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©2016 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Rethinking Your Business
Development Strategy with LinkedIn
Business Development & LinkedIn Network
Live Demo
3 Pillars of Social Selling
Zack Andresen
Success Manager
LinkedIn, New York
Today’s Agenda
Q&A
©2016 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Rethinking Your Business
Development Strategy with LinkedIn
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
Social Selling
A modern approach to sales and
relationship management that utilizes
information from social networks to
grow your business
LinkedIn is Here to Help
467M+
Members
2B+
Updates
Billions
Relationships
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
Engage with Insights
Create a Professional Brand
Find the Right People
Start with the Building Blocks
Rethinking Business Development
with LinkedIn
Start with the Building Blocks
Rethinking Business Development
with LinkedIn
Engage with Insights
Create a Professional Brand
Find the Right People
Engaging,
friendly picture
Custom public
profile link
Be found easily
with descriptive
headline
Essential links
Killer summary
Build a professional brand
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
12
Start using LinkedIn for Business Development Today
Build a Professional Brand
3
Update Your
Company Page
Make sure someone is in
charge of your Company
Page – share information
relevant to both
candidates and clients.
2
Share Content
Leverage what’s already
available – share
industry news, trends,
and articles.
Peer Review
Schedule time on a Friday
for you and your team to
update your LinkedIn
profiles together.
1
Fast Tips
Start with the Building Blocks
Rethinking Business Development
with LinkedIn
Engage with Insights
Create a Professional Brand
Find the Right People
Finding the Right People
Search
Unlimited Advanced Search and View of profiles
1st - 3rd degree and beyond
Insights
Smart Suggestions, Search Insights and Alerts tap
into LinkedIn’s unique data and insights to surface
relevant information about your territory
InMail
Directly contact anyone on the network 1st - 3rd
degree and beyond
Find and reach decision makers with Recruiter Professional
Finding the Right People
Focus with LinkedIn Recruiter Professional
16
Use Search Insights to Identify High Growth
Companies
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 within
Recruiter Professional.
3
Use Search
Insights
Search Insights within
Recruiter Professional
allow you to quickly
prioritize and discover
potential prospects.
Connect
Have your team connect
to one another on
LinkedIn to start
unlocking the power of
your combined networks.
1
Fast Tips
Start with the Building Blocks
Rethinking Business Development
with LinkedIn
Engage with Insights
Create a Professional Brand
Find the Right People
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
Engage with Insights
Warm
Introduction
Name Drop
Start with LinkedIn.com
20
Engage with Insights Using the Feed
Start using LinkedIn for Business Development Today
Engage via Search Insights
3
Tout Best
Practices
Share winning
introduction scripts so
people have a gold
standard.
Lead by example
Encourage your 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
2
Follow Target
Companies
Watch for updates and
jobs posted by your
target companies, clients
and competitors.
Engage with Insights
Create a Professional Brand
Find the Right People
You have the fundamentals
Next Steps
Polish Your LinkedIn Profile
Search 450M+ Members
Leverage Warm Introductions
Links
Request custom demo: lnkd.in/staffing
For help or support: lnkd.in/helpcenter
RPS license learning center: lnkd.in/learningcenter

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Rethinking Your Business Development Strategy with LinkedIn [webcast]

  • 1. ©2016 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Rethinking Your Business Development Strategy with LinkedIn
  • 2. Business Development & LinkedIn Network Live Demo 3 Pillars of Social Selling Zack Andresen Success Manager LinkedIn, New York Today’s Agenda Q&A
  • 3. ©2016 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Rethinking Your Business Development Strategy with LinkedIn
  • 4. 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
  • 5. Social Selling A modern approach to sales and relationship management that utilizes information from social networks to grow your business
  • 6. LinkedIn is Here to Help 467M+ Members 2B+ Updates Billions Relationships
  • 7. 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
  • 8. Engage with Insights Create a Professional Brand Find the Right People Start with the Building Blocks Rethinking Business Development with LinkedIn
  • 9. Start with the Building Blocks Rethinking Business Development with LinkedIn Engage with Insights Create a Professional Brand Find the Right People
  • 10. Engaging, friendly picture Custom public profile link Be found easily with descriptive headline Essential links Killer summary Build a professional brand
  • 11. 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
  • 12. 12 Start using LinkedIn for Business Development Today Build a Professional Brand 3 Update Your Company Page Make sure someone is in charge of your Company Page – share information relevant to both candidates and clients. 2 Share Content Leverage what’s already available – share industry news, trends, and articles. Peer Review Schedule time on a Friday for you and your team to update your LinkedIn profiles together. 1 Fast Tips
  • 13. Start with the Building Blocks Rethinking Business Development with LinkedIn Engage with Insights Create a Professional Brand Find the Right People
  • 15. Search Unlimited Advanced Search and View of profiles 1st - 3rd degree and beyond Insights Smart Suggestions, Search Insights and Alerts tap into LinkedIn’s unique data and insights to surface relevant information about your territory InMail Directly contact anyone on the network 1st - 3rd degree and beyond Find and reach decision makers with Recruiter Professional Finding the Right People
  • 16. Focus with LinkedIn Recruiter Professional 16 Use Search Insights to Identify High Growth Companies
  • 17. 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 within Recruiter Professional. 3 Use Search Insights Search Insights within Recruiter Professional allow you to quickly prioritize and discover potential prospects. Connect Have your team connect to one another on LinkedIn to start unlocking the power of your combined networks. 1 Fast Tips
  • 18. Start with the Building Blocks Rethinking Business Development with LinkedIn Engage with Insights Create a Professional Brand Find the Right People
  • 19. 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 Engage with Insights Warm Introduction Name Drop
  • 20. Start with LinkedIn.com 20 Engage with Insights Using the Feed
  • 21. Start using LinkedIn for Business Development Today Engage via Search Insights 3 Tout Best Practices Share winning introduction scripts so people have a gold standard. Lead by example Encourage your 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 2 Follow Target Companies Watch for updates and jobs posted by your target companies, clients and competitors.
  • 22. Engage with Insights Create a Professional Brand Find the Right People You have the fundamentals Next Steps Polish Your LinkedIn Profile Search 450M+ Members Leverage Warm Introductions
  • 23. Links Request custom demo: lnkd.in/staffing For help or support: lnkd.in/helpcenter RPS license learning center: lnkd.in/learningcenter