LinkedIn Sales Solutions’ Post

Imagine having Sales Navigator’s real-time people powered insights, directly in your CRM? No more switching between platforms. No more multiple tabs. Instead, unparalleled foresights on who to reach out to when and how, directly in the surface you use every day. From today, that’s possible for our Advanced Plus customers, thanks to our deeper integration with Salesforce. And soon, these features will be directly available in Microsoft Dynamics 365 Sales and HubSpot as well. Specifically, these three Sales Navigator features are now available directly in Salesforce: -Account IQ: In a single click, deliver deep insights into your target accounts, including news, financials, and key stakeholders. -Find Key People: Quickly highlights key decision-makers and influencers within your accounts. -Relationship Map: Visualizes the complex web of relationships within your accounts, helping you identify decision-makers more efficiently. This enhances the value of your CRM, while making reps more productive.  Dive into all the goodness here: https://lnkd.in/EmbeddedExperiences #sales #SalesNavigator

Two stats that are causing sales leaders a whole lot of pain right now: 1️⃣ Despite sales tech stacks growing hugely over the past few years in the name of “efficiency” savings, the average salesperson still spends less than a third of their time actually selling. 2️⃣ The average purchase decision now involves 11+ people. That’s making sales harder than ever. The good news, says LinkedIn Sales Director Jack McKeon – Generative AI can help. The key is execution. And that comes down to asking yourself one crucial question whenever you deploy sales tech (including GAI): “Will it make the boat go faster?” 🚣♂️ Discover what that means, why it's so critical, and specific actions you can take today to stay ahead in this Era of AI in Jack’s latest blog: https://lnkd.in/AIEraInSales #Sales #B2BSales #AI

If you sell for a small business and the last year has been tough, know you aren’t alone — Just 27% of small-business sellers exceeded their quota in 2023, according to our joint research with Ipsos.   To help, we looked at the data to see what that 27% is doing differently than everyone else. We shared our three biggest findings below. Want more? Dive into our full blog to see the state of small business sales and data-backed best practices for breaking through: https://lnkd.in/SMBsales #sales #smallbusiness #B2Bsales

Gainsight’s biggest post-sales challenge was renewing and upselling dynamic organizations, where buying committees and priorities were often changing. To address it, their customer success team invested in Sales Navigator. The platform helped them better identify and understand key champions at their assigned accounts, and alerted them the moment one of those champions changed. Sales Navigator also showed Gainsight CSMs warm paths to new champions through hidden allies and common connections, making multithreading and upselling smoother. The outcome? Gainsight sellers who used Sales Navigator… ▶ had a 42% higher win rate, ▶ ultimately generated 71% more revenue than those who didn’t use the platform. “It’s important that we multithread across regions and different levels of seniority within the business,” said Harri Carroll, Gainsight Manager, Customer Success EMEA. “Knowing who they should be speaking to and giving them the opportunity to outreach and connect with Sales Navigator is essential… Sales Navigator has allowed us to engage and connect with key stakeholders that were unknown to us previously.” #Sales #SalesNavigator

Everyone is talking about #AI in sales. How do you best use it? Jake Dunlap has spent a lot of time figuring out that exact question, using ChatGPT in his own #sales process since it launched and then coaching other sales teams on it through his business Skaled Consulting. Dive into our latest edition of How I Sell to see what he's seen work best, along with his favorite discovery question, how to break through when prospecting, and a whole lot more:

Over 60% of top-performing sellers use sales intelligence tools to prioritize high potential accounts, and Sales [In]sider, David J.P. Fisher says leaders should be using them, too. Learn how David uses #SalesNavigator to coach, forecast, and understand what his team needs from him 👇 

Generative AI helped LinkedIn Relationship Manager Morgan Hammer close the biggest deal of her career.   A step back. This past July, Morgan was given the uncrackable account. For years, it was flagged as an account that could – and should – grow. For years, seller after seller couldn’t grow it.   Morgan knew the only way she could break that trend was to find a great hook.   Enter, Account IQ.   For context, Account IQ is Sales Navigator’s first Generative AI feature. In a click, it provides a comprehensive snapshot of an account, including its strategic priorities and executive team, saving you hours on research.   When Morgan looked at the Account IQ summary for this account, two things immediately jumped out:   ✅ They had just brought in a new executive. ✅ That executive was focused on AI and their sales reps selling a larger portfolio of products.   That was exactly the hook she needed. Morgan used those two inputs to build a case around how her solution was AI-forward and could help enable sellers to sell a wider portfolio of products.   The executive was impressed. Six months later, that account’s investment grew 50x. 50x!   “Sometimes as a seller we just need to find one big pain,” Morgan said. “And that’s exactly what Account IQ did for me.”   Discover how Account IQ can transform your sales strategy and uncover untapped opportunities like it did for Morgan in our article below.   #sales #SalesNavigator #AI

LinkedIn and Microsoft just released a fascinating new report on how AI is affecting work. Here are the single-biggest takeaways from it for sales leaders and sales professionals, respectively.   ▶ For sales leaders: 75% of professionals (meaning – your sales team) are already using AI at work. Most are learning on their own, as 60% of leaders say their organization lacks a plan and vision for AI.   Do you have a perfect vision for AI? Maybe not. But, the quicker you can start scaling what’s working among your sellers and developing a more comprehensive strategy, the bigger the competitive advantage you’ll have.   ▶For sales professionals: 71% of leaders say they’d rather hire a less experienced candidate with AI skills than a more experienced candidate without any. And 66% of leaders said they wouldn’t hire someone who hasn’t used AI.   If you haven’t started using AI yet, don’t wait. Jump in, start using it, and see how it can best help you in your sales process. The report found the best predictor of becoming an AI power user is frequently experimenting with AI.   Looking for an easy place to start? Try Account IQ in Sales Navigator – it’ll shave hours off the time you spend on account research. Learn all about it here 👉 http://lnkd.in/AIQ   Dive into the full report 👉 https://lnkd.in/AIatWork   #sales #AI #WorkTrendIndex