LinkedIn for B2B Sales Enablement

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LinkedIn is a powerful tool for B2B sales when people can move from using it as an online resume to an online resource. Looking at the applications, profile, settings and other LinkedIn capabilities we can create an online presence that is a amazing resource for B2B sales.

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  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system?
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  • For the full preso go to: http://www.dancewithstrangers.com/2010/02/19/linkedin-for-b2b-sales-enablement-engagement-and-prospecting/
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  • LinkedIn for B2B Sales Enablement

    1. 1. LinkedIn for Sales Enablement<br />1<br />
    2. 2. LinkedIn Stats<br /><ul><li>55 Million members in over 200 countries
    3. 3. A new member joins LinkedIn every second
    4. 4. Half of LinkedIn members are outside of the U.S.
    5. 5. Executives from all Fortune 500 companies are LinkedIn members</li></li></ul><li>LinkedIn Settings: A Ton of Options<br />3<br />Login to LinkedIn<br />Hit “Settings” on top right corner<br />
    6. 6. LinkedIn Settings: Can You Be Found Easily?<br />4<br />What do people find if they only remember your name?<br />
    7. 7. LinkedIn Settings: Make It Easy To Connect<br />5<br />Don’t make it hard for people to connect with you<br />
    8. 8. LinkedIn Profile: Be Consistent<br />6<br />Login to LinkedIn<br />Hit “Profile”<br />Go to “Summary”<br />Click “Edit”<br />Make the first paragraph of your profile summary about BreakingPoint and what we offer*<br /> *Subject to change when messaging is complete<br />
    9. 9. LinkedIn Profile: Top Level<br />Add the company name to your title<br />Include a photo<br />Use your status updates<br />List BreakingPoint Sites<br />7<br />
    10. 10. LinkedIn Apps: Be a Resource, Not a Resume<br />8<br />Login to LinkedIn<br />Hit “Profile”<br />Underneath “Summary”<br />Click “Add Application”<br />
    11. 11. LinkedIn Apps: SlideShare<br />9<br />The latest presentations<br />The latest documents<br />Create your own account at SlideShare.com or simply tie your LinkedIn account to BreakingPoint.<br />
    12. 12. LinkedIn Apps: Events <br />10<br /><ul><li> List BreakingPoint Events
    13. 13. List Industry Events
    14. 14. Find Industry Events</li></ul>Go where your prospects are going<br />
    15. 15. LinkedIn Apps: BlogLink<br />Import BreakingPoint blog or any other RSS Feed:<br />www.breakingpoint.com/community/rss<br />www.breakingpointsystems.com/news/press-releases/RSS<br />www.twitter.com/statuses/user_timeline/14399906.rss<br />11<br />
    16. 16. LinkedIn Prospecting: Find Groups<br />12<br />
    17. 17. LinkedIn Prospecting: Find People <br />13<br />
    18. 18. LinkedIn Prospecting: Engagement Guidelines<br />Be a resource.<br />Don’t interrupt.<br />Connect after meeting:<br />Events<br />Meetings<br />Email Conversations<br />Be current<br />Update LinkedIn “like” services you use<br />14<br />

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