The Do's and Don'ts of an Effective LinkedIn Sales Strategy. First and foremost, LinkedIn is a social network. It’s not a “hear my pitch network”. It’s about building relationships with people who have common interests. Find out more about HOW with specific examples.

1. LinkedIn
B2B Sales Strategy
Getting Found, Filling the Sales Pipeline and
Increasing Revenue

2. LinkedIn
LinkedIn is the premier social networking site
devoted solely to professionals. There is no other
social networking site in which you have a greater
chance of being able to interact with an influential
decision maker due to the business focused nature
of the community. LinkedIn remains one of the
best social networking sites to market your
business-to-business (B2B) products and services
because of this special demographic.

3. LinkedIn
First and foremost, LinkedIn is a social network.
It’s not a “hear my pitch network”. It’s about
building relationships with people who have
common interests.

4. Why LinkedIn?
 #1 Professional Network
 Gold mine for sales opportunities
 Able to establish yourself as an expert
within the organization
 Source to Build Clients, Build Revenue &
Source Talent

5. Why LinkedIn?
 Attract very specific professionals
 Generate new leads and fill pipelines
 Create inbound leads consistently
 Shorter sales cycles
 Create a targeted tribe/online communities
 Maintain top of mind awareness through
consistent thoughtful content
 Establish cutting edge social strategies

6. LinkedIn Sales Strategy Focus
Develop compelling INDIVIDUAL PERSONAL
PROFILES to Connect and build an onstage
presence and Credibility with target prospects,
customers, vendor partners and peers to:
 Drive inbound leads and conversions
 Build Brand Awareness

7. The Foundation - Credibility
COMPLETE TEXT OVERHAUL OF
COMPANY”S EXECUTIVE AND EMPLOYEE
LINKEDIN PROFILES TO HELP INCREASE
LEAD CONVERSIONS AND BUILD
CREDIBILITY AS EXPERTS TO YOUR
COMPANY’S MISSION.

8. Step One: Build Credibility by
Optimizing Profile
 Improve LinkedIn profile by getting into
psyche of target market utilizing relevant
optimized keywords/phrases in:
1. Professional headline
2. Profile summary
3. Presentation, webinar, etc links
4. Reading recommendations
5. Regular post activity

9. How to increase lead generation and client
acquisition using the LinkedIn Profile?
Get into the psyche of your target market
 Ask what does the potential client want/need
and how can you supply that need and
answer that need using the professional
headline in the personal profile that would
compel a person to click on your profile to find
out more
 Add focus and/or goals met, numbers met,
acquisition met from case studies

10. How to increase lead generation and client
acquisition using the LinkedIn Profile?
1. Professional Headline
in Profile
 Specific Key Words must
be used here related to
the value of what a
person could be looking
for relative to value
propositions.
 For Example for Jill
Frank:
 Experienced Internet
Marketing Consultant,
Consultant
Social Media Strategy,
Web Development & E-
Marketing Strategy and
Execution

11. How to increase lead generation and client
acquisition using the LinkedIn Profile?
2. Profile Summary Section
 Build credibility and Trust
 Add bullets points to highlight skills relative to your
Company’s Value Proposition using relevant
keywords/phrases. Talk to credibility plays. List of
keywords/phrases
media outlets articles, awards etc.
 For Example for Jill Frank:
 Small to Mid-Sized businesses hire Jill, owner of
Sterling Communications Inc., and her team for
the following reasons:
- To replace the need for an in-house marketing
department saving start-ups and established
companies thousands to millions of upfront
costs.
- To stop companies from throwing money away
at each “must-do” internet marketing technology
and waiting for something to work. The
difference between success and failure is
creating AND executing the right internet
marketing strategy. Sterling Communications
strategy
can create and help execute the right plan for
your B2B or e-commerce budget and timeline.. -
To create and implement successful Social
Media Strategies from recruitment to creative
lead generation and sales apps.
- To integrate design and usability with data to
develop the right web design strategy to drive
conversions for e-commerce and B2B.B2B
- To develop and execute internet marketing
campaigns with PPC, Remarketing, Call Metrics
and More
- To develop Marketing proposition, positioning
and messaging.
- To develop realistic Marketing budgets

12. How to increase lead generation and client
acquisition using the LinkedIn Profile?
3. Add presentations
 Add website links with
keyword titles of
webinars, videos,
ebooks, case studies
that you have
conducted establishing
you as an expert
relative to Value
Proposition. Inbed the
link using a bit.ly link to
track clicks etc.

13. Profile Enhancements: Free Apps
 Linkedin Apps – reach out to those
outside of Linkedin but can tie them into
your profile.
 Slideshare – post presentations, pdfs,
webinars
 Tweets
 Blog link/WordPress if applicable
 Amazon Reading List
 RSS Feeds

14. Step 2: Generate Inbound Inquiries from
Target Market

15. Step 2: Generate Inbound Inquiries from
Target Market
1. Select employees to lead participation
 Designate a few sales employees to be internal
LinkedIn champions. To be most effective, these
individuals should be social-network savvy;
knowledgeable about your products, services and
brand messaging; and have a desire to engage with
target audiences.
 Participants should also have the time availability each
week to respond to LinkedIn discussions and questions
relating to their areas of expertise.
 Note: Marketing can help with messages, email
campaigns etc.

16. Step 2: Generate Inbound Inquiries from
Target Market – Engagement Strategy
2. Utilize LinkedIn Advanced Search
For Example:
 Expand network to target market
 Title
 Fortune 1000s
 Software Technology
 City
 State

18. Generate Inbound Leads
 LinkedIn Connect Strategy
 Create very personal outbound invite campaigns
 Connect
 Take off line as quick as possible
 LinkedIn Group Strategy
 Create your own community (groups) and have high
participation through
 Announcements
 Posts with relevant content to groups
 Join as many Groups with Groups searches and
subgroups as you can
 Engage and interact in Q&A in groups

19. Generate Interest/Inbound Leads
 Share content on LinkedIn to include a
photo, make it visible to anyone or just
connections or just groups
 Reshare from another connection

20. Creating a Group
The Power Tree
- Define Mission of Group:
Find the common bond that
you have with clients Software Developers
Small to mid size
Technology Companies
- Create SEO Friendly
Name
- Remember it’s NOT about
Your Company but the
community it serves
Agile Method
-Generate Conversation

21. LinkedIn Premium Test
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23. Understanding LinkedIn Premium
Features:

24. End