social: session 2: business development with the power of linkedin and sugarcrm

Business Development with LinkedIN and SugarCRM

It isn't just what you know, and it isn't just who you

know.

It's actually who you know, who knows you, and what you do for a living.

- Bob Burg

Daniel KrausPresident

Leading Results, Inc

@LeadingResultswww.LeadingResults.com

04/08/2023 ©2012 SugarCRM Inc. All rights reserved. 4

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Leading Results Overview

Marketing services firm – coaching and consulting 1:1 Coaching, Group Coaching Fractional VP of Marketing Social Media Coaching and Learning Referral Marketing Coaching and Classes

Authorized Duct Tape Marketing coaches Offices in Boston and Philadelphia Clients throughout North America We help our clients stop wasting money on

marketing that does not create results

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Leading Results Core Marketing Mantra

Don't talk about the products you sell; talk about the problems you solve.  

Then talk about the remarkably different way that I will experience working with you as you solve those problems.

Be sure you tell me what I get; NOT what you do.  Because I don't have time to figure out if what I need is what you do.

LinkedIN – Quick Stats

100m Members (191342=me)

Why do people use LinkedIN?

A. They are looking for someone

Or

B. They want to be found by someone

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5 Keys to Success

Be Authentic, Genuine & Transparent Show Value, Be Engaged, Contribute Know your ideal customer/prospect profile Be crystal clear on your core message Make sure your differentiation comes through

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Key Areas of Leverage

Credibility Getting Found Automation Sales Networking Advertising

LinkedIN Anatomy

Your Profile – 100%

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100% profile completeness

Industry Postal code A current position with description Two additional previous positions Education At least 5 skills Profile photo At least 50 connections A summary

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Groups

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LI Today

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Signals

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LinkedIn Company page

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LinkedIn Company page - Overview

This public tab lists info such as: Basic information about your company (e.g.,

location, number of employees and industry) Information about new hires and employees,

including the viewer’s degree of separation Twitter and blog feeds plus a “follow company”

feature

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LinkedIn Company page - Careers

This is another public tab displaying job postings.

Premium Career PagesDeliver a custom experience - Your content adapts to viewers, based on their LinkedIn profiles.Job seekers see jobs tailored to their backgrounds.Differentiate through rich content

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Company page - Product & Services

Post descriptions of your key products and services Receive product and service recommendations Add content such as videos and promotions Purchase recommendation ads to showcase

recommendations for products and services and seek more of them

Get the “recommend” button to place on your website along with each of your products and services.

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LinkedIn Company page - Statistics

This is a private tab visible only to LinkedIn members with administrator access to your Company Pages.

How to Benefit from LinkedIN

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Key Areas of Leverage

Credibility Getting Found Automation Sales Networking Advertising

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Credibility

Summary with details Share expertise with answers to others'

questions. Write recommendations

Get recommendations Claim your vanity URL

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Getting Found

Capitalizing on Search Engine Optimization

Search engine optimize your profile Participate in Group Discussions

and relevant association groups Answer Questions

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Sales

Connect with prospects Integrate Sugar to the marketing/sales process Stay in contact as people move Use OpenLink to send messages to people to

whom you're not connected. Leverage the power of LinkedIn

Groups. Take advantage of advanced

search options.

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Give value to connect…

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Enhanced Networking & Referrals

Search contacts for referral introductions Research attendees from events Review events prospects or connections are

attending

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Contribute

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Automation

Integrate Sugar for updates Use LinkedIn Today to keep track of industry

news Check in on "Network Updates” Tie in Twitter Connection  Take advantage of "Saved Searches” Track Signals

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Advertising

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Bonus Tips

Make your blog/website links sexier. Add a Follow Button Export connections. Add a video to your Company Page. Rearrange your profile Use applications

Make your blog/website links sexier.

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Bonus Tips

Make your blog/website links sexier. Add a Follow Button Export connections. Add a video to your Company Page. Rearrange your profile Use applications

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Export Connections

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Bonus Tips

Make your blog/website links sexier. Add a Follow Button Export connections. Add a video to your Company Page. Rearrange your profile Use applications

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Applications

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A: QuestionsB: Summary C: Offer

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• Profile – links, keywords, descriptive• Status updates (+Twitter)• Repurpose content – Slideshare, YouTube• Connect with clients & prospects • Search for leads – Ideal Customer Profile• Recommend clients, partners• Use Groups• Questions and Answers• Advertise

LinkedIN Best Practices Summary

Offers:

Complete my eval – get a copy of slides toniteOn the eval:» Sign up for marketing tips newsletter» Ask for a free 45 minute marketing review» Ask for follow up if you need marketing help – social

media or otherwise.

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Contact Us Leading Results

Web: www.leadingresults.comEmail: dkraus@leadingresults.comPhone: 978-562-4161Twitter: @LeadingResultsfacebook.com/leadingresults

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