To carry out an event, create publicity or buy a database is not always effective for small and medium-sized enterprises (SMEs) when their goal is to close sales, due to the large economic investment required by these processes and where there is no return response abundant.
Thinking about this situation, the LinkedIn employment network, launched the new sales solution LinkedIn Sales Solutions and its first tool “Sales Navigator”, with which a company can increase the percentage of sales and capture new customers.
“We have the tools so that (the companies) can find decision makers much faster, obtain information of their potential clients and get hooked in the whole commercial process. Companies reduce their business cycle by 30 to 7 days, “says Gustavo Pagotto, Regional Sales Manager for LinkedIn.
Sales Navigator is based on the “social sales” model, which combines marketing with sales force and allows the company to profile who it wants to sell, country, state, industry, company size and type of employees, and Whether executives or managers, in order to find the main decision makers.
The profile that is displayed is different from the one shown on the network for professionals, it is more detailed and saves the searches performed. If prompted, it sends alerts when new people with the indicated profile are integrated into the platform. In addition, it shows friends in common with the purpose of facilitating the interaction and securing sales.
Companies reduce their time to generate a sales opportunity by four and can have a response rate up to 10 times greater than if the contact is made in a traditional way, ie call the secretary or try to communicate with an executive; Inclusive is better than sending mass mailings, points out Gustavo Pagotto.
The director explains that currently SMEs in the technology sector, service providers and logistics already use the platform, but also international companies in the area of telecommunications, banking and insurance.
“From five vendors SMEs can use tools that global companies implement. There are no major upfront investments and you can pay $ 100 per month licenses. ”
In more than 80% of the effective sales generated by a company, the seller is the fundamental factor. Using the Sales Navigator tool has more than 50% of business opportunity, compared to colleagues who do not use it, says Gustavo Pagotto.
He declares that “the more knowledge we can acquire from customers, the better prepared we will be to know the right time to offer a solution. There is no other effective way to do it today, but through social networks. “
