Learn how to use Sales Navigator effectively to increase the value of lead nurturing

- Are you a sales professional looking to maximise your LinkedIn Sales Nav licence?

- Do you know if you are using all the best features to find, connect and convert your ideal clients?

LinkedIn Sales Navigator isn’t going to magic deals out of a hat, but done well it promises not just leads, but also ways to help us close deals.

This Sales Navigator masterclass will be delivered with a pragmatic approach. We are time poor, and we need to be effective and efficient with our time spent on LinkedIn.

Whether you’re just starting out or looking for a refresh, or looking for the things you can do that your competitors aren’t doing - this event is for you.

Even if you’re a long-time user of Sales Navigator, the upgrades over the past year means there are even more ways to use Sales Nav in your sales process.

Led by an experienced sales professional, LinkedIn trainer, and agency owner of a specialist LinkedIn agency Pitch121, & Sales Navigator geek, Laura Hannan.

Key Takeaways:

- How to get the attention of better prospects who are more open to engaging with you.

- Improve your search techniques to identify and target your ideal prospects with precision.

- Understand why you can’t do without Saved Searches, Lead Lists, and Account Lists

- A look at the latest features in Advanced and whether and when they are worth the upgrade.

- A daily to-do list for LinkedIn so you can head right to the stuff that will make a difference

- The KPIs to measure

Agenda:

1. A comprehensive overview of Sales Navigator's interface and features

2. Advanced search techniques and Boolean logic

3. Creating and managing Saved Searches, Lead Lists, and Account Lists

4. Your daily LinkedIn process

5. Measuring your effectiveness

6. Q&A session and open discussion

Note: This masterclass assumes a basic understanding of LinkedIn and Sales Navigator.

🗣 Masterclass host:

Laura Hannan is not paid by LinkedIn to wax lyrical about Sales Navigator. She is simply more excited than ever about the possibilities for sales teams. She has heard too many times that people are paying for Sales Navigator and not using it fully, so her mission is to change that - so that sales people are more effective and efficient, and their buyers have a better buying experience.

Laura’s agency nurtures leads on behalf of sales teams, so her insights are based on a wide range of data, not just her own experience which is daily, and for many years.

🎫 Who should attend?

- Sales professionals working in agencies or tech companies, particularly those selling to enterprises

- Account executives, client success, partnership managers looking to widen and deepen their account relationships

- Sales leaders and managers wanting better oversight of what KPIs & behaviours to watch out for

- Anyone responsible for lead generation, nurturing and closing

With the internet now an integral part of our lives, the buying and selling landscape has dramatically evolved. Today, buyers are in control, armed with extensive product information at their fingertips.

Gone are the days when companies needed to interact with sales professionals just to learn about a supplier’s products. While some experts predicted the end of salespeople, we believe they remain crucial, albeit with a transformed role.

Unfortunately, some businesses haven’t adapted to this shift, hindering their sales effectiveness. In this masterclass, we'll explore the differences between the modern sales and buying processes and discuss the new roles of sales and marketing.

This masterclass will show you how to:

- The importance of understanding the buying process in your market.

- The best way to improve your understanding and update your sales process.

- How to make key changes immediately.

Agenda

- Key differences between the old and new sales process

- Embracing the change - key tips and an opportunity to consider your own operation

- Setting up your new process

- Considering key elements like forecasting

View the slides here https://bit.ly/49lQQX5 🗣

Masterclass host:

Yafit Davis experiences within Business Development is substantial and varied including a number of key positions in G4S, Yell, ActionCOACH and Business Insider. Becoming tired of the corporate world, she launched her BD agency, Your Business Development Team in 2015. driven by passion for supporting business growth she dedicated her business to supporting and nurturing business development.

These days her role in the business is to work with their clients to create a focused business development strategy that gets them the results they need to grow their business. Based on demand from our clients, she utilises her sales and training experience to help them improve their sales success in their businesses, ensuring they get better value for money from lead generation experience.

🎫 Who should attend? Sales managers, BDMs. Sales Directors, Managing Directors and anyone dealing with sales.

Transform your approach to pitching and client meetings with a clear, step-by-step process that takes your prospect from "hello" to "thank you for your business."

What You'll Learn:

- Client Profiling and Why It Matters: Learn the essentials of preparing for meetings, what to prioritise, and what you can skip.

- The Art of Asking the Right Questions: Discover how to take your prospect on a journey using three layers of questioning to get the best results.

- Objection Handling: Get ahead of objections and learn to manage them effectively before they arise.

- Quality Warm Referrals: Learn when and how to ask for quality referrals, and most importantly, how to convert them.

- Closing Without Confrontation: Master non-confrontational closing techniques that leave your prospect feeling confident in their decision.

- Pre-Loading Meetings: Avoid long-winded pricing discussions by properly setting up your meetings and managing expectations early.

- Respect the "Brick Wall": Understand the importance of maintaining a clear division between the fact-finding phase and your sales pitch for optimal results.

Agenda:

1. Client Profiling & Preparation

2. Mastering Questioning Techniques

3. Handling Objections Effectively

4. Building and Converting Referrals

5. Non-Confrontational Closing

6. Pre-Loading Meetings to Avoid Pricing Pains

7. The "Brick Wall" Between Fact-Finding and Pitching

Key Takeaways:

- Guide prospects smoothly through the sales journey with effective questioning.

- Anticipate and handle objections before they arise. - Confidently ask for and convert warm referrals.

- Close deals in a non-confrontational, relationship-building way.

- Navigate the transition from fact-finding to pitching for maximum success.

Walk away with a streamlined approach to client meetings that maximises every opportunity and builds long-term relationships.

Slides can be viewed here

🗣 Masterclass host: Oliver has spent 30 years in the B2B Sales arena working with such organisations as Pepsico, Nike, Danone, English National Opera, Durable UK and Olympus Power. He's trained sales teams to sell effectively, intuitively and with greater confidence and purpose. He works with sales teams focussed on the longer term relationship and not the 'stack it high, sell it cheap' win.

🎫 Who is this for?

Anyone responsible for meeting with prospective clients for fact finds, discovery calls, proposition delivery, pitches and winning business against competition.

Most newsletters suck.

That's because too many business builders think their email list cares about their business as much as they do. Newsflash: they probably don't. They care far more about themselves.

Jamie Woodbridge and James Copeland, Co-founders of The Inbox Club will unveil the hidden potential of email newsletters as a game-changing tool for business development and marketing. Newsletters are about building and maintaining lasting relationships, nurturing leads, and driving sustainable growth for your B2B business.

They will guide you through the entire process, from launching your first newsletter to running a sustainable and successful campaign. The resulting content will nurture your list, build trust and win business, and can be recycled across all of your marketing channels.

This masterclass will show you how to:

• Build-a-newsletter. Getting started.

• Why your newsletter could be your most important tool.

• How to repurpose your newsletter for different content platforms.

• The worksheet can be downloaded here.

• Download The Inbox Club's new playbook here.

🗣 Masterclass hosts:

James brings over a decade of marketing experience to the table. His previous roles have included work as a freelancer, head of content, CMO and now agency founder. He's also built a newsletter business that has been monetised and won an award.

Jamie brings 13 years of sales experience. His roles have included BDM, Sales Manager and Head of Sales and Marketing.

Getting new business isn't easy, and agencies everywhere are feeling the crunch. When you get the chance to pitch, you need to make sure you've got what it takes to close the deal. But a lot of agencies fall short in the critical stages leading up to a pitch, they're not gathering the right insights, honing their messaging, or aligning their team around a winning strategy. It’s time to shake things up and make sure you're doing everything you can to win.

A pitch deck that's tailored to your client can set you apart from the competition. It cuts through the noise, tells a compelling story, and keeps your audience engaged. The problem is, many pitch decks end up as overstuffed 'creds decks'—lots of tech talk, not enough focus on making a compelling case.

That's where Freia comes in. She's spent the last six years helping agencies like yours rework their pitch process, gathering post-pitch feedback to find out what really works. In this interactive session, she’ll share what brands actually want to see in a pitch, point out the common mistakes agencies make, and give you a solid game plan for your pitch process.

You'll leave with an understanding how to make your pitches more structured, more collaborative, and ultimately, more successful.

This masterclass will show you how to:

- master the crucial activities in the pitch process to craft winning presentations that maximise your chances of success.

- unlock the secrets of what brands want to see in pitches, identify common agency mistakes, and learn proven strategies to avoid them.

- develop a winning pitch approach with a clear action plan to dramatically increase your win rate.

Agenda:

• Speaker Intro and background

• Scene setting: Why is it hard to win a pitch?

• What is your biggest challenge with the pitch process?

WHAT BRANDS WANT TO SEE IN A PITCH & COMMON AGENCY MISTAKES

• What do you think brands want to see in a pitch?

• What is important to brands?

• Common themes from collecting post-pitch feedback and advising agencies on their pitch process

• Common pitch deck mistakes and the impact on pitch win rates

OPTIMISNG YOUR PITCH PROCESS

• What should your sales process look like to lead to a winning pitch?

• What is the ideal pitch structure?

• Score yourself from 1-5 on your ability to run an effective sales process

🗣 Masterclass host:

Freia is an Agency Growth Consultant with 15 years of experience in growing and optimising agencies. She works with agency owners and senior leaders to identify current blockers and move their business into the next phase of growth. She guides agencies on how to move their strategy out of the boardroom and into the agency, and see their plans through to the implementation of positive, embedded changes and ways of operating.

Previous to running her own consultancy, she worked agency-side for 12 years, grew her own digital content & PR team from 0-100 people, and was responsible for delivering the strategy and change programs for one of the most successful 150-strong digital marketing agencies in the UK.

Freia has collected post-pitch feedback on behalf of agencies for the last 6 years, and supports agencies with the optimisation of their sales process and, in turn, the improvement of pitch close rates.

Struggling in the UK's crowded agency scene? This masterclass will help you to stand out. Discover your agency's unique selling proposition (USP) – the secret weapon for attracting clients.

Today's saturated market demands a strong USP. Clients bombarded with choices need a reason to choose you. A clear USP cuts through the noise, grabbing attention and communicating your unique value.

We'll explore the challenges and opportunities facing UK agencies, explaining why a powerful USP is essential. Learn how it attracts ideal clients, boosts brand awareness, and drives growth.

In this masterclass, Roland will introduce the "Agency Proposition Canvas™", used to define your value proposition. He'll help you to identify your agency's strengths, target audience, and specific benefits. Craft a compelling narrative around your USP & learn to effectively communicate your agency's unique selling points, positioning you for success.

If you're an agency leader or marketer seeking to differentiate and reignite growth, this masterclass is for you.

- Why a USP is a must-have nowadays

- How to define your agency's USP

- Ways to tell and sell your USP

Agenda:

1. The current agency landscape

2. Why a USP is so important

3. The Agency Proposition Canvas™

4. Canvas critique

5. Writing the narrative around your USP

🗣 Masterclass host:

Roland has worked with hundreds of agencies worldwide to help them refine their positioning, refresh their proposition, and re-energise their agency in the market.

From big name networks to boutique independents, Treacle has built a reputation for standout strategy and messaging that helps agencies scale.

This masterclass aims to teach you how to move from chase to attract and win better quality and more suited clients. We will talk you through tactics to improve inbound, outbound, referrals, organic growth and pitch conversion. You will build your own sales funnels to give you the all-important key metrics for you to be focusing on to achieve your commercial objectives. And importantly, we will show you how to link marketing and sales to get the most out of content, events, and PR.

Your personal brand can be the decisive factor in rising above the noise, outshining competitors, and leaving a lasting impression that leads to success.

This masterclass with Simon Clayton (Marketing Skills Academy) is a tailored mini masterclass designed to unlock the power of personal branding for sales and marketing professionals, both current and aspiring.

It’s a well-known fact in the business world that it’s a lot easier and cheaper to retain clients than it is to attract new ones. That’s why the role of a client services team is vital role to any organisation. It’s their role to manage client relationships and it can be the difference in retaining a client or not.

In this masterclass we delve into the essential elements that will elevate your client services team's performance. When you unlock the department's full potential you transform it into a revenue-generating powerhouse.

In this masterclass, Oliver Duffy-Lee, Founder and CEO of Authority Agency, will show you the techniques used by high-growth agencies to win dream clients.

It will show you how to:

- Become the go-to authority in your market

- Build a high-value network of decision-makers in record time

- Book meetings with CMOs of Fortune 500 companies, using a proven Client Attraction Model that combines personal branding, strategic network building, and powerful thought leadership.

- Stop settling for crumbs. Secure your spot on our "Level up and win dream clients" workshop and start attracting the clients of your dreams.

In today's rapidly evolving sales landscape, adaptability and resilience are keys to thriving amidst uncertainty. Every obstacle presents an opportunity for growth.

In this transformative online masterclass, Vinit Shah will equip you with the tools and insights needed to overcome challenges and thrive!

We will cover:

- Decoding the Landscape - Explore the causes of uncertainty, from the changing marketing tech landscape to the impact of AI and economic / geopolitical activities.

- Critical Sales Mindsets – Discover the mindset shifts that separate the top performers from their peers, and that can empower you to approach every challenge with clarity and confidence.

- Harnessing Emotional Intelligence – Deep dive into the five components of emotional intelligence, and recognise the importance of empathy in driving sales success.

Business growth is tough at the best of times, but it can be especially difficult if you sell a high-ticket B2B offer with long lead times.

You want a permanently full pipeline, but…

• What if you don't have reams of data to create super tailored campaigns?

• What if you don't have fancy slide decks and the perfect website?

• Or deep pockets to throw at Google Ads?

...and you need leads NOW to hit your business targets, right?

Caroline Canty is here to help, having worked with a multitude of digital agencies of all shapes and sizes who have struggled with this issue.