• Can LinkedIn Boost Sales Team Productivity?

  • Jul 8 2024
  • Length: 29 mins
  • Podcast

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Can LinkedIn Boost Sales Team Productivity?

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  • Summary

  • How many InMails have you ignored this month? Is your LinkedIn feed filled with wannabe influencers and subpar content? In this episode, we explore whether LinkedIn is a valuable resource for sales and marketing efforts. Recent data shows LinkedIn InMail open rates range from 57.5% to 86%, far surpassing the 21.6% for emails. Response rates are similarly higher on LinkedIn. Professors Omar Itani, Ashish Kalra, and Jen Riley conducted a study with 160 US sales reps, examining their LinkedIn use and industry knowledge. They found that greater LinkedIn use led to higher sales quota performance—not due to tech savviness or better prospecting, but because of deeper industry and customer knowledge. This enabled sales reps to better position their products and co-create value with customers. Interestingly, the effectiveness of LinkedIn was also influenced by how much autonomy managers gave their sales teams. Tune in to discover if LinkedIn can truly boost your sales team's productivity and how to leverage it effectively.
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