What every inside sales team needs to know about using LinkedIn for prospecting, qualifying & closing deals

What every inside sales team needs to know about using LinkedIn for prospecting, qualifying & closing deals

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Within the inside gross sales rep’s toolkit, LinkedIn is certainly a hammer.

However as with all device, for those who’re not outfitted with the coaching and information to make use of LinkedIn appropriately, you’re by no means going to reap the complete advantages. Like different social networks, LinkedIn is full of alternatives that companies and gross sales professionals typically overlook.

With greater than 450 million customers, there’s no query that LinkedIn is a gross sales skilled's ideally suited community. For those who’ve been utilizing LinkedIn however wrestle to see the channel as a chance to drive success, then this publish is for you. Have you ever ever requested your self...

  • How I can generate extra leads from LinkedIn?
  • How can I nurture relationships on LinkedIn?
  • How can I get probably the most out of Gross sales Navigator?
  • How can I collect helpful lead knowledge from LinkedIn?

Then buckle up.

Let’s take a look at a number of the newest developments that LinkedIn has rolled out, and we’ll supply perception into how you need to use these instruments to drive success.

Need much more ideas and assets? Obtain our free sales plan cheat sheet!

LinkedIn Lead Era Varieties are a gross sales dream

Producing high quality leads is among the most regularly mentioned points in gross sales. LinkedIn’s new Lead Era Varieties scale back the friction that always comes with creating lead magnets and different belongings that are supposed to generate leads. Like your typical lead magnet, the Lead Gen Varieties ask customers to provide their information with a purpose to obtain a bit of content material. The shape is auto-populated with the consumer’s knowledge (pulled from their LinkedIn profile, in fact), making it straightforward for the consumer to submit their information and immediately achieve entry to your useful resource—when you achieve entry to the contact information of somebody who’s clearly curious about your content material.

When utilizing LinkedIn Lead Gen Types, the hot button is to make sure that you’re providing one thing your potential consumers will need. As a gross sales skilled, it’s your job to know the needs and wishes of your viewers. It is best to use your expertise working with shoppers and clients to arm your advertising staff with the kind of information that your superb buyer can be fascinated about downloading.

Be certain that to ask questions throughout your gross sales conversations that achieve useful insights, which you'll be able to then move on to your colleagues in advertising. Is there a guide that many prospects are referring too? A brand new methodology everyone seems to be focused on? An issue lots of your ultimate clients are battling? A incessantly requested query? Cross this info on to the advertising staff, to allow them to create content material that helps you progress gross sales conversations ahead. That content material could possibly be:

  • Analysis outcomes
  • White papers
  • Business developments
  • Survey analyses
  • Unique interviews

You get the thought.

One of the best half about Lead Gen Types is that you simply achieve precise leads. With a typical lead magnet, a consumer can supply false info to entry the content material, however with this software, the info comes from the consumer’s profile, which, presumably, incorporates factual information. If you obtain the info from LinkedIn, you'll have entry to the consumer’s identify, job title, location, contact information, seniority and extra. Then you possibly can manually add this info to your inside sales CRM or sync it on to your CRM from LinkedIn.

LinkedIn Matched Audiences helps you keep top-of-mind

The most effective methods to remain top-of-mind with pending and potential clients is to bodily keep in entrance of your audience. That will help you benefit from the time your prospects spend on LinkedIn, the location has new advert concentrating on capabilities referred to as Matched Audiences.

Matched Audiences provides you the power to mix LinkedIn’s highly effective skilled knowledge with your personal first-party knowledge utilizing three new capabilities:

  • Website Retargeting: Goal individuals who have visited your web site or particular pages in your web site with advertisements tailor-made to them, or goal based mostly on the content material they could have seen in your web site
  • Account Targeting: Add a CSV with firm names and LinkedIn will use that knowledge to point out staff your advertisements
  • Contact Targeting: Enter the emails of people you want to goal and LinkedIn will cross-reference the emails with the location’s knowledge with a view to present contacts your advertisements

Leveraging these instruments will assist your product get in entrance of extra individuals on the proper corporations and provide help to keep top-of-mind with these concerned within the shopping for course of.

Right here’s a better take a look at what Matched Audiences can do:

Gross sales Navigator can be utilized to trace lead exercise

Establishing every day notifications in your saved lead lists might help you get the first-mover benefit. A research from DiscoverOrg discovered that 80% of decision-makers who spend +$1 million on new initiatives achieve this of their first 90 days. Utilizing LinkedIn’s Gross sales Navigator, you possibly can arrange a search that tracks precisely these conditions.

For instance, when you’re promoting a SaaS product that may be of curiosity to CMOs at corporations within the advertising and promoting area with greater than 100 staff, you possibly can arrange a lead listing that screens when new individuals match that standards:


After you enter your filters, LinkedIn will create an inventory of people that match the invoice. The ensuing feed may be divided into 4 key sections: Complete outcomes, Modified jobs prior to now 90 days, Talked about within the information prior to now 30 days, and Posted on LinkedIn within the final 30 days:


Instantly, you'll be able to start wanting on the people within the “Modified jobs up to now 90 days” part. If you wish to take it a step additional, create a saved search e-mail alert that may notify you when new individuals match your saved search standards. To do that, merely choose “Save search” on the prime left, which can outcome on this dialog field:


Right here you possibly can identify your record and set the frequency in your alerts. As extra individuals be a part of the lead listing, increasingly alternatives will seem in your inbox.

Messenger makes it simpler to nurture leads

Many professionals used to view LinkedIn as a secondary inbox. Consequently, messages despatched from one consumer to the subsequent have been typically formatted like emails. The evolution of LinkedIn as a platform and the growing position of messaging in our every day lives has resulted in a shift in how individuals talk on the location.

The introduction of LinkedIn Messenger is a chance for gross sales professionals to take a extra informal and fast strategy to their follow-ups and check-ins and the lead nurturing course of as an entire.

Wrapping issues up

In terms of inside gross sales, LinkedIn can really change your complete course of for constructing relationships and shutting offers. LinkedIn provides gross sales reps the power to succeed in virtually any skilled value reaching.

In fact, you should make sure that you’re utilizing the software appropriately. You additionally want to make sure that your advertising workforce is properly conscious of the brand new alternatives being provided by LinkedIn so to capitalize on them earlier than the competitors does.

So what are you ready for? Cross the following pointers alongside to your advertising group and begin implementing them for your self too!

Create a profitable plan in your staff with our gross sales plan cheat sheet. Click on under on your free copy!