Habit #1: Focus on the Accounts with the Most Whitespace

Data scientists at cloud computing company Snowflake use predictive modeling to help their go-to-market teams prioritize target accounts. By integrating LinkedIn Sales Insights with its CRM, Snowflake validated and expanded upon the volume of data used in its modeling. By carefully targeting their outreach, Snowflake doubled their conversion rate.

“I think the strongest feature Sales Insights has is its ability to connect and integrate with CRM systems. There has been a 30% increase in data matching accuracy due to LSI’s unique and direct access to people powered data.”

Habit #2: Identify Buyers When They are Ready to Engage

After identifying the right accounts to target, the next step is using data to gauge buyer intent, so that sales teams can focus on the accounts that are in-market for a specific product or service right now. HR Software company Greenhouse deploys LinkedIn sales technology to determine which buyers are ready to engage using a variety of data points, such as buyer interactions with a company’s LinkedIn page, buyer visits to their company website, and engagement with their ads. As a result, they’ve seen a 39% lift in deal size.

“LinkedIn Sales tools help us understand what resources companies and individuals are interacting with, and if and when they are researching our company or solutions like ours. Without being able to recognize those types of signals, you’re going to leave revenue on the table.” 

Habit #3: Find Hidden Allies at Prospects and Customers

Using LinkedIn data, Sales Navigator enables sellers to find hidden allies and supporters at target accounts, find warm paths in, and multi-thread their accounts to build relationships across the buying committee. Lyra Health, a global healthcare company, relies on LinkedIn’s up-to-date, first-party data to gain a deep understanding of their prospects and customers needs.

“Using LinkedIn Sales Navigator helps us have a single source of truth that we can rely on with the most up-to-date and accurate data, so our sales team can go out there and sell strategically and spend their time having conversations with the right people.”