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Rethinking Your Business
Development
Strategy with LinkedIn
Bryan Romeike
LinkedIn Sales Solutions
Housekeeping
PRIMARY COLORS SECONDARY COLORS
Audio is via VoIP only. Please turn computer audio on. There is no
Enter your
questions in the
Q&A panel
Check out our
Resources
from our
Library
Today’s
agenda
10:0
0
Introduction
10:0
5
Social Selling: What it is and Why it matters
10:1
5
How to Get Started with Social Selling
Behaviors
10:2
5
Q&A
Evolution of Music
Compact Disc
Walkman iTunes
Radio
Vinyl LP
Cassette Tape
Phonograph
Relationships
The Changing Decision Maker
2%
How many of the other
stakeholders that decision
makers know at F1000
organizations.
Work in silos
Decision makers change
roles every year.
20%
Changing Roles
???
Budget decisions made by
individuals outside of the
C-suite.
58%
Moving down stream
?
Missed Opportunities are Costly
Relationships
Rethinking Your Business Development Strategy with
LinkedIn
Social Selling
A modern approach to sales and
relationship management that
utilizes information from social
networks to grow your business
LinkedIn is Here to Help
500M+
Members
2B+
Updates
Billions
Relationships
Today:
Your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for building and
sustaining trusted
business relationships
LinkedIn Can Help You Expand Your Reach
Get More Out of LinkedIn with
LinkedIn Sales Navigator
Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn
Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn
First Impressions
Professional Photo
your first
impression
Media
should illustrate
your story
Summary
should describe
your passions
Tagline
should be action
oriented, not
just a title
Inform & Inspire
Build a Professional Brand
Become a Thought Leader
Build a Professional Brand
• Comment in group discussions
• Share important news
• Ask clients for recommendations
• Leverage existing marketing content
• Publish content
LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014
19
Start using LinkedIn for Business Development Today
Build a Professional Brand
2
Look Sharp
Bring in a professional
photographer for profile
headshots
3
Share Content
Ask marketing for
existing content so you
can leverage what’s
already available
Peer Review
Schedule time on a Friday
for your team to update
LinkedIn profiles together
1
Fast Tips
Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn
Finding the Right People
Build and Save Lead Lists with Lead Builder
22
Finding the Right People
Build and Save Lead Lists with Lead Builder
Finding the Right People
Leverage Your Team Network
Finding the Right People
Start using LinkedIn for Business Development Today
Finding the Right People
2
Research
Go beyond just your target
lead at an account – look up
their Director+ peers and
identify your entire buyer
panel
3
Train
Teach new employees
your process from the
start and invest in
training your more
experienced team
members.
Connect
Have your team connect to
one another on LinkedIn to
start unlocking the power of
your combined networks
1
Fast Tips
Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn
Leverage Your Team Network
Grow Business via Trusted Relationships
Ask for Permission
Request intros when they will
have the most impact
Make it easy
Offer to ghost-write
the intro email
Follow-through
Close the loop with
the introducer
Grow Business via Trusted Relationships
Warm
Introduction
Name Drop
Start using LinkedIn for Business Development Today
Grow Business via Trusted Relationships
2
Network Internally
Incorporate into your
regular team meetings –
formalize the serendipitous
‘water cooler’ moments
3
Tout Best Practices
Share winning
introduction scripts so
people have a gold
standard
Lead by example
Encourage your sales
team to approach you for
introductions to prospects
connected to you.
1
Fast Tips
NOTE: Make sure they have
done their due diligence, your
reputation is on the line too
Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn
Place screenshot here
Start with LinkedIn.com
Engage with Insights Using the Feed
Place screenshot here
Focus with LinkedIn Sales Navigator
Engage with Insights Using the Feed
Place screenshot here
Even if it’s cold, keep it personal
Engage with Insights
Start using LinkedIn for Business Development Today
Engage with Insights
Fast Tips
2
Follow Target
Companies
Watch for marketing
materials and press
releases related to your
target companies and
products.
3
Look for Openings
Pay attention to key
moments for your leads or
accounts: job changes,
promotions, news
mentions, etc.
Start Small
Start simply by sharing,
liking and commenting on
others’ content. You can
start engaging without any
of your own original content!
1
Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
You have the fundamentals
Next Steps
Check your own SSI score at linkedin.com/sales/ssi
Polish Your LinkedIn Profile
Search 500M+ Members
Leverage Warm Introductions
Keep Up with Your Accounts
Questions?
lnkd.in/letschat
Bryan Romeike
LinkedIn Sales Solutions

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Rethinking Your Business Development Strategy with LinkedIn

  • 1. Rethinking Your Business Development Strategy with LinkedIn Bryan Romeike LinkedIn Sales Solutions
  • 2. Housekeeping PRIMARY COLORS SECONDARY COLORS Audio is via VoIP only. Please turn computer audio on. There is no Enter your questions in the Q&A panel Check out our Resources from our Library
  • 3. Today’s agenda 10:0 0 Introduction 10:0 5 Social Selling: What it is and Why it matters 10:1 5 How to Get Started with Social Selling Behaviors 10:2 5 Q&A
  • 4. Evolution of Music Compact Disc Walkman iTunes Radio Vinyl LP Cassette Tape Phonograph
  • 6. The Changing Decision Maker 2% How many of the other stakeholders that decision makers know at F1000 organizations. Work in silos Decision makers change roles every year. 20% Changing Roles ??? Budget decisions made by individuals outside of the C-suite. 58% Moving down stream ?
  • 9. Rethinking Your Business Development Strategy with LinkedIn
  • 10. Social Selling A modern approach to sales and relationship management that utilizes information from social networks to grow your business
  • 11. LinkedIn is Here to Help 500M+ Members 2B+ Updates Billions Relationships
  • 12. Today: Your personal network All that LinkedIn has to offer YOU Just what you need for building and sustaining trusted business relationships LinkedIn Can Help You Expand Your Reach
  • 13. Get More Out of LinkedIn with LinkedIn Sales Navigator
  • 14. Grow Business via Trusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
  • 15. Grow Business via Trusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
  • 17. Professional Photo your first impression Media should illustrate your story Summary should describe your passions Tagline should be action oriented, not just a title Inform & Inspire Build a Professional Brand
  • 18. Become a Thought Leader Build a Professional Brand • Comment in group discussions • Share important news • Ask clients for recommendations • Leverage existing marketing content • Publish content LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014
  • 19. 19 Start using LinkedIn for Business Development Today Build a Professional Brand 2 Look Sharp Bring in a professional photographer for profile headshots 3 Share Content Ask marketing for existing content so you can leverage what’s already available Peer Review Schedule time on a Friday for your team to update LinkedIn profiles together 1 Fast Tips
  • 20. Grow Business via Trusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
  • 22. Build and Save Lead Lists with Lead Builder 22 Finding the Right People
  • 23. Build and Save Lead Lists with Lead Builder Finding the Right People
  • 24. Leverage Your Team Network Finding the Right People
  • 25. Start using LinkedIn for Business Development Today Finding the Right People 2 Research Go beyond just your target lead at an account – look up their Director+ peers and identify your entire buyer panel 3 Train Teach new employees your process from the start and invest in training your more experienced team members. Connect Have your team connect to one another on LinkedIn to start unlocking the power of your combined networks 1 Fast Tips
  • 26. Grow Business via Trusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
  • 27. Leverage Your Team Network Grow Business via Trusted Relationships
  • 28. Ask for Permission Request intros when they will have the most impact Make it easy Offer to ghost-write the intro email Follow-through Close the loop with the introducer Grow Business via Trusted Relationships Warm Introduction Name Drop
  • 29. Start using LinkedIn for Business Development Today Grow Business via Trusted Relationships 2 Network Internally Incorporate into your regular team meetings – formalize the serendipitous ‘water cooler’ moments 3 Tout Best Practices Share winning introduction scripts so people have a gold standard Lead by example Encourage your sales team to approach you for introductions to prospects connected to you. 1 Fast Tips NOTE: Make sure they have done their due diligence, your reputation is on the line too
  • 30. Grow Business via Trusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
  • 31. Place screenshot here Start with LinkedIn.com Engage with Insights Using the Feed
  • 32. Place screenshot here Focus with LinkedIn Sales Navigator Engage with Insights Using the Feed
  • 33. Place screenshot here Even if it’s cold, keep it personal Engage with Insights
  • 34. Start using LinkedIn for Business Development Today Engage with Insights Fast Tips 2 Follow Target Companies Watch for marketing materials and press releases related to your target companies and products. 3 Look for Openings Pay attention to key moments for your leads or accounts: job changes, promotions, news mentions, etc. Start Small Start simply by sharing, liking and commenting on others’ content. You can start engaging without any of your own original content! 1
  • 35. Grow Business via Trusted Relationships Create a Professional Brand Find the Right People Engage with Insights You have the fundamentals Next Steps Check your own SSI score at linkedin.com/sales/ssi Polish Your LinkedIn Profile Search 500M+ Members Leverage Warm Introductions Keep Up with Your Accounts