Instead of focusing on how activity volume, a supply chain and ocean freight management technology platform, took a marketing for sales approach meaning that the company wasn't worried about the number of connections, group members, website traffic and platform views. The company was focused on driving thought leadership that drives next step actions and makes it easier for sales to move conversations forward. Check out this presentation to see the value this company gained from a marketing for sales approach on LinkedIn.
12. Linkedin.com/in/kristinajaramillo 12Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning
The Global Distribution
& Logistics Finance
Manager Shared This
With:
GE Healthcare CFO
Global Supply Chain
GE Healthcare Global
Supply Chain
Strategy Manager
GE Healthcare
Distribution Finance
Manager
GE Healthcare Global
Logistics Finance
Manager
Distribution
Operations Manager
13. Linkedin.com/in/kristinajaramillo 13Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning
Instead of Just Getting Views,
Likes and Comments the
Content and Positioning is:
Driving Next Step
Actions
Increased Prospect
Compliance
Momentum
Supporting the
challenger sale
and driving
change.
Helping get meetings
with companies like
Torin Jack. Instead
of educating during a
meeting, sales had a
higher level
discussion.
19. Linkedin.com/in/kristinajaramillo 19Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 5 Gained: Relationship Building
Largest industrial jacks manufacturer
Used content and LinkedIn to connect with the
C-Suite to move conversations forward when
other efforts stalled. A sales meeting was
requested before our client’s Head of Accounts
even asked for one.
Sales team didn’t have to do a strong push for
the need for technology to manage the import
process. They already saw the need from the
provided content. Torin just needed to see how
the technology would work for them.
Can Become a $1M
Sales Opportunity
20. Linkedin.com/in/kristinajaramillo 20Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 5 Gained: Relationship Building
The Global Distribution & Logistics Finance Manager:
• Liked our client’s article on how retailers need to adopt a
digital model as Amazon is now controlling their own
ocean freight.
• Shared our client’s “Amazon” article with the Global
Supply Chain CFO, Global Supply Chain Strategy
Manager, Distribution Finance Manager, Global Logistics
Finance Manager and the Distribution Operations
Manager
• Connected with Ian to learn more about the digital model.
• Joined the End-to-End Digital Inbound Logistics Group
• Mentioned that they are actively seeking TMS solutions
• Expressed interest in talking with Ian and learning more
about what they should be doing with their TMS
These signals add up to 1 hot sales
qualified opportunity
Can Become a
$500K+ Sales
Opportunity
21. Linkedin.com/in/kristinajaramillo 21Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 5 Gained: Revenue Opportunities
Utilizing the training we have provided to the sales organization, sales made
the connection on LinkedIn and gained immediate interest from the prospect.
Marketing then pre-loaded the sales conversation by sharing relevant content
and encouraging the prospect to join the “End-to-End Digital Inbound
Logistics” group so he’s coming to the call educated!
Sales was able to gain commitment with just 1 meeting and the
revenue opportunity can be $35K to $100K+