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Rethinking Your Business Development Strategy with LinkedIn

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Bryan Romeike will discuss how professional service providers can leverage LinkedIn for relationship building as well as how to identify the warmest path to reach and engage with potential decision-makers.

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Rethinking Your Business Development Strategy with LinkedIn

  1. 1. Rethinking Your Business Development Strategy with LinkedIn Bryan Romeike LinkedIn Sales Solutions
  2. 2. Housekeeping PRIMARY COLORS SECONDARY COLORS Audio is via VoIP only. Please turn computer audio on. There is no Enter your questions in the Q&A panel Check out our Resources from our Library
  3. 3. Today’s agenda 10:0 0 Introduction 10:0 5 Social Selling: What it is and Why it matters 10:1 5 How to Get Started with Social Selling Behaviors 10:2 5 Q&A
  4. 4. Evolution of Music Compact Disc Walkman iTunes Radio Vinyl LP Cassette Tape Phonograph
  5. 5. Relationships
  6. 6. 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 ?
  7. 7. Missed Opportunities are Costly
  8. 8. Relationships
  9. 9. Rethinking Your Business Development Strategy with LinkedIn
  10. 10. Social Selling A modern approach to sales and relationship management that utilizes information from social networks to grow your business
  11. 11. LinkedIn is Here to Help 500M+ Members 2B+ Updates Billions Relationships
  12. 12. 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
  13. 13. Get More Out of LinkedIn with LinkedIn Sales Navigator
  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. 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
  16. 16. First Impressions
  17. 17. 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
  18. 18. 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
  19. 19. 19 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
  20. 20. 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
  21. 21. Finding the Right People
  22. 22. Build and Save Lead Lists with Lead Builder 22 Finding the Right People
  23. 23. Build and Save Lead Lists with Lead Builder Finding the Right People
  24. 24. Leverage Your Team Network Finding the Right People
  25. 25. 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
  26. 26. 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
  27. 27. Leverage Your Team Network Grow Business via Trusted Relationships
  28. 28. 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
  29. 29. 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
  30. 30. 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
  31. 31. Place screenshot here Start with LinkedIn.com Engage with Insights Using the Feed
  32. 32. Place screenshot here Focus with LinkedIn Sales Navigator Engage with Insights Using the Feed
  33. 33. Place screenshot here Even if it’s cold, keep it personal Engage with Insights
  34. 34. Start using LinkedIn for Business Development Today Engage with Insights Fast 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
  35. 35. 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 500M+ Members Leverage Warm Introductions Keep Up with Your Accounts
  36. 36. Questions? lnkd.in/letschat Bryan Romeike LinkedIn Sales Solutions

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