As an Enterprise SDR in a startup environment, I sometimes have to wear multiple hats when converting Marketing Qualified Leads (MQLs) into Sales Qualified Leads (SQLs). Our marketing team does a stand-up job of generating leads through content creation & our marketing automation platform.
Although I have inbound leads to follow up with, I am also responsible for generating outbound leads within key target accounts. Whether your sale professionals have the same responsibilities, or are focused entirely on outbound sales into targeted accounts, LinkedIn Sales Navigator has to be the best tool on the market for getting this job done.
You might be wondering why there are still naysayers of Social Selling in the market. It’s 2016 and the data around using social to build pipeline and revenue couldn’t be stronger. Yet, there is a cottage industry of people who continue to deny and use anti-social messaging to gain more awareness for themselves.