Sales & Marketing Alignment: The Romantic Comedy of Lead Generation The Crazy, Stupid, Love of lead funnels! This cautionary tale against falling into the trap of believing the illusion that sales and marketing can’t work together to be successful. Fight through the clichés and learn how to improve the partnerships between sales, marketing and the real stars of the show; the prospects, qualified leads and customers.

1. Personal Branding &
LinkedIn Social Selling
GROW YOUR BRAND, INFLUENCE AND PIPELINE

2. Please Join Our Network
Nicole Hudson
@NicoleHudsonCo
Heather Dopson
@heatherdopson

3. TWEET Us Your Questions
Nicole Hudson
@NicoleHudsonCo
Heather Dopson
@heatherdopson

4. Personal Branding
@HeatherDopson@NicoleHudsonCo

5. Personal Branding
Image Credit: Rebrandly @HeatherDopson@NicoleHudsonCo

6. The Customer Buys You First
@HeatherDopson@NicoleHudsonCo

7. Market and Sell to the Modern Buyer
Buyers Tap Social Media for Content
@NicoleHudsonCo @HeatherDopson

8. LinkedIn is not a resume site
@NicoleHudsonCo @HeatherDopson

9. @NicoleHudsonCo @HeatherDopson

14.  Social selling leverages
your professional brand to fill your pipeline
with the right people, insights,
and relationships.
@NicoleHudsonCo @HeatherDopson

15. Optimizing LinkedIn
Establish a professional presence on
LinkedIn witha complete profileCreate a professional brand
Prospect efficientlywithpowerful
search and research capabilitiesFind the right people
Discover and share valuable information
to initiate or maintain a relationshipEngage with insights
Expand your network toreach prospects
and those who can introduce you to
prospects
Build strong relationships

16. Ideal LinkedIn Profile

17. The Art of a LinkedIn Invite
@NicoleHudsonCo @HeatherDopson

18. Recommendations Establish Credibility

19. Endorsements are Evolving

20. Take Advantage of Groups and Your
Community

21. Pulse: Publishing a Post

22. Posting and Distributing Pulse Content
@NicoleHudsonCo @HeatherDopson

23. More Creative Ways to Generate
Leads – Organic and Paid
@NicoleHudsonCo @HeatherDopson

24. The Paid Stuff
@NicoleHudsonCo @HeatherDopson

25. Introduce Yourself – The new “ ask for
the referral”
“If you feel comfortable enough with the relationship to
make a connection with someone on LinkedIn, feel free
to go through his contacts. Copy and paste a short list
of names you’d like to be introduced to, and message
him asking if he would be willing to make a quick
introduction for you to each of them. Include a blurb
the person can use to do so. It’s a quick way to get
warm intros.”
@NicoleHudsonCo @HeatherDopson

26. Participate in Discussions
“There are targeted discussion groups on LinkedIn for
almost every niche imaginable. These are typically full of
people looking for support and answers. Give your
expert knowledge freely, and start relationships in these
groups — you’ll quickly become a go-to source and will
generate new leads for your business.”
@NicoleHudsonCo @HeatherDopson

27. Boolean Search
“A Boolean search on Google is an amazing way to
source leads based on keywords in LinkedIn. In the
Google search bar, simply type in your string, which
could be something like: site: www.linkedin.com AND
(“keyword 1” OR “keyword 2″) AND (Seattle OR
Tacoma). Hit search, and all the people on LinkedIn that
match those conditions will show up. ”
@NicoleHudsonCo @HeatherDopson

28. Flattery Will Get You Everywhere
“One tactic I used a lot, especially when reaching out
to other startups, was to compliment their business. I
would say that I thought there were interesting ways for
us to work together. It sounds stupidly simple, but it’s
extremely effective. I’ve closed hundreds of deals
reaching out cold via LinkedIn with this technique or
slight variations.”
@NicoleHudsonCo @HeatherDopson

29. Research Profiles Views or The Stalker
List
“LinkedIn has a feature that shows you people who
visited your profile. I’d contact those people, if they’re a
connection, by sending a message that says, “Hi, is
there anything I can help you with?” If they’re not a
connection, then do a bit more research on them, and
send a note saying, “Hi, I noticed you recently visited my
profile.” Someone who spent time on your profile is likely
a lead worth reaching out to. ”
@NicoleHudsonCo @HeatherDopson

30. Ask Questions
“Ask questions to the people you’re connected to. Most
people connect with great professionals but don’t keep
in touch with them. Use your status updates to engage
the people that are connected to you so you can stay
top of mind. Post about industry trends, motivational
quotes and general business questions. You’ll be
surprised by how many people start talking”
@NicoleHudsonCo @HeatherDopson

31. Stay Active
“I think LinkedIn Today is a great tool to find newsworthy
content to share with your target market. Staying active
on LinkedIn with at least a weekly post will keep you top
of mind with your network. That passive awareness
becomes important when you reach out for an
introduction or when someone in your network has a
need for your specialty”
@NicoleHudsonCo @HeatherDopson

32. Publish Press Articles, Blog Posts and
Post On LinkedIn Influencer Platform
@HeatherDopson@NicoleHudsonCo
“We promote our guest contributions on LinkedIn and
engage with prospective clients by asking for feedback
on the content. If you utilize LinkedIn to educate leads,
you’ll provide more value and ultimately form stronger
relationships. ”

33. Collect Leads
“LinkedIn Ads actually has an optional feature called
Lead Collection. This feature allows advertisers to collect
leads directly through their LinkedIn ad campaigns.
Members who click on your ad are taken to your
landing page with a button to request you to contact
them. It’s incredibly easy for the user, and it’s easy for
you to build up a nice lead gen list. ”
@NicoleHudsonCo @HeatherDopson

34. LinkedIn Company Page: Inbound
Lead Solutions
Those “ OTHER “ Networks
Twitter: @GetInboundLeads
Facebook – Inbound Lead Solutions
Blog: Inboundleadsolutions.com/blog
Slide Share: Inbound Lead Solutions
You Tube: Inbound Lead Solutions