ABA Banking Journal
No Result
View All Result
  • Topics
    • Ag Banking
    • Commercial Lending
    • Community Banking
    • Compliance and Risk
    • Cybersecurity
    • Economy
    • Human Resources
    • Insurance
    • Legal
    • Mortgage
    • Mutual Funds
    • Payments
    • Policy
    • Retail and Marketing
    • Tax and Accounting
    • Technology
    • Wealth Management
  • Newsbytes
  • Podcasts
  • Magazine
    • Subscribe
    • Advertise
    • Magazine Archive
    • Newsletter Archive
    • Podcast Archive
    • Sponsored Content Archive
SUBSCRIBE
ABA Banking Journal
  • Topics
    • Ag Banking
    • Commercial Lending
    • Community Banking
    • Compliance and Risk
    • Cybersecurity
    • Economy
    • Human Resources
    • Insurance
    • Legal
    • Mortgage
    • Mutual Funds
    • Payments
    • Policy
    • Retail and Marketing
    • Tax and Accounting
    • Technology
    • Wealth Management
  • Newsbytes
  • Podcasts
  • Magazine
    • Subscribe
    • Advertise
    • Magazine Archive
    • Newsletter Archive
    • Podcast Archive
    • Sponsored Content Archive
No Result
View All Result
No Result
View All Result
ADVERTISEMENT
Home Retail and Marketing

Using LinkedIn Sales Navigator

October 20, 2015
Reading Time: 3 mins read

By Greg Davis

Let’s talk about two LinkedIn topics: setting up a profile and using the Sales Navigator.

Look at your LinkedIn profile as a representation of what you want someone to know the first time you shake hands with them.

Tip 1: Your Photo

Make sure that you are sending the right message with your photo—no family photos, no “selfies,” and don’t go cropping your spouse out of a picture from the latest formal event you attended. I doubt they would feel good about being cut out!

Tip 2: The Headline

Keeping in line with our theme, how would you introduce yourself? At the top of your LinkedIn profile, you have what is called a “Professional Tagline.” Here, you have 120 characters to showcase who you are and what you do. Use this as a way to differentiate yourself. For example, if you’re a commercial banker, why don’t you tell the world that you aim to help business owners achieve their goals? Isn’t that your mission in banking?

Tip 3: The Summary

Your summary is an opportunity to explain a little bit about yourself, outside of the obvious (your name, where you work and so forth). Why did you get into banking? What makes you unique from other bankers? Give your best “elevator pitch” about yourself, and don’t be afraid to make it personal. The most common misconception about LinkedIn as a professional network is that you can’t express your personal interests. Tell people what you enjoy outside of your day job, because it makes you more identifiable to your customers.

Your picture, headline and summary all give you the opportunity to tell your story, share who you are and build your professional brand. Your profile page is not only a great marketing tool for you, but one of the very first places most of your prospects stop when they are deciding whether or not to do business with you.

Now that you’ve built out your profile, what’s next?

Let’s talk about some best practices for using Sales Navigator to increase sales. So much of how sales and loan officers tend to go about building their business is outdated. Community events, booths and old-school phone prospecting are still the standard, but the results are diminishing because of the rise of technology. Your prospects are searching for loans online, and are about 57 percent of the way through a decision before they have their first conversation with a sales professional.[1] Today, Sales Navigator can enable you to inform and educate those very same prospects in the early stages of the purchase process, which, in turn, could get you closer to closing more deals.

You can use Sales Navigator to:

  1. Build target leads, which can provide you more detail and accuracy than traditional lead lists you may purchase. This will enable you to be able to build out leads by job title, industry, location and job function. As we approach close to 400 million members on LinkedIn, using Sales Navigator not only opens up the world of LinkedIn for you, but also can allow you to narrow down your search in many specific ways, exactly how you want it, when you want it.
  2. See what matters most to each of your prospects, and you’ll be among the first to know when they have been mentioned in the news, made a job change or been promoted. This information enables you to engage with insight, build trust and have conversations that are meaningful. Becoming a trusted advisor has never been easier.
  3. Leverage your internal team’s connections, which can give you a higher success rate than cold calling. Business-to-business buyers are five times more likely to engage with sales professionals who were introduced to them through someone in their professional network. [2]
  4. You’re able to get introduced to prospects you previously had no idea were a shared connection. Sales Navigator opens up a world of warm introductions and potentially exponentially more productivity. Better results, faster.

As sales professionals, we are always looking for the best tools to make us smarter, more informed and help us be trusted advisers for our clients. When you combine your best profile on LinkedIn—one that allows your prospects to get to know you as a person and a professional—with the premier sales solution, Sales Navigator, you have set yourself up for the ultimate success and revenue production.

  1. CEB, 2012 Study “The Digital Evolution in B2B Marketing”
  1. LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014

Greg Davis is the director of sales for the Financial Services division at LinkedIn.

Online training in LinkdedIn from ABA.

ADVERTISEMENT
Tags: LinkedInSales
ShareTweetPin

Related Posts

Is deepfake technology shifting the gold standard of authentication?

Will fraud prevention ever be autonomous?

Technology
June 17, 2025

Anti-fraud systems are learning to anticipate fraud rather than merely react to it. Better anticipatory abilities inch systems closer to full automation.

Podcast: Old National’s Jim Ryan on the things that really matter

Podcast: Old National’s Jim Ryan on the things that really matter

ABA Banking Journal Podcast
June 12, 2025

Jim Ryan has led Old National Bank to 250% asset growth. On the podcast, the ABA American Bankers Council chair discusses the bank's growing profile and footprint, his views on deposit insurance reform and the experience of leading...

Bank community engagement: Yes, you can help bank veterans

Bank community engagement: Yes, you can help bank veterans

Retail and Marketing
June 9, 2025

AMBA partners with the ABA Foundation to recruit banks to provide our nation’s veterans access to safe, reliable and flexible financial products and services.

FHFA finalizes strategic plan for 2022-2026

Marketing Money Podcast: Why leadership matters more than likes

Retail and Marketing
June 6, 2025

For bank marketers, the value of being strategic is great.

Looking for trouble?

Podcast: What bankers need to know about ‘First Amendment audits’

ABA Banking Journal Podcast
June 5, 2025

"First Amendment auditors" have long tried to provoke public officials into stopping them from recording in public settings. Now, some auditors are targeting banks.

ABA: Proposed quality control rule for AVMs would overburden banks

Bank survey: Uncertainty weighing on prospective homebuyers

Community Banking
June 4, 2025

Roughly 60% of current homeowners and prospective homebuyers are uncertain whether now is a good time to buy a home, up from 48% two years ago, according to a recent survey by Bank of America.

NEWSBYTES

ABA DataBank: Planned/announced office conversions spike

June 20, 2025

OCC releases mortgage performance report for Q1 2025

June 20, 2025

Justice Department seizes millions of dollars linked to alleged crypto investment scams

June 20, 2025

SPONSORED CONTENT

AI Compliance and Regulation: What Financial Institutions Need to Know

Unlocking Deposit Growth: How Financial Institutions Can Activate Data for Precision Cross-Sell

June 1, 2025
Choosing the Right Account Opening Platform: 10 Key Considerations for Long-Term Success

Choosing the Right Account Opening Platform: 10 Key Considerations for Long-Term Success

April 25, 2025
Outsourcing: Getting to Go/No-Go

Outsourcing: Getting to Go/No-Go

April 5, 2025
Six Payments Trends Driving the Future of Transactions

Six Payments Trends Driving the Future of Transactions

March 15, 2025

PODCASTS

Podcast: Staying close to clients amid tariff-driven volatility

June 18, 2025

Podcast: Old National’s Jim Ryan on the things that really matter

June 12, 2025

Podcast: What bankers need to know about ‘First Amendment audits’

June 5, 2025
ADVERTISEMENT

American Bankers Association
1333 New Hampshire Ave NW
Washington, DC 20036
1-800-BANKERS (800-226-5377)
www.aba.com
About ABA
Privacy Policy
Contact ABA

ABA Banking Journal
About ABA Banking Journal
Media Kit
Advertising
Subscribe

© 2025 American Bankers Association. All rights reserved.

No Result
View All Result
  • Topics
    • Ag Banking
    • Commercial Lending
    • Community Banking
    • Compliance and Risk
    • Cybersecurity
    • Economy
    • Human Resources
    • Insurance
    • Legal
    • Mortgage
    • Mutual Funds
    • Payments
    • Policy
    • Retail and Marketing
    • Tax and Accounting
    • Technology
    • Wealth Management
  • Newsbytes
  • Podcasts
  • Magazine
    • Subscribe
    • Advertise
    • Magazine Archive
    • Newsletter Archive
    • Podcast Archive
    • Sponsored Content Archive

© 2025 American Bankers Association. All rights reserved.