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Rethinking Your Business Development Strategy with LinkedIn

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Rethinking Your Business Development Strategy with LinkedIn

  1. 1. Rethinking Your Business Development Strategy with LinkedIn ​ Vivian Chan ​ LinkedIn Sales Solutions
  2. 2. Evolution
  3. 3. Business Transformation changing digital landscape and how CEO’s must adapt. Business transformations bring a wave of new opportunities. Unfortunately, a stunning 75 percent of change initiatives—from an expansion to a staff reorganization––will fail, according to research by PwC.
  4. 4. Relationships
  5. 5. 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
  6. 6. 9 Missed Opportunities are Costly
  7. 7. Relationships
  8. 8. Rethinking Your Business Development Strategy with LinkedIn
  9. 9. Social Selling A modern approach to sales and relationship management that utilizes information from social networks to grow your business
  10. 10. LinkedIn is Here to Help 400M+ Members 2B+ Updates Billions Relationships
  11. 11. 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
  12. 12. Get More Out of LinkedIn with LinkedIn Sales Navigator
  13. 13. 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
  14. 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. 15. 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
  16. 16.  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
  17. 17. 21  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
  18. 18. 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
  19. 19. Finding the Right People
  20. 20.  Build and Save Lead Lists with Lead Builder 24 Finding the Right People
  21. 21. Keeping up with client accounts
  22. 22.  Leverage Your Team Network Finding the Right People
  23. 23.  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
  24. 24. 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
  25. 25.  Leverage Your Team Network Grow Business via Trusted Relationships
  26. 26. 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
  27. 27.  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
  28. 28. 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
  29. 29.  Start with LinkedIn.com 33 Engage with Insights Using the Feed
  30. 30.  Focus with LinkedIn Sales Navigator 34 Engage with Insights Using the Feed
  31. 31. Even if it’s cold, keep it personal Engage with Insights
  32. 32.  Start using LinkedIn for Business Development Today Engage with InsightsFast 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
  33. 33. 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 400M+ Members Leverage Warm Introductions Keep Up with Your Accounts
  34. 34. Q&A Learn more at sales.linkedin.com

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