Can you tie your activity on LinkedIn Sales Navigator to any deals
or new relationships you've built?
I can give you two or three, actually. The first example is of a
prospective client, who is connected to me through my network. He
recently told me that when I share information with him, he saves it
because he doesn't necessarily always have time to read it.
But I know he's seeing it, and I know he knows my thought processes.
Through Sales Navigator, I'm also gaining insights into what he finds
valuable. I'm seeing what he likes and what he comments on. He’s said
to me, "Hey. You're always top of mind for me," and that's priceless.
How do you think selling will change in the next five years?
When I look at the financial services industry, it's always been
about who you're meeting, and what relationships you’ve built. But I
think more and more people are going to find that Sales Navigator will
offer greater insights, and greater connectivity to organizations, and
people they want to do business with.
People might say, "Well, you have to make 100 calls a day."
Yeah, but if I make 100 calls a day, and I get one response versus
sending out ten specialized InMail messages, and I get three
appointments, I'd rather have that success ratio.
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