The Way To Sell

   How to identify the buying influences in your sales opportunity

The easiest way to find out who influences the buying decision is to ask your connections directly. The trouble is they don’t always know who else is part of the process, and if they do, they can be reluctant to offer introductions. 

Perhaps you are already using your normal LinkedIn membership to try to find out who else works at the company. But what if you want to find out if you’re already connected to someone at the organisation? Or more importantly, what if you’re missing out on a referral through someone on your own team?

Take advantage of the Advanced Search features on Sales Navigator. Using Profile Filters in addition to Role and Tenure filters can help you find other members of the buying circle.

   How to find a Valid Business Reason

To uncover a Valid Business Reason, we walk you through the Win-Result Concept and the steps necessary to shape the right VBR to start a conversation.

If you’ve used the search tools and saved leads in Sales Navigator, there are several tools that will allow you to quickly identify the topics and issues that matter most to your buyer.

    How to reach out

There are a number of ways to reach out to leads including emails, phone calls, social media, and personal introductions. We walk you through the pros and cons of each with some compelling stats to match.

With Sales Navigator, you can use your sales team’s network to uncover the best way to get introduced. The TeamLink Extend feature in Sales Navigator makes it possible to tap into the networks of all your sales colleagues, even those you’re not directly connected to on LinkedIn. This automatically expands your LinkedIn network and identifies your sales colleagues that can help connect you with prospects and accounts.