LinkedIn Sales Navigator© is LinkedIn’s premium sales tool that allows salespeople to increase their commercial productivity, build more and better relationships with each client, and significantly increase their influence over all the people who decide, influence, and use their products or services within their clients.
With LinkedIn Sales Navigator©, you will increase your commercial productivity.
Course Content Index
1. Introduction to the course and its objectives.
2. The transformation of the professional buyer in B2B markets influenced by digital and social environments.
3. The differences between LinkedIn.com and LinkedIn Sales Navigator©.
4. The different sales processes of a salesperson with LinkedIn Sales Navigator©:
– Acquiring a new client.
– Increasing product usage by existing clients.
– Cross-selling and Upselling.
– Nurturing before making an offer decision.
– Nurturing during the period between losing an offer and generating a new one.
5. Super-target and target segmentation, by position or account. Precise search establishment.
6. Starting valuable relationships in LinkedIn Sales Navigator© tthat generate high-content commercial visits.
7. The execution of the salesperson’s influence in decision-making, influencing, and client usage processes with LinkedIn Sales Navigator©.
8. Tags, notes, and deals as LinkedIn Sales Navigator©. management tools.
9. The 6 Dimensions of Content Matrix© as a content management tool for generating sales and influence with clients through LinkedIn Sales Navigator©.
10. How to generate In-mails that lead to meetings with the people we want to connect with.
11. Smart Link, the client engagement tool.
12. Integrating the salesperson’s activity in LinkedIn Sales Navigator© into the CRM.
13. Action Plan.
14. Summary and closing of the meeting.
Methodology
In-person: The deductive training methodology “Learning by doing” will be used, where participants not only acquire new knowledge but also practice it in the classroom. Additionally, case studies, questionnaires, movie scenes, assignments, group discussions, and role plays will be utilized.
Online: The training courses in online format are developed using the Flipped Training methodology, which combines live sessions with a specialist trainer via webinar, with situation analysis, discussions, and group work carried out by participants both individually and collectively. Its compact format allows for maximum utilization of the sessions and compatibility with professional obligations, ensuring a quick transfer of the knowledge learned to the workplace.
Target Audience
- Salespeople.
- Key Account Managers.
- Sales managers.
- Commercial Directors.
- Directors of SMEs with active commercial activity.