1. LinkedIn
Sales Executive
with Salesforce
Social Selling to Win
Build meaningful connections with the people and companies you
want to reach.
LinkedIn Sales Executive helps you to navigate your network and reach decision-makers
more directly by leveraging the power of the world’s largest professional network.
LinkedIn Sales Executive is a premium social selling Prioritize Your Prospects and Build Better Lead
solution that provides sales professionals with the Lists
ability to quickly find, qualify and create new opportu- Don’t waste time pursuing ineffective leads. Sales Executive’s
nities and helps sales managers accelerate the social Lead Builder feature helps you filter your lead list based on
selling capabilities of their sales organization. criteria like seniority, title, function, and industry. Lead Builder
then prioritizes your leads by degrees of social proximity,
ranking your highest degree connections at the top of your
lead list. Additional tools like Profile Organizer and Saved
Searches make it easy to track profiles, organize them into
Expand Your Network and Leverage Your folders, and add your own sales notes.
Common Connections
With over 160 million members1, LinkedIn offers Engage Decision-Makers Directly and Shorten
compelling insights into new leads through profile and
company data, status updates, and groups. LinkedIn insights Your Sales Cycle
reveal that people are typically connected to fewer than 6% of Sales Executive includes LinkedIn’s direct messaging feature
their sales coworkers on LinkedIn.2 Use TeamLink—a premium called InMail that allows you to contact decision-makers
feature of Sales Executive—to powerfully extend your network directly—even when they’re outside of your network. Accord-
and gain visibility into your sales team’s first-degree connec- ing to CSO Insights, an average of eight InMails can generate
tions. Leverage those common connections for warm one new sales opportunity.3 InMail is the most effective when
introductions and accelerate sales cycles. Sales Executive you reference a common connection. Knowing who to
allows your organization to quickly scale into social selling in a reference is even easier thanks to Team Link. Team Link is a
more efficient and effective manner. premium feature that provides visibility into how your
colleagues are connected to your prospects. Team Link and
InMail make a great combination; referencing a shared
connection in your InMail generates a 78% more likelihood of
a response than if you did not have a common connection to
reference.4

2. Find and Be Found with Trusted Data Enjoy Seamless Integration with Your
Make your LinkedIn profile work harder for you. Sales Execu- Existing CRM Investment
tive gives you the ability to see the full name of your third Access self-authored profile data everywhere by taking
degree connections, see who has viewed your profile and advantage of seamless CRM LinkedIn integration. Research
benefit from more robust search results. Since LinkedIn and connect with your prospects on the world’s largest
members write their own profile information, you can trust professional network. On a sales call? No problem. Engage
that the data you receive is accurate and up-to-date. In fact, with your prospects and access insights while on the go by
87% of sales reps reported finding more information about using LinkedIn on your mobile device.
people and companies using Sales Executive than they would
have found otherwise.2
LinkedIn with Salesforce
View professional Contact directly
history and summary with InMails
Leverage your organizations
connections to reach prospects
with Team Link
Summary table of benefits and features:
• Gain insights into new leads through profile and company data, status updates, and groups; use Sales Executive to scale
true social selling and prioritize your lead lists with Lead Builder.
• Discover common connections and identify decision-makers and influencers more quickly.
• Engage decision-makers directly through personalized communication including InMails. Use Team Link to leverage
coworker connections and secure warm introductions.
• Leverage trusted, authentic profile data everywhere – CRM integration seamlessly provides up-to-date information on
where your leads live, work, and network. You can also use Linkedin while on the move with your mobile device.
“ More than 80 percent of our reps found important LinkedIn information that they would not have known
otherwise because of LinkedIn’s seamless integration with Salesforce. LinkedIn for Salesforce makes it
easier to discover the sales insights that we need to effectively engage customers and close deals.”
Bob DeSantis, Vice President of Sales, DocuSign

3. Lead Builder
Build pipeline
with new leads
Search criteria
for leads
Gain full-name visibility for
third-degree connections
LinkedIn free Sales
version Executive
Team Link: Leverage your team’s
combined network
InMails: Gain access to decision makers – 25 per month
response guaranteed*
Saved search alerts: Stay on top of new 3 saved search
minimum of 10
leads results
Lead Builder: Source and close deals with
integrated data
Premium Search Filters: Pinpoint the
right leads
Profile Organizer: Save important profiles
and sales notes
Who’s Viewed Your Profile: Be proactive
in managing inbound queries and interest
in your profile
3rd Degree Connections: See names of
Full Name Visibilty
your 3rd degree and group connections
1
As of March 31st, 2012
2 LinkedIn Charter Customer Survey, November 2011
3 CSO Insights, “Results of LinkedIn for Salesforce.com Research, March 2012
”
4
LinkedIn Data, March 2012
* InMails are response guaranteed: if you don’t get a response to an InMail within
7 days, LinkedIn will return the credit to your account. Unused InMails roll over
and accumulate for up to 90 days while you are a subscriber.
To learn more please visit www.sales.linkedin.com or
www.slideshare.net/linkedin-sales-solutions
Copyright © 2012 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail are registered trademarks of LinkedIn Corporation in
the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved.
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