For connections, you can either ask for an introduction or a direct connection.īelow, you can see how the InMail step looks in the Salesloft platform. You can send an InMail or conduct research in LinkedIn Sales Navigator. Additionally, we’re seeing a 40% increase in email engagement (Open, Click, and Reply rates) within our middle-stage email steps and greater reporting granularity on social touchpoints within Salesforce.” Ryan Splain, LogRhythm How the Integration WorksĪdd LinkedIn Sales Navigator steps within the Salesloft platform. “Adding LinkedIn Sales Navigator Steps to our Cadences has streamlined SDR and AE workflows with a single platform to conduct research, update data, and execute daily tasks. With the new steps, you can configure your workflow to explicitly include each of these LinkedIn touches at the right time in the sales cycle. Make the Most of the Third ChannelĪccording to our data science team’s research on derived cadences, more than half of all steps outside of email and phone in Salesloft cadences are already LinkedIn actions. The ability to incorporate LinkedIn Sales Navigator social selling steps from within Salesloft is important to you, and we listened! Our new LinkedIn Sales Navigator steps allow cadence configuration and execution to match the workflow that is already in place. Furthermore, over 50% of touches outside of email and phone are through LinkedIn. The TOPO 2017 Sales Development Touch Report states that more than 80% of sales professionals are leveraging the triple-touch approach of email, phone, and LinkedIn in their sales cadences. LinkedIn-specific steps help salespeople stay focused, do less application switching, and deliver a better sales experience. Clearly, this is a channel that delivers. He also advised that a high performing salesperson can have a 30%+ response rate using InMail. Leveraging LinkedIn Sales Navigator in the right situation with the right timing can bring a dark opportunity back into the light.Īt Rainmaker 2018, Doug Camplejohn, VP of Product Management Sales Solutions at LinkedIn, shared that while the average email has a 3% response rate, the average InMail has a 15% response rate. Most of us reserve LinkedIn purely for work and work-related activities. More than half (62%) of top salespeople strongly attribute closing more deals to this effort, compared to 42% of all professionals. Report) shows that incorporating social networks into a sales strategy is connected with sales success. LinkedIn research ( The State of Sales 2017 U.S. Incorporating LinkedIn activities into the selling cycle helps salespeople create stronger, more authentic connections, which leads to more closes at scale. Why LinkedIn Sales Navigator Steps? Social Selling Works Whether you’re looking to introduce social selling into your team’s sales cycle or you’re a seasoned social selling organization – you’re going to love these steps. These allow salespeople to include four kinds of LinkedIn Sales Navigator steps in cadences that can be executed directly from within Salesloft and Salesforce. Salesloft now offers a brand new option – LinkedIn Sales Navigator steps. We introduced access to LinkedIn Sales Navigator intelligence directly from the Salesloft Account and Person dashboards in a configurable Smart Panel. In 2017, Salesloft customers who use LinkedIn Sales Navigator were delighted by a new, time-saving feature.
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