The document outlines a comprehensive guide on leveraging LinkedIn for the sales process, emphasizing profile completion and the strategic use of connections. It provides a step-by-step approach for maximizing LinkedIn effectiveness, including optimizing one’s profile, connecting with contacts, leveraging groups, and participating in discussions. The focus is on building relationships and establishing a strong online presence to enhance sales opportunities.

1. Leveraging LinkedIn

2. LinkedIn and the Sales Process What do you use LinkedIn for? How much time do you spend on LinkedIn weekly?

3. LinkedIn and the Sales Process Who are your current connections? Existing/ Prospective Clients Former Colleagues & School Friends

4. LinkedIn and the Sales Process Step 1 Complete your profile

5. Profile Tips Descriptive headline Describe where you work and its differentiators versus what you do Always include a link to the corporate site

6. LinkedIn and the Sales Process Step 2 Use keywords in your Profile and proof Your Profile

7. LinkedIn and the Sales Process Step 3 Leverage collected business cards

8. LinkedIn and the Sales Process Step 4 Make a list of individuals you know and would like to connect with

9. LinkedIn and the Sales Process Step 5 Connect to contacts after every meeting/event with a personal note

10. LinkedIn and the Sales Process Step 6 Conduct an advanced search using titles and/or industry to see potential connections

12. LinkedIn and the Sales Process Step 7 Ask your shared connections if they’d mind introducing you

13. LinkedIn and the Sales Process Step 8 Leverage profiles to get to know your prospects before and after meetings

14. LinkedIn and the Sales Process Step 9 Follow clients and prospective client companies on LinkedIn

15. LinkedIn and the Sales Process Step 10 Regularly post what you’re working on and ISI news E.g. ISI just completed testing for a new custom electrical panel for Rolls Royce

16. LinkedIn and the Sales Process Step 11 Join LinkedIn Groups: Add new groups regularly

17. LinkedIn Groups Former employer alumni groups Alma mater groups (as many as you can) Local groups: LinkedColumbus, Interactive Marketers of Ohio, TechLife Columbus,Columbus Marketing Executives Associations

19. LinkedIn and the Sales Process Step 12 Participate in discussions and start them on LinkedIn Groups