IT buyers don't want IT sales and marketing leaders to use traditional lead generation approaches on social media where you can build a real relationship based on value. I believe that's why Forrester reports that 99% of leads do not convert and LinkedIn reports that 87% of leads do not convert to revenue. Inside this presentation from a webinar with LinkedIn's tech industry expert (Mike Weir), we discuss "earning" leads and focusing on gaining the trust of IT buyers. View this LinkedIn marketing and social selling presentation, then register for the Free LinkedIn Marketing Training webinar that goes along with it.

1. Present:
How to Gain the Trust of IT Buyers
and Earn Leads That Convert
to Revenue
Free LinkedIn Marketing Training
&

2. Your Expert Trainers:
Mike Weir
LinkedIn’s Own Tech
Industry Expert
Kristina Jaramillo
Get LinkedIn Help
Partner

3. 87% of B2B Sales and Marketing
Leaders Are Using Social Media
Platforms Like LinkedIn But Less
Than 1 in 5 Can Clearly Prove a
Social Media ROI!

4. 4 Reasons Why Software and Tech Companies Are
Unable to Drive Revenues Further Using LinkedIn
Thinking LinkedIn
is a top of the
funnel activity
Failing to go
beyond brand
awareness
Focused on lead
goals
Traditional
approaches to
generating leads

5. By Focusing on the Top of the Funnel – B2B Sales and
Marketing Leaders Are Missing Huge Opportunities…

6. By Focusing on the Top of the Funnel – B2B Sales and
Marketing Leaders Are Missing Huge Opportunities…
80% of IT buyers require education when
purchasing tech, and 63% are more likely
to consider an IT vendor that educates
them through each stage of the decision
process

7. Forrester Research Mentioned That LinkedIn Should Primarily
Be Used for Brand Awareness – Why They Are Wrong
 Your buyers are not on LinkedIn to engage with your brand.
 B2B buyers on LinkedIn are looking for access to broader
networks that can help them
 LinkedIn is a buyer engagement tool not a brand
engagement tool. When you actively engage with buyers
and have a go-to-customer process in place that helps them
solve problems and establishes trust - you will generate
leads and sales opportunities.

8. The Need for a Pipeline Marketing Approach on LinkedIn
Forrester reports
that 99% of leads
do not convert-
and LinkedIn
reports that 87%
of leads do not
convert.

11. B2B Buyers Are
Calling for a
Change in How You
Market to Them on
LinkedIn – They
Want More Up
Front Value

15. And, So Do Your Leads on LinkedIn

16. 74% of B2B Buyers Choose the Company That Was First to
Earn Their Trust By Adding Real Value as They Are Defining
Their Buying Vision

20. The Right Approach to
Gating Content

21. Case Study #1:
Get LinkedIn Help
Doubles Average
Project Revenue in
December with a
Targeted Value-First
Approach

22. Case Study #2:
More Marketing Qualified Leads for a Communications Tech
Firm Than All Other Initiatives Combined

23. Case Study #3:

24. Case Study #4:
Regains Trust and Earns $42M in 18 Months!

25. Case Study #5:
SaaS Company Earns More Leads & Opportunities with a Targeted
Account Management Approach That Speaks to Their Prospects’
Specific Needs

26. Big Takeaways:
 Earn trust by focusing on educating, not selling, prospective
customers in the short term to generate higher-quality leads in the
long term with value-based content that goes beyond your brand’s
self-interests
 Incorporate an “always on” content strategy with a variety of
content – both gated and un-gated
 Social Proof is Real. Be sure to leverage your employees and
subject-matter experts to evangelize and create an authentic voice
 Tech marketing and sales are becoming increasingly intertwined,
and the moment to align your content and gating strategies with
the goals of your sales team is now.

27. Your Call to Action:
Download the webinar that goes along with
this presentation to get the complete details on
the 5 case studies shown within the
presentation – plus much more….
http://tinyurl.com/webinarwithmikeweir