The document discusses rethinking business development strategies using LinkedIn. It notes that 75% of business change initiatives fail and relationships are important as decision makers change roles frequently. It promotes using LinkedIn to build professional brands, find the right people through search and connections, and engage with insights from member feeds. The document provides tips for using LinkedIn such as adding a professional photo, sharing content to build an expertise, researching full buyer panels not just targets, and following companies to stay informed.

1. Rethinking Your Business Development Strategy
with LinkedIn
​ Vivian Chan
​ LinkedIn Sales Solutions

3. Evolution

4. Business Transformation
changing digital landscape and how CEO’s must adapt.
Business transformations bring a wave of new
opportunities. Unfortunately, a stunning 75 percent of
change initiatives—from an expansion to a staff
reorganization––will fail, according to research by PwC.

6. Relationships

8. 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

9. 9
Missed Opportunities are Costly

10. Relationships

11. Rethinking Your Business Development Strategy
with LinkedIn

12. Social Selling
A modern approach to sales and
relationship management that
utilizes information from social
networks to grow your business

13. LinkedIn is Here to Help
400M+
Members
2B+
Updates
Billions
Relationships

14. 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

15. Get More Out of LinkedIn with LinkedIn Sales Navigator

16. 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

17. 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

19. 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

20. 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

21. 21
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

22. 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

23. Finding the Right People

24. Build and Save Lead Lists with Lead Builder
24
Finding the Right People

25. Keeping up with client accounts

26. Leverage Your Team Network
Finding the Right People

27. 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

28. 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

29. Leverage Your Team Network
Grow Business via Trusted Relationships

30. 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

31. 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

32. 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

33. Start with LinkedIn.com
33
Engage with Insights Using the Feed

34. Focus with LinkedIn Sales Navigator
34
Engage with Insights Using the Feed

35. Even if it’s cold, keep it personal
Engage with Insights

36. Start using LinkedIn for Business Development Today
Engage with InsightsFast 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

37. 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 400M+ Members
Leverage Warm Introductions
Keep Up with Your Accounts

38. Q&A
Learn more at sales.linkedin.com