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Rethinking Your Business Development Strategy with LinkedIn
The document discusses rethinking business development strategies using LinkedIn, emphasizing the importance of social selling and building trusted relationships. It outlines practical steps for leveraging LinkedIn, such as creating a professional brand, finding the right people, and engaging with insights. Additionally, it highlights the significance of networking internally and making warm introductions to enhance business opportunities.
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Rethinking Your Business Development Strategy with LinkedIn
- 1. Rethinking Your Business Development Strategywith LinkedIn Bryan Romeike LinkedIn Sales Solutions
- 2. Housekeeping PRIMARY COLORS SECONDARYCOLORS 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. Today’s agenda 10:0 0 Introduction 10:0 5 Social Selling: Whatit is and Why it matters 10:1 5 How to Get Started with Social Selling Behaviors 10:2 5 Q&A
- 4. Evolution of Music CompactDisc Walkman iTunes Radio Vinyl LP Cassette Tape Phonograph
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- 6. The Changing DecisionMaker 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. Missed Opportunities areCostly
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- 9. Rethinking Your BusinessDevelopment Strategy with LinkedIn
- 10. Social Selling A modernapproach to sales and relationship management that utilizes information from social networks to grow your business
- 11. LinkedIn is Hereto Help 500M+ Members 2B+ Updates Billions Relationships
- 12. Today: Your personal network All thatLinkedIn has to offer YOU Just what you need for building and sustaining trusted business relationships LinkedIn Can Help You Expand Your Reach
- 13. Get More Outof LinkedIn with LinkedIn Sales Navigator
- 14. Grow Business viaTrusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
- 15. Grow Business viaTrusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
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- 17. Professional Photo your first impression Media shouldillustrate your story Summary should describe your passions Tagline should be action oriented, not just a title Inform & Inspire Build a Professional Brand
- 18. Become a ThoughtLeader 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 Start using LinkedInfor 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. Grow Business viaTrusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
- 21. Finding the RightPeople
- 22. Build and SaveLead Lists with Lead Builder 22 Finding the Right People
- 23. Build and SaveLead Lists with Lead Builder Finding the Right People
- 24. Leverage Your TeamNetwork Finding the Right People
- 25. Start using LinkedInfor 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. Grow Business viaTrusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
- 27. Leverage Your TeamNetwork Grow Business via Trusted Relationships
- 28. Ask for Permission Requestintros 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. Start using LinkedInfor 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. Grow Business viaTrusted Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Rethinking Business Development with LinkedIn
- 31. Place screenshot here Startwith LinkedIn.com Engage with Insights Using the Feed
- 32. Place screenshot here Focuswith LinkedIn Sales Navigator Engage with Insights Using the Feed
- 33. Place screenshot here Evenif it’s cold, keep it personal Engage with Insights
- 34. Start using LinkedInfor 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. Grow Business viaTrusted 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
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