Seeing Is Believing:
Overcome Barriers to
ROI with Sales Navigator
The Problems Plaguing Modern Account Executives
We find there are three problem spots that consistently put your win rates and deal closures at risk:
PROBLEM #1:
Missing Critical Players
The latest research by CEB tells us that an average of 6.8 people are now involved in B2B purchase decisions, with some holding considerably more influence.
What's more, typically 1 in 5 decision makers change roles per year.
PROBLEM #2:
Lacking Credibility
Buyers now expect highly personalized experiences tailored to their specific needs and want to be approached with relevant offers at the right moments.
If 77% of buyers don’t believe that sales reps understand their businesses well enough, we’ve got a problem on our hands.
PROBLEM #3:
Losing Touch with Prospects
When your reps enter an account through a weak connection, like a cold call, chances of the deal going dark increase. This problem can be overcome; Internal studies show a significant lift in win rates when sellers engage with their leads’ content on LinkedIn throughout the sales cycle.
The Problems Plaguing Modern Account Managers
There are three hold-ups widely preventing optimal account retention and growth:
PROBLEM #1:
Loss of A Key Relationship
When a decision-maker leaves one of your key accounts, your AM is left hanging, wondering if they can build or strengthen other relationships quickly in the short-term. In addition, sales orgs run the risk of losing business when their account managers leave the company.
Two out of five accounts are at risk this year due to combined decision-maker and rep turnover.
PROBLEM #2:
The Overly Comfortable Account
Account managers often stop asking questions and proactively looking for new business across the account, because they assume it will land in their laps. Meanwhile, your competitors are actively trying to capture new market share.
Average bookings at an account are 47% lower when he or she doesn’t have relationships with six or more people.
PROBLEM #3:
Customer Experience in The Digital Age
Finally, we know that today’s technology has disrupted every industry, leading to unprecedented price wars and discounting. At the same time, we know that customer experience is the single most important variable in an account renewal, more than product or price. Rising above the noise that technology creates to deliver white glove experiences is what sets the best account managers apart.
See how LinkedIn Sales Navigator can help grow your business
How LinkedIn Creates Value for Modern Sales Teams
Below are the main reasons your reps should be active on LinkedIn:
Massive network of decision makers
LinkedIn offers the world’s largest professional network with more than 55 million business decision-makers in over 250 countries and territories through which sales reps can initiate and nurture customer relationships.
Decision makers are active and engaged
Compared to an average active member on LinkedIn, business decision-makers are 85% more connected, 29% more likely to check InMail and twice as likely to share content on LinkedIn.
Salespeople get a credibility bump
Our data shows that LinkedIn members who are connected to one sales rep in a company are more than 2x as likely to engage with that company’s Sponsored Content on LinkedIn, and almost 5x more likely to share that content. LinkedIn members exposed to relevant marketing content on the platform are 25%more likely to respond to a Sales Navigator InMail.
How Sales Navigator Creates Value for Modern Sales Teams
Sales Navigator sits on top of the credible, connected network that is LinkedIn and lets users targetdecision makers and influencers, understand what they care about, and engage in a way that drives efficiency and revenue.
Sales Navigator can help your company achieve the following results:
More pipeline: Up to 45% more sourced opportunities
- Identify and connect with new prospects and buyers
- Build relationships with more decision makers and influencers
Larger deal size: Up to 55%
- Focus seller efforts on high growth prospects
- Gain more insight into key deal stakeholders
Higher win-rate: Up to 15%
- Find warm introduction paths to decision-makers
- Tailor outreach and selling based on what buyers value
In this eBook, we’ll examine the problems plaguing modern account executives and account managers, and provide data-driven strategies for overcoming them.
The end result? A healthier pipeline, higher win rates, more revenue.
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