Deep Sales Thinking
Your latest insights from the new sales intelligence
Make Deep Sales your antidote to FOMU
The mood has changed for salespeople. Not so long ago, businesses were racing to invest in solutions that could help them adapt to the changing world brought in by the pandemic. Today, an inflationary environment, global shocks and geopolitical uncertainty have replaced their Fear of Missing Out (FOMO) with a new Fear of Messing Up (FOMU). Buyers are nervous of making mistakes. As a result, they’re scrutinizing their purchase decisions carefully and sharing responsibility with others. It leads to larger buying committees and more complex buying processes – and it puts even more emphasis on one of the most important skills in sales. The art of building relationships has never mattered more.
In this edition of Deep Sales Thinking, we explore how a data-driven approach can equip sales organizations to build revenue-driving relationships at scale. We examine the insights that help sales teams focus their efforts: prioritizing the right accounts, identifying when to reach out, and surfacing potential allies. We introduce Relationship Explorer, the new form of intelligence now available through Sales Navigator that makes it easy to take a data-driven approach. And we’ve got advice from sales leaders across markets and sectors on how they set about building the relationships that matter.
The advantages that come from Deep Sales technology can be your antidote to FOMU. Let’s explore how.
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Fight the FOMU with Deep Sales
Fear of Missing Out (FOMO) is often a friend to sales teams. In times of rapid change, businesses are ready to invest in new tools to ensure they keep up. When the rate of change settles down, FOMO recedes – and Fear of Messing Up (FOMU) kicks in. When buyers are more cautious about making mistakes, sales teams need a Deep Sales approach: reassuring through relevant outreach, picking the right time to engage, and building relationships that convince the entire buying committee they’re in good hands.
Fight the FOMU with Deep Sales
Fear of Missing Out (FOMO) is often a friend to sales teams. In times of rapid change, businesses are ready to invest in new tools to ensure they keep up. When the rate of change settles down, FOMO recedes – and Fear of Messing Up (FOMU) kicks in. When buyers are more cautious about making mistakes, sales teams need a Deep Sales approach: reassuring through relevant outreach, picking the right time to engage, and building relationships that convince the entire buying committee they’re in good hands.
Fight the FOMU with Deep Sales
Fear of Missing Out (FOMO) is often a friend to sales teams. In times of rapid change, businesses are ready to invest in new tools to ensure they keep up. When the rate of change settles down, FOMO recedes – and Fear of Messing Up (FOMU) kicks in. When buyers are more cautious about making mistakes, sales teams need a Deep Sales approach: reassuring through relevant outreach, picking the right time to engage, and building relationships that convince the entire buying committee they’re in good hands.
The Lowdown this Quarter
Your latest Deep Sales intelligence from LinkedIn
1: The advantages of going “all-in” on Deep Sales
When organizations go “all-in” on Deep Sales they empower their entire team to sell like top performers. In The Deep Sales Advantage eBook, you’ll discover how this means focusing time on the accounts with the biggest opportunities, identifying when buyers are most likely to engage and finding hidden allies to strengthen relationships and get deals over the line. It’s why “all-in” Deep Sales organizations see a 2.3x increase in deal size, with Sales Navigator influencing 72% of revenue.
Explore the Deep Sales difference
2: Sales leaders on the art of building quality relationships at scale
Results-driving relationships don’t happen overnight, but if your organization is to safeguard pipeline and keep hitting targets in times of uncertainty, they need to happen at scale. In the latest edition of The Sales Think Tank, our panel of sales leaders dives into strategies for identifying and strengthening the relationships that matter. And in our on-demand session from the Salesforce World Tour in Sydney, we explore how to help your entire team build relationships in the way that top performers do.
Watch on demand
3: Cherilynn Castleman on breaking the black ceiling
Having led teams responsible for over $160 million in revenue, Cherilynn Castleman is on a mission to help more women of color break through career barriers in sales. In the latest edition of How I Sell, she reveals the childhood inspirations that drive her approach, from watching her father build a construction business to cutting her teeth selling cookies. And she explains why alligator-proof kayaks hold the key to better relationship building.
4: The science of sales compliance and more in our vertical round-up
Get the latest insights for sales organizations targeting key industries: why personal brands matter in manufacturing, the hybrid model for success in tech selling, and the science behind fully compliant sales tools for financial services – a crucial competitive advantage in a regulated industry where deep relationships really matter.
Unlock the power of sales tech for your industry
5: Snowflake doubles conversions with predictive modelling
It’s one thing to have an Ideal Customer Profile (ICP). It’s another to have the accurate, complete, real-time data that helps you apply that ICP, prioritize your target accounts accurately, and drive more conversions. When the data cloud company Snowflake integrated LinkedIn Sales Insights with its CRM, it powered a 30% increase in data-matching accuracy, more accurate predictive modelling – and a 2x increase in conversion rates for its top-tier accounts.
See the power of LinkedIn Sales Insights
On Demand
All of our best video content
The art of relationship building at scale
Results-driving relationships don’t happen overnight, but if your organization is to safeguard pipeline and keep hitting targets in times of uncertainty, they need to happen at scale. In the latest edition of The Sales Think Tank, LinkedIn’s Head of Enterprise Sales for EMEA and LATAM, Paul Terry hosts Rebecca Feiten of Outreach, Malvina El-Sayegh of Reachdesk and Andrea Monaci of Ricoh as they explore the art of building trust across all of the accounts that matter.
Watch now
The Salesforce World Tour on-demand: building a team of top performers through Deep Sales tech
Recorded live on the floor of the Salesforce World Tour event in Sydney, our panel of expert sales leaders dives into the big challenges involved in driving productivity and organizational value. You’ll discover how leading brands are using Deep Sales technology to equip their entire teams with the insights that mark out top performers.
Watch now
Insights Scoop
The data that illuminates a new era in sales
What happens when organizations go “all-in” on Deep Sales
When companies go “all-in” on Deep Sales, they unlock the full advantage of LinkedIn data by deploying both LinkedIn Sales Navigator and LinkedIn Sales Insights across their customer-facing sales teams. This enables them to focus on the accounts with the biggest white-space opportunities, identify when buyers are most likely to engage, and find hidden allies that help to reassure buying committees and get deals over the line.
Our new eBook The Deep Sales Advantage explains how these insight-driven habits drive returns in three crucial ways:
● Bigger deals, with Sales Navigator users enjoying an average deal size 2.3x higher than non-users
● Stronger pipeline, thanks to Sales Navigator helping to source 56% of closed-won deals
● Higher revenue, with Sales Navigator influencing 72% of revenue for users.
Opinion
The latest thinking and analysis from LinkedIn
Selling in uncertain times
A Wall Street Journal interview with LinkedIn’s Vice President Sales Solutions EMEAL, Lisa Gunnarsson
In a hot economy where money is cheap, companies expand rapidly and invest with abandon. This was particularly true during the COVID-19 pandemic.
“There were companies winning massively because they were very good at selling to multiple industries, had leaders who were decisive about what they wanted to accomplish and took major steps forward with digitization,” says Lisa Gunnarsson, vice president of sales solutions, EMEAL, at LinkedIn.
Read the Wall Street Journal feature in full
How Cherilynn Castleman Sells
The latest in our How I Sell interview series
Cherilynn Castleman’s sales career started when Girl Scout cookies were still 50 cents a box. Even though she was only five when she joined the Scouts, she loved sales from the get-go. Fast forward a few decades later, Cherilynn built a high-flying career: from financial services to medical education and SaaS sales. She was consistently recognized as a top seller and led sales teams responsible for $160+ million in revenue.
She left the corporate world to become an entrepreneur and coach at CGI Executive Coaching, which helps Black and Brown women get the confidence, resources, and tools to become ‘too good to be ignored.’ Cherilynn’s got a bold mission: to help one million Black and Brown women get recognized by 2030 and ‘sit at the table of their dreams.’
Get more insights from Cherilynn in our full interview
How three companies are using Deep Sales to build stronger relationships
By J.C. McKissen, LinkedIn Top Voice
Alexander Low, former Managing Consultant at PA Consulting, said it best: “Sales are built on relationships.”
The question is – how? Especially today, when seemingly everything is virtual, there’s more noise than ever, and it feels like buyers are further away. The key is going deeper, leveraging high-quality data to learn more about buyers and strengthen your relationships (and, ultimately, your bottom line).
Three companies are using LinkedIn’s sales offerings to do exactly that: PA Consulting, Snowflake and Greenhouse.
Read the Article in full for more Deep Sales tips
Going Deep
Our original research, eBooks and guides
The science of sales compliance for financial services
Can financial services organizations leverage sales technology in a highly regulated industry without opening themselves up to data, privacy and security risks? In this special on-demand webinar, compliance experts Hearsay argue that the answer is ‘Yes’ – and that sales tech represents a vastly underused opportunity for relationship-building teams in finance.
Watch the webinar
Why manufacturing salespeople need powerhouse personal brands
The challenges of transformation are raising the stakes for manufacturers – and trust in salespeople has never mattered more. Our playbook explains how to demonstrate value and thought leadership through a personal brand that’s tailored to the sector’s priority issues.
Build your brand
Become a data-driven partner to the tech industry
For sales teams in the technology space, a data-driven approach is essential for building credibility. Our report explores how organizations are using hybrid selling to differentiate their businesses through personalization and value-adding insights.
Get the intelligence you need
The power of predictive modeling through LinkedIn Sales Insights
Smart sales organizations have an Ideal Customer Profile (ICP) to guide their sales strategy. However, that ICP is only as effective as the data that you have available to build predictive models with it – and identify the real opportunities in the market. When the cloud data company Snowflake integrated LinkedIn Sales Insights with its CRM, it transformed data quality, improving data-matching accuracy by 30% and doubling the conversion rate for its top-tier accounts.
Read the full story
Say goodbye to cold outreach with Relationship Explorer
Relationship Explorer is the new feature from LinkedIn Sales Navigator that makes it easy to take an insights-driven approach to outreach. Leveraging the comprehensive data from LinkedIn’s relationship graph, it uses salespeople’s target personas to identify the most valuable hidden allies within accounts. With Relationship Explorer, your teams will know the eight most relevant individuals to focus on, when to reach out to them, and why they’re likely to respond.
Get more tips for using Relationship Explorer in our full feature
The Deep Data that Makes Deep Sales Possible
LinkedIn’s position as the most trusted channel for B2B buyers has created the Deep Data that makes Deep Sales possible.
The foundation of deep sales technology is high quality first-party and comprehensive data on companies, buyers, and relationships. LinkedIn’s exclusive data is provided by members themselves.
+830M LinkedIn Members
+65M Decision Makers
2B annual Interactions
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