Every sales professional loves bringing in new business, for obvious reasons. However, it is unwise to let this objective occupy your full attention, at the expense of current customers.
Today, B2B sellers are increasingly seeing the value of maintaining strong relationships with their accounts after a deal is closed. In doing so, you can increase your chances of renewals, up-sells, cross-sells, and referrals.
Our latest sales guide, Get Closer to Your Customers, provides an in-depth look at how the LinkedIn sales team utilizes Sales Navigator to manage existing accounts and cultivate trusted relationships with critical contacts.
Why is this so important? Consider the following:
- According to CEB research, only 28% of sales leaders agree that existing account management channels meet their cross-selling and account growth targets
- The same research shows that average bookings are 47% lower when account managers and customer success managers maintain relationships with fewer than six people in an account
- Data from the customer experience firm Walker suggests that by 2020, customer experience will overtake product and price as the key differentiator in a purchase decision, even for renewals
We conducted interviews with more than a dozen members of LinkedIn’s sales staff to gather practical advice on strengthening account management, and ensuring your team offers an experience that inspires customers to stick with you, add new services, and recommend you to their peers.
Among the exclusive insights you’ll find inside:
- How to use Advanced Lead and Company Search, as well as TeamLink, to grow your influence within buying committees
- How to spot trigger events that indicate changes are imminent within an account
- Why PointDrive delivers a vastly better content delivery experience for both sellers and their contacts
- Which real-time sales updates you should be tracking closest
- How to gain the crucial first-mover advantage while traveling or on the go
- When to use InMail for communicating with your customers
- Why CRM integrations with Sales Navigator can save you time and help you organize activity records
Letting a prospect get away hurts, no doubt, but not as much as losing a valued customer. Minimize attrition risk and grow revenue by expanding your presence with existing accounts and developing airtight business relationships. We’re happy to let the experience and expertise of our own LinkedIn sales team guide you along the way.
Ready to learn more? Download Get Closer to Your Customers: How the LinkedIn Sales Team Leverages Sales Navigator to Understand, Engage, and Renew Customers.
Topics: Winning with Sales Navigator
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