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Deep Sales for the Next-Gen Sales

Organization

Sâo Paolo, October 19th, 2022

 Traditional sales methods are failing
The window of opportunity to Buyers are inundated with Many organizations struggle to
influence buyers has narrowed outreach and less responsive hit their goals

During the pandemic, there

was a

5% -30% 68%
of a typical buyer purchase drop in response rates2 of organizations reported missing
journey is spent with each their sales targets in July 20223
sales rep1

Source: 1 Gartner | 2 HubSpot | 3 Pavilion Pulse Benchmarking

Top performers have figured out how to be productive despite challenges
In fact, they spend less time selling than average performers

Time spent
selling
Top performers* spend 10% less time
selling than average performers who
spend just over a quarter of their time
selling products and services.

Instead, top performers spend a greater

proportion of their time prospecting and
researching buyers.
*Top performer: sellers who surpassed 150% of quota
For high performers, relationships are an input to the sale, not an outcome
Top sellers “flip the script” and focus on the right relationships early
Traditional Sellers: Top Sellers:

1. Initial sales meeting 1. Relationship established

2. Deal closed 2. Initial sales meeting

3. Relationship established 3. Deal closed (larger, faster)

Top performers have built three habits that set them apart

Focus on the Identify buyers when Go beyond shared

accounts with the they are ready to connections to find
most whitespace engage hidden allies
What if everyone
could behave and
produce like top
performers, using

# of sales reps
data and insights to
be more effective
faster?

Win Rate
Avg. Win rate of reps not Avg. Win rate of reps
using Sales Navigator using Sales Navigator

Among Sales Navigator users, LinkedIn measures +6% lift in win rates when deals are influenced by SN
Visual is purely x and assumes all deals among the depicted SN user cohort are influenced by SN
You can shift your sales organization’s performance with deep sales

Data Actionable Signals Outcomes

On companies, buyers, Intelligence derived from data Shift your performance curve
relationships and drive more revenue
LinkedIn has built the world’s first and only deep sales platform

Comprehensive Actionable Signals Habits that Drive

Professional Data Outcomes

830M+ 58M+ Account Insights Focus on accounts

Members Companies
Identify buyers when they
Relationship Intelligence
are ready
65M+
2B annual
Decision
Interactions Buyer Intent Find hidden allies
Makers