by 20%, contact us to make sure that you have the latest Dynamics 365 for Sales version to get all the benefits from this Microsoft-LinkedIn partnership.