Instead of focusing on how activity volume, a supply chain and ocean freight management technology platform, took a marketing for sales approach meaning that the company wasn't worried about the number of connections, group members, website traffic and platform views. The company was focused on driving thought leadership that drives next step actions and makes it easier for sales to move conversations forward. Check out this presentation to see the value this company gained from a marketing for sales approach on LinkedIn.

1. Linkedin.com/in/kristinajaramillo
Program Value Presentation
1Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Supply Chain
Technology Company

2. Linkedin.com/in/kristinajaramillo 2Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 1 Gained: Network Expansion
Growth in Targeted & Relevant Connections & Companies
Like…

3. Linkedin.com/in/kristinajaramillo 3Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 1 Gained: Network Expansion
Company Ocean Freight Shipment Size
Less than 200 shipments - 38% 200 - 500 shipments - 18%
500 to 1500 shipments - 17% 1500+ - 17%
Partners and No Panjiva Info

4. Linkedin.com/in/kristinajaramillo 4Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 1 Gained: Network Expansion
Deep and Wide
Director – LA
Supply
Chain
VP
Logistics
Director of
Operations
474
Shipments

5. Linkedin.com/in/kristinajaramillo 5Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 1 Gained: Network Expansion
(Deep and Wide)
2 Logistics
Managers Director –
Supply Chain
Analytics
Operations
Manager
Inbound
Logistics
Manager
500+ shipments

6. Linkedin.com/in/kristinajaramillo 6Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 1 Gained: Network Expansion
Level of New Connections
VP - 17%
Director 35%
Manager - 25%
CEO/CFO/COO -15%
Operator Level and
Potential Partners - 7% 7

7. Linkedin.com/in/kristinajaramillo 7Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning
By Issues
Driving costs out of
the chain
Focused on scaling
the supply chain
SKU Visibility

8. Linkedin.com/in/kristinajaramillo 8Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning
Likers Include:

9. Linkedin.com/in/kristinajaramillo 9Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning

10. Linkedin.com/in/kristinajaramillo 10Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning
Because of this
content we’re
engaging with:

11. Linkedin.com/in/kristinajaramillo 11Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning
Because of this
content we’re
engaging with:

12. Linkedin.com/in/kristinajaramillo 12Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning
The Global Distribution
& Logistics Finance
Manager Shared This
With:
 GE Healthcare CFO
Global Supply Chain
 GE Healthcare Global
Supply Chain
Strategy Manager
 GE Healthcare
Distribution Finance
Manager
 GE Healthcare Global
Logistics Finance
Manager
 Distribution
Operations Manager

13. Linkedin.com/in/kristinajaramillo 13Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning
Instead of Just Getting Views,
Likes and Comments the
Content and Positioning is:
Driving Next Step
Actions
Increased Prospect
Compliance
Momentum
Supporting the
challenger sale
and driving
change.
Helping get meetings
with companies like
Torin Jack. Instead
of educating during a
meeting, sales had a
higher level
discussion.

14. Linkedin.com/in/kristinajaramillo 14Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 2 Gained: Thought Leadership Positioning

15. Linkedin.com/in/kristinajaramillo 15Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 3 Gained: Community Building
After figuring out the right “big idea” theme – 50%
conversion and 50% group growth within 1 ½ weeks

16. Linkedin.com/in/kristinajaramillo 16Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 4 Gained: Community Building
Companies Inside the Schneider Group

17. Linkedin.com/in/kristinajaramillo 17Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 4 Gained: Community Building
Company Shipment Size
<200 - 10% 200 - 500 - 20%
500 - 1500 - 15% 1500+ - 15%
Influencers / Potential Partners

18. Linkedin.com/in/kristinajaramillo 18Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 4 Gained: Relationship Building

19. Linkedin.com/in/kristinajaramillo 19Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 5 Gained: Relationship Building
 Largest industrial jacks manufacturer
 Used content and LinkedIn to connect with the
C-Suite to move conversations forward when
other efforts stalled. A sales meeting was
requested before our client’s Head of Accounts
even asked for one.
 Sales team didn’t have to do a strong push for
the need for technology to manage the import
process. They already saw the need from the
provided content. Torin just needed to see how
the technology would work for them.
Can Become a $1M
Sales Opportunity

20. Linkedin.com/in/kristinajaramillo 20Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 5 Gained: Relationship Building
The Global Distribution & Logistics Finance Manager:
• Liked our client’s article on how retailers need to adopt a
digital model as Amazon is now controlling their own
ocean freight.
• Shared our client’s “Amazon” article with the Global
Supply Chain CFO, Global Supply Chain Strategy
Manager, Distribution Finance Manager, Global Logistics
Finance Manager and the Distribution Operations
Manager
• Connected with Ian to learn more about the digital model.
• Joined the End-to-End Digital Inbound Logistics Group
• Mentioned that they are actively seeking TMS solutions
• Expressed interest in talking with Ian and learning more
about what they should be doing with their TMS
These signals add up to 1 hot sales
qualified opportunity
Can Become a
$500K+ Sales
Opportunity

21. Linkedin.com/in/kristinajaramillo 21Kristina@GetLinkedInHelp.com @GetLinkedInHelp
Value 5 Gained: Revenue Opportunities
Utilizing the training we have provided to the sales organization, sales made
the connection on LinkedIn and gained immediate interest from the prospect.
Marketing then pre-loaded the sales conversation by sharing relevant content
and encouraging the prospect to join the “End-to-End Digital Inbound
Logistics” group so he’s coming to the call educated!
Sales was able to gain commitment with just 1 meeting and the
revenue opportunity can be $35K to $100K+