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Silverpop Linkedin Demo
 

Silverpop Linkedin Demo

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    Silverpop Linkedin Demo Silverpop Linkedin Demo Presentation Transcript

    • 2012 LinkedIn – “Sales Playbook” How To Leverage LinkedIn To Generate Sales Following the 3 Stage LinkedIn “Sales Playbook” Maximizes your Ability to Leverage LinkedIn to Generate New Sales. 1. Developing Your 12. Converting Event Attendees Profile Into Sales Opportunities 2. Adding Applications11. Creating and Promoting Events 3. Joining Groups10. Engaging In Group Linked 4. Posting Updates Discussions Lead Generation Roadmap 9. Creating Your Own 5. Following Prospects Linkedin Group 8. Establishing Yourself 6. Adding Connections As A thought Leader 7. Developing A Sales Strategy Stage 3 Stage 2 Stage 1 1
    • How To Leverage LinkedIn To Generate Sales There are “12 Key Components” to a LinkedIn Sales Strategy and Each Component Is Critical To The System’s Ability To Generate Sales LinkedIn – Lead – Sales Playbook - Components 2012 LinkedIn Generation System- Components1 Developing Your Profile 7 Developing A Sales Strategy2 Adding Applications 8 Establishing Thought Leadership3 Joining Groups 9 Creating Your Own Group4 Posting Updates 10 Engaging In Group Discussions5 Following Prospects 11 Creating and Promoting Events6 Adding Connections 12 Converting Attendees Into Sales 2
    • LinkedIn Lead Generation - Processes Within each LinkedIn Lead Generation System Component is a “Set of Processes” that Maximize the Overall Lead Generation System’s – Effectiveness and EfficiencyBusiness Value of Executing the Key Benefits:LinkedIn Lead Generation Roadmap:  Increased Lead Generation LinkedIn provides a unique and highly  Faster Speedeffective method to quickly generate andmaintain a steady flow of new leads  Higher Quality Executing the OE – LinkedIn Lead  Improved EffectivenessGeneration System provides a proven  Increased Efficiencymethod to generate new leads quickly andeffectively and with maximum efficiency  Grow Sales Provides a sustainable competitive edge  Increase Profitsand increases sales, profit and customer  Attract and Retain More Customersgrowth capabilities 3
    • 1. Developing Your LinkedIn Profile Setting Up Your LinkedIn Profile Is The Foundation Of Leveraging LinkedIn To Identify New Prospects and Generate New Leads.Business Value of Setting Up Your Key LinkedIn Profile Components:LinkedIn Profile:  Image and headline LinkedIn is the foundation stone in  Connections and recommendationsleveraging social media to generate newbusiness to business sales leads  Website links The quality in which you set up your  Summary and specialtiesprofile will play a significant role in your  Applicationsability to leverage LinkedIn to identify newprospects and generate new leads  Experience  Skills  Interests / associations / awards  Contact information 4
    • 2A. Adding LinkedIn Recommendations Adding Recommendations To Your LinkedIn Profile Is A Key Factor For LinkedIn Members In Determining Credibility and ValueBusiness Value of Adding Key Benefits:Recommendations:  Eliminates prospect doubt Many professional business people use  Establishes credibilityLinkedIn as a primary tool to gatherintelligence in making business decisions  Adds value There are a small number of people that  Increases profile viewsuse LinkedIn to mine data and then spam  Increases inquiriesmembers with non pertinent information  Increases new lead opportunities As a result, the number ofrecommendations a LinkedIn member hason their profile is often a quick andeffective method for establishing thecredibility of the profile owner 5
    • 2B. Adding LinkedIn Applications Adding LinkedIn Applications Increases The Ability To Market Your Offering Through Various, Effective Multimedia FormatsBusiness Value of Adding LinkedIn Key Benefits:Applications:  Multimedia marketing presentations LinkedIn’s application function allowsyou to add Powerpoint, Video, Audio,  Video presentationsPDF and event collateral to your profile  Testimonials This allows you to convey product and  Sales sheetsservice introductions, case studies,testimonials, industry studies and other  Technical data sheetskey thought knowledge information in  Podcasts and webcastsmultimedia formats that are significantlymore effective than standard emails thatwould be primary marketing andcommunication tools outside of theLinkedIn site 6
    • 3. Joining LinkedIn Groups Joining LinkedIn Groups extends your network further to help identify new prospects and generate new leads.Business Value of Joining LinkedIn Key Benefits:Groups:  Maximizes target prospect visibility Provides you with the ability to directly and increases contact capabilityaccess and communicate with key target  Extends market reachprospects through multiple and highlyeffective internal LinkedIn communication Optimizes lead generationchannels. Provides the ability to post yourmarketing messages and events in viewof large blocks of key decision makersincreasing event attendance and leadgeneration opportunities. 7
    • 4. Posting LinkedIn Updates Posting LinkedIn Updates creates and maintains top of mind awareness, creates greater interest and increases lead generation opportunitiesBusiness Value of Posting LinkedIn Key Benefits:Updates:  Establishes and maintains LinkedIn provides you with the ability to – Thought Knowledge Leadershippost valuable information about your  Increases event attendancetarget industry and market segmentswhich establishes you as a thought leader  Generates inbound inquiriesand creates a competitive advantage in  Provides leads w/ contact informationthe minds of your prospects Provides the ability to post yourmarketing messages and events in viewof target prospects which increases eventattendance and new lead generationopportunities. 8
    • 5. Following Prospects: Companies and Contacts Following companies and contacts on LinkedIn provides you with key business intelligence on target prospects that identifies new potential lead generation opportunities within target prospect accountsBusiness Value of Following Key Benefits:Companies / Contacts:  Acquire key business intelligence LinkedIn provides you with the ability to  Identify valid business reasonsset up filters that allow you to identifycompanies and contacts that meet your  Notification of key decision makerideal customer profile. changes Following companies and contacts Generates new lead generationprovides you with up to date key business opportunitiesintelligence that can be leveraged to buildand maintain new business relationshipsand generate new lead opportunities 9
    • 6. Adding LinkedIn Connections Adding LinkedIn Connections extends the network of target prospects that you can market and communicate with directly through LinkedInBusiness Value of Adding LinkedIn Key BenefitConnections:  Increases target prospect visibility LinkedIn is full of professionals who use  Increases contact capabilitythe site for business purposes In order for you to communicate directly Rules Governing – Adding Connectionswith LinkedIn members that meet your  How many you can inviteideal customer profile they must first be a  Who you can inviteconnection in your LinkedIn network.  How you can invite Once connected you can market and  What if you violatecommunicate directly through LinkedIn 10
    • 7. Developing Your LinkedIn Sales Strategy Maximizes the Speed, Effectiveness and Efficiency in Generating New LeadsBusiness Value: Key Benefits: The LinkedIn platform has many  Increase reachoptions, functions and capabilities  Improve prospect awareness This provides increased opportunities to  Increase brand awarenessincrease branding and awareness andgenerate new leads  Establish credibility It also can result in a significant waste of  Improve perceived valuetime, energy and focus from other key  Improve inbound inquiresbusiness  Increase lead opportunities Executing a proven system fordeveloping a marketing / branding system  Increase revenueon LinkedIn increases the ability toimprove employee & company ROI 11
    • 8. Establishing Yourself As A Thought Leader Increases Ability to Achieve and Maintain Thought Knowledge Leadership Which Is The Key To Generating Social Media LeadsBusiness Value: Key Benefits: Establishing and maintaining thought  Thought knowledge leadershipknowledge leadership in your area of  Quickly and effectivelyexpertise is the key to earning new leads  Increase prospect network Establishing thought knowledgeleadership means demonstrating and  Competitive differentiatorconveying key business intelligence on  Increase event attendanceindustry trends and challenges, pain,problems and opportunities  Increase inbound inquiries RSS feeds are the key to quickly and  Increase lead opportunitieseffectively obtaining key industry andmarket intelligence and establishingthought knowledge leadership 12
    • 9. Creating Your LinkedIn Group Creating your LinkedIn group extends your ability to establish yourself as a thought leader and establish the value of your offerings.Business Value of Creating Your Key Benefits:LinkedIn Group:  Establishes thought knowledge Provides you with the ability to directly leadershipaccess and communicate your thought  Creates competitive advantageknowledge leadership with your key targetprospects without competition  Increases value Establishing thought knowledge  Increases event attendanceleadership through your LinkedIn group Increases new sales opportunitiesestablishes credibility and trust as well asleads to new inbound inquiries and newsales opportunities 13
    • 10. Promoting Events Increases Event Attendance and New Lead OpportunitiesBusiness Value: Key Benefits: LinkedIn provides one of the most  Increase event attendanceeffective social media channels available  Proven system of successto increase the number of target contactsthat attend key target industry events  Minimize efforts Many companies spend a great deal of  Maximize effectivenesstime, money and energy to promote  Generate new leadsevents via social media and yet theirefforts result in a minimal increase inevent attendance This strategy has established a trackrecord of significantly increasing eventattendance as well as new leads 14
    • 11. Researching Event Attendees Maximizes Effectiveness of Converting Event Attendees Into New LeadsBusiness Value: Key Benefits: Event attendance and other inbound  Increased business intelligenceinquires vary significantly in their match  Eliminate non target attendeesagainst your ideal prospect opportunity  Identify target opportunities LinkedIn’s built-in business intelligencesystem allows you to quickly eliminate  Obtain key business intelligencevendor viewings and non target inquiries  Increases attendee contact LinkedIn also allows you to quickly and  Increases attendee qualificationeffectively identify event attendees that fityour ideal customer profile as well as  Increases lead generationidentify valid business reasons that  Increases sales opportunitiesincrease your ability to reach and engageevent attendees in qualificationdiscussions 15
    • 12. Converting Event Attendees Into Sales Opportunities Ensures Maximum ROI of Converting LinkedIn Contacts Into New LeadsBusiness Value: Key Benefits: Social Media is a marketing tool  Multiple valid contact reasons Marketing moves people  Multiple contact methods Sales move products  Maintain branding and awareness There is a proven 3 step follow-up  Increase new lead contactsprocess that will maximize the probabilitythat contacts will convert to prospects and  Increase lead qualificationprospects will convert to sales  Increase revenue opportunities • LinkedIn InMail • Follow-Up eMail • Follow-Up Call • Ensure Network Connection • Thought Knowledge Drip 16
    • Outbound Excellence 2012 LinkedIn “Sales Playbook” OfferingProduct: Service: 13 Power Point Training Modules Develop Complete Automated LinkedIn - Step-by-Step Processes Sales System in 3 Business Days 13 Video “How To” Modules  LinkedIn + Twitter + Facebook 1 Hr. Tailored Training Session  Integrate SM Sites & Automate Posts Video of Tailored Training Session  RSS Feeds / Thought Leadership Unlimited eMail and Phone Support  Create LinkedIn Group / Discussions $295  Create & Promote Webcast Event Dave Kalstrom: 602-770-0012  Create eMail Invite & Send 10k eMails davekalstrom@outboundexcellence.com  30 Days Consulting & Training  $795 SMB (3) / $1495 Team (12) 17
    • Outbound ExcellenceDesigning & Implementing Your 2012 LinkedIn “Sales Playbook” “LinkedIn Sales Growth System” Outbound Excellence David Kalstrom 602-770-0012 18