how to use linkedin for b2b sales prospecting,
DESCRIPTION
How to use LinkedIn for B2B Sales Prospecting. LinkedIn is widely recognised as the pre-eminent business networking platform for B2B sales professionals, yet most sellers only use it as a research tool and are not leveraging the power of LinkedIn for sales prospecting. Course Objectives: The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile. Learning Outcomes: Attendees will be able to: 1. Use LinkedIn as a B2B business development tool 2. Complete and optimise/SEO their profile for both people and search engines. 3. Make introductions via Linkedin, add new people to their network and give and seek recommendations. 4. Undertake lead generation activities via the searching features. 5. Find, join and utilise suitable LinkedIn Groups for lead generation. 6. Give and seek recommendations. Training Materials: PDF Training Manual provided to all attendees The Sales Institute of Ireland promotes excellence and high performance among sales professionals throughout Irish business. The institute has members representing many world class organisations and market leading brands in the ICT, FMCG and financial services sectors. The institute provides a range of benefits to members throughout the year including ongoing opportunities for knowledge acquisition, performance improvement, professional development and business networking events.TRANSCRIPT
How to use
For B2B Sales Prospecting
Niall Devitt
We’re connectedlike never before
We’re connectedlike never before
They are!
Even he is
But what about the Decision Makers?
The Social Customer
The Social Business Model
“Businesses move from liking to leading when they look beyond social media to see how social technologies
drive real business value. From marketing and sales to product and
service innovation, social is changing the way people connect and the way
organisations succeed”
2014?
“Social Selling is no longer an option, it’s a necessity”
LinkedIn is a social networking website for professionals.
It’s the world's largest professional network at 250 million strong.
LinkedIn strengthens and extends your existing network of trusted contacts
Getting Found!
Profile:
Professional PhotoInclude keywords in headlineCustomise URLUse your summary to introduce yourself (SEO)
Detail Professional
Experience Link Company
Name to LinkedIn Company page
Education
Skills:
Type in your skillsYour connections will be asked to endorse them
All-Star Profile: Profile Photo3 JobsSkills and ExpertiseMore than 50 connections
Rich Content
Add link/Upload file:
VideosImagesDocuments Presentations
Exercise: Review Your LinkedIn Profile
Customise URLProfile Photo3 JobsSkills and Expertise
Rich ContentMore than 50 connections
Updates:
Regularly post professional and share worthy updates to your network
Sharing content once a week increases your profiles views by 500% or more
Add Your Profile to:
Business Cards
POS Materials
E-mail Website
Networking on LinkedInNetworking on LinkedIn
Connect to Your Real World Network
Family
Friends
Colleagues Suppliers
Customers
Ex-Colleagues
Prospects
Sales Prospecting on LinkedIn
Search:
People CompaniesGroupsConnections
Exercise: Start Networking on LinkedIn
Check out the ‘People You May Know’
Find and Join a Relevant group
Congratulate someone on a new Job
Use the Search Functions to find someone you would like to do business with
Connection Requests
Standard V Personal
Or Get Introduced
Exercise: Connect with a New Prospect on LinkedIn
Send a personal introduction
Or ask a connection to introduce you
Connect in Real Time at a Conference
Exercise: Download the LinkedIn app to your Smartphone
Connect in real-time with someone else in the Room
A Professional Page for Your Business
Can only be set by Representative of the Business Using a Company E-
Free (except for Careers tab)
Companies need to assign admin(s)
Segment status updates
Segment product pages
Tell your company's story
Highlight your products and services
Engage with followers
Share career opportunities
Drive word of mouth at scale
Have customers recommend products or services
Segment Status updates
Segment Product pages
Taken from Best LinkedIn Company Pages 2013 from LinkedIn
Taken from Best LinkedIn Company Pages 2013 from LinkedIn
Exercise: Find 3 Companies that you would like to do business with
Find 3 companies with LinkedIn pages and follow them
Discover something new about the organisation
The number 1 place that prospects will interact with your business is through employees/colleagues
Standardise:Company DescriptionProfessional Photos
Encourage staff to share content
Employees and Colleagues
Exercise: Check out Your Colleagues on LinkedIn
Do they have professional photos?
How does their company description compare to yours?
When did they last send an update?
Compare and contrast
Niall Devitt
www.linkedin.com/in/nialldevitt
@NiallDevitt
http://www.slideshare.net/NiallDevitt1/how-to-use-Linked-in-for-B2B-sales-prospecting
How to use For B2B Sales Prospecting