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Perry van Beek - LinkedIn Sales Navigator For Dummies

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Perry van Beek LinkedIn Sales Navigator For Dummies
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Make selling a social affair!

The ABCs of sales have changed. Its no longer: A-Always, B-Be, C-Closing. The new way of selling is: A-Always, B-Be, C-Contributing to your buyers journey. Social selling is an effective way to engage with your customer, and the worlds most powerful social selling tool for any B2B sales professional is LinkedIn Sales Navigator. It allows you to gain access to more leads, more InMail, and data to track your efforts.

With the help of LinkedIn Sales Navigator For Dummies, youll learn how to write effective InMail messages and engage with prospects on the worlds most successful professional networking site. Along with utilizing those features, youll also benefit from access to full profiles outside of your network, guidance on how to best optimize your own profile for sales opportunities, and much more.

  • Use lead recommendations to get in front of the right buyer
  • Analyze your social selling efforts with real-time data
  • Reach more leads with customized InMail messages
  • Save 30 - 60 minutes a day previously spent on acquisitions
  • If youre a B2B sales professional who is new to LinkedIn Sales Navigator, this is the one-stop resource you cant be without.

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    LinkedIn Sales Navigator For Dummies Published by John Wiley Sons Inc - photo 1

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    LinkedIn Sales Navigator For Dummies

    Published by: John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030-5774, www.wiley.com

    Copyright 2018 by John Wiley & Sons, Inc., Hoboken, New Jersey

    Published simultaneously in Canada

    No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning or otherwise, except as permitted under Sections 107 or 108 of the 1976 United States Copyright Act, without the prior written permission of the Publisher. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions .

    Trademarks: Wiley, For Dummies, the Dummies Man logo, Dummies.com, Making Everything Easier, and related trade dress are trademarks or registered trademarks of John Wiley & Sons, Inc. and may not be used without written permission. LinkedIn, the LinkedIn logo, the IN logo and InMail are registered trademarks or trademarks of LinkedIn Corporation and its affiliates in the United States and/or other countries. All other trademarks are the property of their respective owners. John Wiley & Sons, Inc. is not associated with any product or vendor mentioned in this book.

    LIMIT OF LIABILITY/DISCLAIMER OF WARRANTY: THE PUBLISHER AND THE AUTHOR MAKE NO REPRESENTATIONS OR WARRANTIES WITH RESPECT TO THE ACCURACY OR COMPLETENESS OF THE CONTENTS OF THIS WORK AND SPECIFICALLY DISCLAIM ALL WARRANTIES, INCLUDING WITHOUT LIMITATION WARRANTIES OF FITNESS FOR A PARTICULAR PURPOSE. NO WARRANTY MAY BE CREATED OR EXTENDED BY SALES OR PROMOTIONAL MATERIALS. THE ADVICE AND STRATEGIES CONTAINED HEREIN MAY NOT BE SUITABLE FOR EVERY SITUATION. THIS WORK IS SOLD WITH THE UNDERSTANDING THAT THE PUBLISHER IS NOT ENGAGED IN RENDERING LEGAL, ACCOUNTING, OR OTHER PROFESSIONAL SERVICES. IF PROFESSIONAL ASSISTANCE IS REQUIRED, THE SERVICES OF A COMPETENT PROFESSIONAL PERSON SHOULD BE SOUGHT. NEITHER THE PUBLISHER NOR THE AUTHOR SHALL BE LIABLE FOR DAMAGES ARISING HEREFROM. THE FACT THAT AN ORGANIZATION OR WEBSITE IS REFERRED TO IN THIS WORK AS A CITATION AND/OR A POTENTIAL SOURCE OF FURTHER INFORMATION DOES NOT MEAN THAT THE AUTHOR OR THE PUBLISHER ENDORSES THE INFORMATION THE ORGANIZATION OR WEBSITE MAY PROVIDE OR RECOMMENDATIONS IT MAY MAKE. FURTHER, READERS SHOULD BE AWARE THAT INTERNET WEBSITES LISTED IN THIS WORK MAY HAVE CHANGED OR DISAPPEARED BETWEEN WHEN THIS WORK WAS WRITTEN AND WHEN IT IS READ.

    For general information on our other products and services, please contact our Customer Care Department within the U.S. at 877-762-2974, outside the U.S. at 317-572-3993, or fax 317-572-4002. For technical support, please visit www.wiley.com/techsupport .

    Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com . For more information about Wiley products, visit www.wiley.com .

    Library of Congress Control Number: 2018949882

    ISBN 978-1-119-42768-1 (pbk); ISBN 978-1-119-42775-9 (ebk); ISBN 978-1-119-42776-6 (ebk)

    LinkedIn Sales Navigator For Dummies
    To view this book's Cheat Sheet, simply go to www.dummies.com and search for LinkedIn Sales Navigator For Dummies in the Search box.
    Table of Contents
    Guide
    Pages
    Introduction

    Salespeople need leads. Thats nothing new. What has changed though, is the way in which salespeople get new leads. In 1995, cold-calling was hot, no pun intended. You just bought yourself a list of leads and started calling everyone on that list. Or you ripped a few pages out of the telephone directory in your hotel room and started knocking on doors. Thats something I used to do successfully, too!

    Would that still work today? Of course not! For starters, there are no telephone directories in hotel rooms anymore. I suppose you could go online to find and print a list of leads and then start knocking on doors. But if you can go online, so can your buyers. And they do!

    Your buyers are not just relying on Google to find what they are looking for, either. In fact, a 2014 study by IBM revealed that 75 percent of customers use social media as part of their buying process ( www.nancypekala.com/wp-content/uploads/2012/06/ibm-social-selling.pdf ). An even bigger challenge for salespeople is that according to a study by HubSpot, only 29 percent of people want to talk to a salesperson to learn more about a product or service, while 62 percent will consult a search engine ( www.hubspot.com/marketing-statistics ).

    This is why many salespeople rank prospecting as one of the most difficult parts of the sales process.

    LinkedIn recognized this rapid change in the world of sales and introduced Sales Navigator in 2012 to help salespeople with their social-selling efforts. LinkedIn Sales Navigator is a premium subscription service designed to help salespeople identify, follow, and connect with decision-makers. At the time, it was still part of the main LinkedIn professional networking site. In 2014, around the time LinkedIn attained 300 million users, LinkedIn Sales Navigator was introduced as a stand-alone tool.

    About This Book

    LinkedIn Sales Navigator For Dummies is your comprehensive guide to using Sales Navigator for social selling on LinkedIn. I introduce you to all the features of LinkedIn Sales Navigator and even show you how to sign up, if you havent done that already. This book is useful whether youre just starting out with social selling or youre an experienced social seller already. In addition to showing you how to map the buyers journey, identify and connect with leads, and become top-of-mind with your leads, it addresses what techniques are effective on LinkedIn Sales Navigator, helping you determine your own successful social-selling strategy.

    How This Book Is Organized

    This book is divided into the following five parts:

    Part 1: Getting Ready to Generate Leads

    In this part of the book I show you how to plan your roadmap for social-selling success and identify your ideal buying personas. I start our journey by taking a deeper look at the definition of social selling and how social selling can help you increase your sales results.

    Part 2: Building a Database of Leads

    In the previous part, you identified your ideal buying personas. Now that you know who to look for, in this show you how to find them with Sales Navigator. I also show you how to save your searches, leads, and accounts.

    Part 3: Engaging with Leads

    Youve now added a bunch of leads and accounts. Now what? Well, these people you are now following may not even know that you exist. In this part, we look at how you can get on their radar in a non-pushy manner. In this also show you how to reach out to your leads using connection requests and InMail messages.

    Part 4: Turning Leads into Valuable Relationships

    Fifty percent of identified sales leads are still not ready to buy. One of the first sales lessons I learned was that when a potential client says no, he or she usually means not now. Therefore, its important that when potential clients say no, you dont just forget about them and move on to the next. In this show you how to encourage the people youre following to think of you first when theyre ready to buy.

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