Number of Connections
Remind your sales team to take a few minutes each day to establish one or two quality relationships with high-potential prospects rather than just add a slew of random connections.
Help guide your reps with prospecting activities based on typical challenges they face in their pursuit of an opportunity. You can use this guide during coaching sessions to help the rep overcome these objections with key activities using Sales Navigator.
Evaluate Your Team's Use of Sales Navigator
Personalized Connection Requests
Establish a baseline of the number of connection requests your sales reps currently send, and then ask them to gradually increase this number by extending one or two new invites a week.
Connections at Key Accounts
See how many connections your team has within their target accounts. The more relationships they build, the more opportunities for referrals or introductions to decision makers.
Extended Network Leverage
Ask your sales team to report how many “get introduced” requests they are making on LinkedIn. Make sure everyone in your organization is connected with each other as these connections will reveal who is linked to key decision makers.
LinkedIn Group Participation
Require your sales reps to pick and actively participate in a few Groups that are the most relevant to your industry (or their role). A divide-and-conquer approach can help your team create a solid online presence.
Engagement Rate
Evaluate the amount of content each rep shares during a specific time period. Measure the engagement of their network by tracking how many people like, comment on, and share each piece of content.
Scenario #1: “I can’t seem to find and reach the right people.”
Ask:
- What roles have you been including in your searches?
- Have you saved key people as Leads? Are you monitoring their activities in the news feed?
- How many Saved Searches do you have?
- Who in your own network is connected with your prospect?
- Who is the best internal employee or executive you can leverage for a warm introduction?
- Who are the next five most important contacts you need to acquire for broader coverage?
- Are you leveraging Lead Recommendations to multi-thread?
- Have you been reviewing and saving Recommended Leads and Accounts?
Recommend:
- Expand your searches. Include other potential stakeholders who may be involved with the buying decision.
- Save Leads and Accounts. By saving leads and accounts, you will receive automated updates and insights in your Sales Navigator Home feed. That way you can stay on top of those involved with the buying decision and have more insights on what may be delaying their responses.
- Save your searches. By saving your searches, Sales Navigator will capture LinkedIn members who may have recently changed into roles that fit within your target industry, helping you automatically build your book of prospects.
- Leverage TeamLink. Request a warm introduction from your team's network to your prospect.
- Leverage Discover. Let Sales Navigator work for you by pushing new recommended leads and accounts based on your Sales Preferences.
- SSI score (Find the Right Contacts and Build Relationships). Watch how your Sales Navigator activities may bring up your score and continue to foster them.
Scenario #2: “I’m having a hard time engaging with my prospect.”
Ask:
- Is your LinkedIn profile current?
- How many LinkedIn groups have your joined? Are you actively participating?
- Have you saved key people as Leads? Are you monitoring their activities in the news feed?
- Have you been actively liking or commenting on your saved leads' activities?
- What insights have your discovered in your saved lead and account profiles?
- What content have you been sharing in your PointDrives? Are you tracking user activity?
Recommend:
- Build you Sales Profile. Make sure your profile is current and reflects your expertise and credibility.
- Join a Group. Build your credibility by actively particpating in Groups in LinkedIn. By consistently and impactfully being active in groups, you will become a familiar and trustworthy face.
- Save Leads and Accounts. By saving leads and accounts, you will receive automated updates and insights in your Sales Navigator Home feed. That way you can stay on top of those involved with the buying decision and have more insights on what may be delaying their responses.
- Like or Comment on posts. By liking or commenting on your prospect's activities, you can show that you aware of their specific interests and needs.
- Review Saved Lead and Account Profiles for insights. See what they are actively sharing; leverage their goals and interests for effective communications.
- Leverage PointDrive. Send your prospects a PointDrive with engaging materials and track their viewing activity.
- SSI score (Engage with Insights and Professional Brand). Watch how your Sales Navigator activities may bring up your score and continue to foster them.