How to Use LinkedIn For B2B Sales Prospecting,


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How to use LinkedIn for B2B Sales Prospecting.

LinkedIn is widely recognised as the pre-eminent business networking platform for B2B sales professionals, yet most sellers only use it as a research tool and are not leveraging the power of LinkedIn for sales prospecting.
Course Objectives:
The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile.

Learning Outcomes:
Attendees will be able to:

1. Use LinkedIn as a B2B business development tool
2. Complete and optimise/SEO their profile for both people and search engines.
3. Make introductions via Linkedin, add new people to their network and give and seek recommendations.
4. Undertake lead generation activities via the searching features.
5. Find, join and utilise suitable LinkedIn Groups for lead generation.
6. Give and seek recommendations.
Training Materials: PDF Training Manual provided to all attendees

The Sales Institute of Ireland promotes excellence and high performance among sales professionals throughout Irish business. The institute has members representing many world class organisations and market leading brands in the ICT, FMCG and financial services sectors. The institute provides a range of benefits to members throughout the year including ongoing opportunities for knowledge acquisition, performance improvement, professional development and business networking events.

Published in: Social Media, Technology, Business
  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called 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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  • This is good information. Most 'prospecting' people would claim to know how to use Linkedin. Niall gives a great refresher course with some additional points also.
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How to Use LinkedIn For B2B Sales Prospecting,

  1. 1. How to use For B2B Sales Prospecting Niall Devitt
  2. 2. We’re connected like never before
  3. 3. We’re connected like never before
  4. 4. They are!
  5. 5. Even he is 
  6. 6. But what about the Decision Makers?
  7. 7. The Social Customer
  8. 8. The Social Business Model “Businesses move from liking to leading when they look beyond social media to see how social technologies drive real business value. From marketing and sales to product and service innovation, social is changing the way people connect and the way organisations succeed”
  9. 9. 2014?
  10. 10. “Social Selling is no longer an option, it’s a necessity”
  11. 11.  LinkedIn is a social networking website for professionals.  It’s the world's largest professional network at 250 million strong.  LinkedIn strengthens and extends your existing network of trusted contacts
  12. 12. Getting Found!
  13. 13. Profile: Professional Photo Include keywords in headline Customise URL Use your summary to introduce yourself (SEO)
  14. 14.  Detail  Professional Experience  Link Company Name to LinkedIn Company page  Education
  15. 15. Skills: Type in your skills Your connections will be asked to endorse them
  16. 16. All-Star Profile: Profile Photo 3 Jobs Skills and Expertise More than 50 connections
  17. 17. Rich Content Add link/Upload file: Videos Images Documents Presentations
  18. 18. Exercise: Review Your LinkedIn Profile Customise URL Profile Photo 3 Jobs Skills and Expertise Rich Content More than 50 connections
  19. 19. Updates: Regularly post professional and share worthy updates to your network Sharing content once a week increases your profiles views by 500% or more
  20. 20. Add Your Profile to:  Business Cards  POS Materials  E-mail  Website
  21. 21. Networking on LinkedIn
  22. 22. Connect to Your Real World Network  Family  Ex-Colleagues  Friends  Customers  Prospects  Suppliers  Colleagues
  23. 23. Sales Prospecting on LinkedIn
  24. 24. Search: People Companies Groups Connections
  25. 25. Exercise: Start Networking on LinkedIn  Check out the ‘People You May Know’  Find and Join a Relevant group  Congratulate someone on a new Job  Use the Search Functions to find someone you would like to do business with
  26. 26. Connection Requests
  27. 27. Standard V Personal
  28. 28. Or Get Introduced
  29. 29. Exercise: Connect with a New Prospect on LinkedIn  Send a personal introduction  Or ask a connection to introduce you
  30. 30. Connect in Real Time at a Conference
  31. 31. Exercise: Download the LinkedIn app to your Smartphone Connect in real-time with someone else in the Room
  32. 32. A Professional Page for Your Business
  33. 33. Can only be set by Representative of the Business Using a Company E-mail  Free (except for Careers tab)  Companies need to assign admin(s)  Segment status updates  Segment product pages
  34. 34.  Tell your company's story  Highlight your products and services  Engage with followers  Share career opportunities  Drive word of mouth at scale  Have customers recommend products or services  Segment Status updates  Segment Product pages
  35. 35. Taken from Best LinkedIn Company Pages 2013 from LinkedIn
  36. 36. Taken from Best LinkedIn Company Pages 2013 from LinkedIn
  37. 37. Exercise: Find 3 Companies that you would like to do business with  Find 3 companies with LinkedIn pages and follow them  Discover something new about the organisation
  38. 38. The number 1 place that prospects will interact with your business is through employees/ colleagues Standardise: Company Description Professional Photos Employees and Colleagues Encourage staff to share content
  39. 39. Exercise: Check out Your Colleagues on LinkedIn  Do they have professional photos?  How does their company description compare to yours?  When did they last send an update?  Compare and contrast
  40. 40. How to use For B2B Sales Prospecting Niall Devitt @NiallDevitt