Business	  Development	  with	                                 	    LinkedIN	  and	  SugarCRM
It isnt just what you know,      and it isnt just who you know. Its actually who you know, who knowsyou, and what you do f...
Daniel Kraus"     President"Leading Results, Inc   @LeadingResultswww.LeadingResults.com                   4/26/12   ©2012...
Leading Results Overview§  Marketing services firm – coaching and consulting       §    1:1 Coaching, Group Coaching     ...
Leading Results Core Marketing Mantra§  Dont talk about the products you sell; talk about    the problems you solve.  § ...
LinkedIN – Quick Stats " 100m Members (191342=me)
Why do people use LinkedIN?                                          A.  They	  are	  looking	  for	  someone	            ...
5 Keys to Success §    Be Authentic, Genuine & Transparent§    Show Value, Be Engaged, Contribute§    Know your ideal c...
Key Areas of Leverage§    Credibility§    Getting Found§    Automation§    Sales§    Networking§    AdvertisingTweet...
LinkedIN Anatomy
Your	  Profile	  –	  100%
100% profile completeness§    Industry §    Postal code§    A current position with description§    Two additional prev...
GroupsTweet: #SCON12
LI TodayTweet: #SCON12
SignalsTweet: #SCON12
LinkedIn Company pageTweet: #SCON12
LinkedIn Company page - OverviewThis public tab lists info such as:§  Basic information about your company (e.g., locatio...
LinkedIn Company page - Careers§  This is another public tab displaying job postings. §  Premium Career Pages    "   Del...
Company page - Product & Services§  Post descriptions of your key products and services§  Receive product and service re...
LinkedIn Company page - Statistics§  This is a private tab visible only to LinkedIn    members with administrator access ...
How to Benefit from LinkedIN
Key Areas of Leverage§    Credibility§    Getting Found§    Automation§    Sales§    Networking§    AdvertisingTweet...
Credibility§  Summary with details§  Share expertise with answers to others questions. §  Write recommendations     "  ...
Getting Found§  Capitalizing on Search Engine    Optimization    "   Search engine optimize your profile§  Participate in...
Sales§    Connect with prospects§    Integrate Sugar to the marketing/sales process§    Stay in contact as people move§...
Give value to connect…Tweet: #SCON12
Enhanced Networking & Referrals§  Search contacts for referral introductions§  Research attendees from events§  Review ...
ContributeTweet: #SCON12
Automation§    Integrate Sugar for updates§    Use LinkedIn Today to keep track of industry news §    Check in on "Netw...
AdvertisingTweet: #SCON12
Bonus Tips§    Make your blog/website links sexier. §    Add a Follow Button§    Export connections.§    Add a video t...
Make your blog/website links sexier.                                    4/26/12
Bonus Tips§    Make your blog/website links sexier. §    Add a Follow Button§    Export connections.§    Add a video t...
Export ConnectionsTweet: #SCON12                      4/26/12
Bonus Tips§    Make your blog/website links sexier. §    Add a Follow Button§    Export connections.§    Add a video t...
ApplicationsTweet: #SCON12                  4/26/12
A: Questions!B: Summary!C: Offer
LinkedIN Best Practices Summary• 	  Profile	  –	  links,	  keywords,	  descrip;ve	  • 	  Status	  updates	  (+TwiBer)	  • 	...
Offers: " Complete my eval – get a copy of slides tonite " On the eval:           »  Sign up for marketing tips newsletter...
Submit Session Feedback      *Prizes for attendees who submit session feedback using the Mobile AppSelect the SugarCon Mob...
#SCON12!           4/26/12   ©2012 SugarCRM Inc. All rights reserved.   42
Business development with the power of linked in and sugarcrm   sugarcon2012.pptx
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LinkedIN and SugarCRM - SugarCon 2012 Presentation by Dan Kraus of Leading Results

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Business development with the power of linked in and sugarcrm sugarcon2012.pptx

  1. 1. Business  Development  with     LinkedIN  and  SugarCRM
  2. 2. It isnt just what you know, and it isnt just who you know. Its actually who you know, who knowsyou, and what you do for a living. " - Bob Burg
  3. 3. Daniel Kraus" President"Leading Results, Inc @LeadingResultswww.LeadingResults.com 4/26/12 ©2012 SugarCRM Inc. All rights reserved. 4
  4. 4. Leading Results Overview§  Marketing services firm – coaching and consulting §  1:1 Coaching, Group Coaching §  Fractional VP of Marketing §  Social Media Coaching and Learning §  Referral Marketing Coaching and Classes§  Authorized Duct Tape Marketing coaches§  Offices in Boston and Philadelphia§  Clients throughout North America§  We help our clients stop wasting money on marketing that does not create resultsTweet: #SCON12
  5. 5. Leading Results Core Marketing Mantra§  Dont talk about the products you sell; talk about the problems you solve.  §  Then talk about the remarkably different way that I will experience working with you as you solve those problems. §  Be sure you tell me what I get; NOT what you do.   Because I dont have time to figure out if what I need is what you do. Tweet: #SCON12
  6. 6. LinkedIN – Quick Stats " 100m Members (191342=me)
  7. 7. Why do people use LinkedIN? A.  They  are  looking  for  someone   Or B.  They want to be found by someone
  8. 8. 5 Keys to Success §  Be Authentic, Genuine & Transparent§  Show Value, Be Engaged, Contribute§  Know your ideal customer/prospect profile§  Be crystal clear on your core message§  Make sure your differentiation comes throughTweet: #SCON12
  9. 9. Key Areas of Leverage§  Credibility§  Getting Found§  Automation§  Sales§  Networking§  AdvertisingTweet: #SCON12
  10. 10. LinkedIN Anatomy
  11. 11. Your  Profile  –  100%
  12. 12. 100% profile completeness§  Industry §  Postal code§  A current position with description§  Two additional previous positions§  Education§  At least 5 skills§  Profile photo§  At least 50 connections§  A summaryTweet: #SCON12
  13. 13. GroupsTweet: #SCON12
  14. 14. LI TodayTweet: #SCON12
  15. 15. SignalsTweet: #SCON12
  16. 16. LinkedIn Company pageTweet: #SCON12
  17. 17. LinkedIn Company page - OverviewThis public tab lists info such as:§  Basic information about your company (e.g., location, number of employees and industry)§  Information about new hires and employees, including the viewer’s degree of separation§  Twitter and blog feeds plus a “follow company” featureTweet: #SCON12
  18. 18. LinkedIn Company page - Careers§  This is another public tab displaying job postings. §  Premium Career Pages "   Deliver a custom experience - Your content adapts to viewers, based on their LinkedIn profiles. "   Job seekers see jobs tailored to their backgrounds. "   Differentiate through rich contentTweet: #SCON12
  19. 19. Company page - Product & Services§  Post descriptions of your key products and services§  Receive product and service recommendations§  Add content such as videos and promotions§  Purchase recommendation ads to showcase recommendations for products and services and seek more of them§  Get the “recommend” button to place on your website along with each of your products and services.Tweet: #SCON12
  20. 20. LinkedIn Company page - Statistics§  This is a private tab visible only to LinkedIn members with administrator access to your Company Pages. Tweet: #SCON12
  21. 21. How to Benefit from LinkedIN
  22. 22. Key Areas of Leverage§  Credibility§  Getting Found§  Automation§  Sales§  Networking§  AdvertisingTweet: #SCON12
  23. 23. Credibility§  Summary with details§  Share expertise with answers to others questions. §  Write recommendations "   Get recommendations§  Claim your vanity URLTweet: #SCON12
  24. 24. Getting Found§  Capitalizing on Search Engine Optimization "   Search engine optimize your profile§  Participate in Group Discussions and relevant association groups§  Answer QuestionsTweet: #SCON12
  25. 25. Sales§  Connect with prospects§  Integrate Sugar to the marketing/sales process§  Stay in contact as people move§  Use OpenLink to send messages to people to whom youre not connected. §  Leverage the power of LinkedIn Groups. §  Take advantage of advanced search options. Tweet: #SCON12
  26. 26. Give value to connect…Tweet: #SCON12
  27. 27. Enhanced Networking & Referrals§  Search contacts for referral introductions§  Research attendees from events§  Review events prospects or connections are attendingTweet: #SCON12
  28. 28. ContributeTweet: #SCON12
  29. 29. Automation§  Integrate Sugar for updates§  Use LinkedIn Today to keep track of industry news §  Check in on "Network Updates” §  Tie in Twitter Connection §  Take advantage of "Saved Searches” §  Track Signals Tweet: #SCON12
  30. 30. AdvertisingTweet: #SCON12
  31. 31. Bonus Tips§  Make your blog/website links sexier. §  Add a Follow Button§  Export connections.§  Add a video to your Company Page.§  Rearrange your profile§  Use applicationsTweet: #SCON12
  32. 32. Make your blog/website links sexier. 4/26/12
  33. 33. Bonus Tips§  Make your blog/website links sexier. §  Add a Follow Button§  Export connections.§  Add a video to your Company Page.§  Rearrange your profile§  Use applicationsTweet: #SCON12
  34. 34. Export ConnectionsTweet: #SCON12 4/26/12
  35. 35. Bonus Tips§  Make your blog/website links sexier. §  Add a Follow Button§  Export connections.§  Add a video to your Company Page.§  Rearrange your profile§  Use applicationsTweet: #SCON12
  36. 36. ApplicationsTweet: #SCON12 4/26/12
  37. 37. A: Questions!B: Summary!C: Offer
  38. 38. LinkedIN Best Practices Summary•   Profile  –  links,  keywords,  descrip;ve  •   Status  updates  (+TwiBer)  •   Repurpose  content  –  Slideshare,  YouTube  •   Connect  with  clients  &  prospects    •   Search  for  leads  –  Ideal  Customer  Profile  •   Recommend  clients,  partners  •   Use  Groups  •   Ques;ons  and  Answers  •   Adver;se  Tweet: #SCON12
  39. 39. Offers: " Complete my eval – get a copy of slides tonite " On the eval: »  Sign up for marketing tips newsletter »  Ask for a free 45 minute marketing review »  Ask for follow up if you need marketing help – social media or otherwise. 4/26/12
  40. 40. Submit Session Feedback *Prizes for attendees who submit session feedback using the Mobile AppSelect the SugarCon Mobile App: !1)  Tap on this session2)  Tap on survey3)  Submit your feedback Contact Us Leading Results Web: www.leadingresults.com Email: dkraus@leadingresults.com Phone: 978-562-4161 Twitter: @LeadingResults facebook.com/leadingresults 4/26/12 ©2012 SugarCRM Inc. All rights reserved. 41
  41. 41. #SCON12! 4/26/12 ©2012 SugarCRM Inc. All rights reserved. 42

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