©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 AndresenSuccess ManagerLinkedIn, 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 SellingA 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

BillionsRelationshi

ps

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 LeaderBuild a Professional Brand

• CommentinGroupdiscussions• Shareimportantnews• Askclientsforrecommendations• Leverageexistingmarketingcontent• Publishcontent

LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014

12

 Start using LinkedIn for Business Development Today

Build a Professional Brand

3Update Your

Company PageMakesuresomeoneis

inchargeofyourCompanyPage–shareinformationrelevanttobothcandidatesand

clients.

2Share ContentLeveragewhat’salreadyavailable–shareindustrynews,trends,andarticles.

Peer ReviewScheduletimeona

FridayforyouandyourteamtoupdateyourLinkedInprofiles

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

SearchUnlimited Advanced Search and View of profiles 1st - 3rd degree and beyond

InsightsSmart Suggestions, Search Insights and Alerts tap into LinkedIn’s unique data and insights to surface relevant information about your territory

InMailDirectly 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

Use Search Insights to Identify High Growth Companies

 Start using LinkedIn for Business Development Today

Finding the Right People

2Research

Gobeyondjustyourtargetleadatanaccount–lookup

theirDirector+peersandidentifyyourentirebuyerpanelwithinRecruiterProfessional.

3Use Search

InsightsSearch Insights within Recruiter Professional

allow you to quickly prioritize and discover potential prospects.

ConnectHaveyourteamconnecttoone

anotheronLinkedIntostartunlockingthe

powerofyourcombinednetworks.

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 easyOffer to ghost-write

the intro email

Follow-throughClose the loop with

the introducer

Engage with Insights

WarmIntroduction

NameDrop

20

 Start with LinkedIn.comEngage with Insights Using the Feed

 Start using LinkedIn for Business Development Today

Engage via Search Insights

3Tout Best Practices

Sharewinningintroductionscriptssopeoplehaveagoldstandard.

Lead by example

Encourageyourteamtoapproach

youforintroductionstoprospects

connectedtoyou.

1

Fast Tips

NOTE: Make sure they have done their due

diligence, your reputation is on the line too

2Follow Target Companies

Watchforupdatesandjobspostedby

yourtargetcompanies,clientsandcompetitors.

Engage with Insights

Create a Professional Brand

Find the Right People

 You have the fundamentalsNext Steps

Polish Your LinkedIn Profile

Search 450M+ Members

Leverage Warm Introductions

Links

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