Navigating LinkedIn
•Als PPTX, PDF herunterladen•
0 gefällt mir•689 views
"Navigating LinkedIn" guides an experienced LinkedIn user with revenue responsibilities through the new mix of LinkedIn.com 2017 and Sales Navigator. This is a shortened version of the 1 hour to 1/2 day version of the keynote address, breakout session, workshop or webinar.
Empfohlen
Weitere ähnliche Inhalte
Was ist angesagt?
Was ist angesagt? (20)
Andere mochten auch
Andere mochten auch (20)
Ähnlich wie Navigating LinkedIn
Ähnlich wie Navigating LinkedIn (20)
Kürzlich hochgeladen
Kürzlich hochgeladen (20)
Navigating LinkedIn
- 1. Navigating LinkedIn How to capitalize on the NEW LinkedIn.com and the UPDATED LinkedIn Sales Navigator 2017
- 2. • Overview of New LinkedIn.com for 2017 oFocus on Profile and search changes • Overview of Sales Navigator oDetails on searching (Lead Builder) • Where the FIT IN with one another • Integrated strategies for BOTH
- 3. Who this presentation is for Those seeking greater vision re: LinkedIn • Visited LinkedIn in the last 30 days • Familiar with LinkedIn profiles, searches, menus – at least a bit • Executive leadership, Sales Management, Sales, Marketing, Channels
- 4. LinkedIn Landscape for 2017 LinkedIn.com Sales Navigator Recruiter Mobile
- 5. LinkedIn has become a Platform like Microsoft Office is a Platform .com 2017 The Office Platform The LinkedIn Platforms
- 6. Issues and Trends LinkedIn Issues and Trends 2017
- 7. LinkedIn is Changing for 2017 • NEW LinkedIn.com 2017 • ENHANCEMENTS to Sales Navigator • Mobile takes a bigger role • NOT a result of the Microsoft purchase o Expect to see MORE changes
- 8. Why a New LinkedIn.com for 2017? • Cater to a younger, on-the-go market • Brings the MOBILE interface to the desktop oA single interface for both LinkedIn Issues and Trends 2017
- 9. The Mass LinkedIn Migration of 2017 LinkedIn Issues and Trends 2017
- 10. Sales Navigator is a Companion to LinkedIn.com • NOT simply more features for LinkedIn.com oLike “Premium” versions of LinkedIn.com • A SEPARATE Application with different User Interface • Same profile data, Network as LinkedIn.com, LinkedIn Recruiter • “TOGGLE” back and forth • Windows, windows, windows, windows, windows, windows • Inbox issues
- 11. What to use LinkedIn.com 2017 for The basics that EVERYONE needs, not just sales professionals • Profile Writing, Edits • Recommendations, Skills, Endorsements • Company Pages • LinkedIn Groups • LinkedIn Settings LinkedIn Issues and Trends 2017
- 12. Where Sales Navigator fits in NOW Areas of PARTICULAR interest to sales and marketing professionals 1. Companion to your CRM 2. Target Specific Companies (Accounts) and/or People (Leads) 3. Hunt with Lead Builder Searches 4. Manage with Tags 5. Research with “Insights” 6. Much higher sending limits LinkedIn Issues and Trends 2017
- 13. Important LinkedIn.com 2017 Profile Updates • Background Image • Contact Info • Summary • Experience • Activity • Deleted sections – Interests, obscure options LinkedIn.com Profiles 2017
- 14. Profile Comparison in 2017 LinkedIn.com 2017 LinkedIn Mobile Sales Navigator LinkedIn.com Profiles 2017
- 15. • Lead Builder helps you find… o Accounts – target specific companies o Leads – engage people who work there Sales Navigator is for Specific Things Sales Navigator Lead Generation
- 16. Hunting for New Business Sales Navigator Lead Generation Account-based Selling vs Lead-based
- 17. Targeting Accounts Sales Navigator Lead Generation
- 18. Finding Leads (targets) at Accounts Sales Navigator Lead Generation
- 19. The most useful filters Sales Navigator Lead Generation
- 20. Account/Prospect Research • Who they are oWhat you have in common oWhat they are proud of oSomething noteworthy or admirable • Where they work – now, previous oWhat the company makes, sells, does • People they know oCommon connections • What they share online Sales Navigator Lead Generation
- 21. Finding Multiple Entry Points • Lead Recommendations oProvided by LinkedIn • Same Company • Similar level Sales Navigator Lead Generation
- 22. Manage Accounts and Leads using Tags LinkedIn Sales Navigator Tags
- 23. How to SET and USE Tags Set the tag Filter on the tag LinkedIn Sales Navigator Tags
- 24. Searching in 2017 LinkedIn Searching 2017
- 25. RED = Sales Navigator ONLY Search Options Sales Navigator vs LinkedIn.com Filters
- 27. New LinkedIn.com 2017 Search Process • Starts with Single Field oKeywords OR Name • Results are put in TABs at the top • Add Filters LinkedIn.com 2017 Searching
- 28. Searching LinkedIn Sales Navigator Searching
- 29. Sales Navigator Lead Builder LinkedIn Sales Navigator Searching
- 30. How that looks…
- 31. Getting Started with Navigating LinkedIn Getting Started with Navigating LinkedIn
- 32. First Steps in Sales Navigator • Define your Perfect Searches in Lead Builder • Craft Standard Invite Text, Message Text • Plan/Create your Sales Navigator Tags Getting Started with Navigating LinkedIn
- 33. Early Moves with Sales Navigator • Save Your Top 10 Accounts in Sales Navigator oTAG them as “Top Target ACCT” • Look for up to 5 Top Contacts at each account oSave them as a Lead oTAG the best as “Top Target LEAD” • Engage top leads, examine profile and activity for “hooks” oAdd this action to your daily LinkedIn routine Getting Started with Navigating LinkedIn
- 34. Getting More “Navigating LinkedIn” 1. ”Done For You Campaigns” for Executives 2. LinkedIn Consulting for Sales, Marketing, Management 3. Sales Team Training oWebinar-based Training Program, 3 x 1 hour oHands-on Training Workshop, 4 hours oOn-Demand Training Videos
- 35. Call - 720-897-8254 Email - Moneil@IntegratedAlliances.com Get a FREE 30 minute call at www.ScheduleWithMike.com
Hinweis der Redaktion
- Navigating LinkedIn will guide you thru the new world of LinkedIn, where LinkedIn.com takes on a new look and sheds popular features while LinkedIn Sales Navigator gets a major boost, adding some long awaited features. Revenue producers will need to make major changes in what they do and how they do it. This presentation will help them get a competitive advantage in this time of big change with LinkedIn.
- The goal is to help revenue producers get an understanding of the new LinkedIn.com for 2017, with big changes in profiles and searching. It covers the enhancements to LinkedIn Sales Navigator, also around searching and it explains where the two platforms fit in with one another. Finally, it presents an integrated approach to working with LinkedIn going forward.
- This presentation assumes you already know a bit about LinkedIn. You’ve been on LinkedIn in the last 30 days, maybe in the last day or two, maybe you have a LinkedIn window open all the time. You understand about profiles, searches and have noticed that LinkedIn has menus. You’re an executive, you’re in management, you’re a individual revenue producer, you work with outside organizations in a channels role. You care about sales performance. If you sell more, you make more money. This presentation is for you.
- For 2017, LinkedIn has new bends and twists that you must be aware of. This big of a change only happens every so often. This is the biggest transformation ever for LinkedIn. By understanding the new LinkedIn landscape, you can move past the competition and get an early mover advantage with a platform you already know and use. There is no option, this new landscape will be your user experience. There’s no holding on, there’s no going back. You can’t just keep on using Outlook 2010 because you don’t like Outlook 2017. LinkedIn doesn’t work that way.
- LinkedIn is first and foremost a Platform. People go there, spend time there, interact with it. LinkedIn does not install on your laptop, there is no firewall, few security settings. Peel the onion back and LinkedIn is actually 3 related platforms, each optimized to a different type of user. Look a little deeper and you even find different versions within each of these platforms, especially on the paying side, where extra features come at a price. LinkedIn.com is the general purpose platform, much like Microsoft Word. Extremely versatile, focused on the user experience. Sales Navigator is more like Excel, focused more on the numbers than the user experience. LinkedIn Recruiter is more like PowerPoint where people are looking to get noticed.
- LinkedIn is big and bright and new for 2017.
- LinkedIn is having its biggest changes ever happening in 2017. Coming off the Microsoft acquisition, we an expect even more. The biggest change is to the LinkedIn.com platform we know so well. The Sales Navigator platform gets some enhancements, including some that are deleted from LinkedIn.com 2017 The slick look of the LinkedIn app supplants the familiar menu-driven look of the LinkedIn.com. Will Sales Navigator see a similar transformation to their mobile interface?
- So why would LinkedIn come out with such a radical change to its core product? Haven’t we seen this before? “If it ain’t broke, don’t fix it” simply does not apply to social media. It’s always breaking down stereotypes. LinkedIn is chasing a younger audience that is simply more mobile and having a single interface for both has its advantages. No doubt about it, the New LinkedIn.com is a lot more like the Facebook than ever before.
- LinkedIn is big and bright and new for 2017. It’s sleek and its gone on a diet. As a result serious users will migrating much of their activity from LinkedIn.com (and their free or paid accounts) to Sales Navigator where there are only paid accounts. LinkedIn is offering a free 3 month trial to many users.
- Still, LinkedIn.com 2017 is a given for everyone. You can’t ONLY be a Sales Navigator user. It’s still used for lots of important things, even if Sales Navigator is where you spend most of your time. Profiles and company pages are all managed from LinkedIn.com and this will always be the case. LinkedIn Groups happen here - joining, participating, reaching out Your LinkedIn settings happen here for the most part, your security, references, emails.
- Sales Navigator has a very specific role for 2017, especially for those in sales and marketing roles. It becomes even MORE of a companion to your CRM system. There is a some support for Salesforce.com. The ultra-targeting of Sales Navigator is a natural for hunting activities. Use the Lead Builder searches to find new people and companies. Save them as a lead and tag them like you would in a CRM. Find specific people or companies, look deep and wide into them with the extra sales hooks The Insights feature shows invaluable Trigger Events concerning your targets directly. There are few, if any limits to your sending activity, other than the number of InMails you can send.
- The new profile looks pretty slick. It’s much easier to read, faster to get around in. Your contact into is moved. The summary is compressed. The experience area is merged, with no Current or Past companies Your activity appears in Prime Time, with quick access to your posts. Recommendations are centralized at the bottom and only 2 show on the profile. The rest are behind a “See More” link. Skills and endorsements are trimmed down. Adjustments to the background image might be needed.
- A profile looks a little different on LinkedIn, Sales Navigator and on mobile. It’s the same data, just presented a little differently. Just as you might expect.
- Sales Navigator is basically about 3 things Lead Builder to search for the best possible prospects using a range of new filters. Accounts to target specific companies Leads are individuals at these companies, plus some that may not be associated with any company. You can use Lead Builder to find BOTH.
- The biggest use of Sales Navigator is hunting for new leads. Target profiles are best when viewed in Sales Navigator, whereas, in LinkedIn.com, details are hidden behind See More links that make it more time consuming. Find and engage other potential entry points at target companies. Sales Navigator identified others at the same level in the same organization or you. Lead lists not only show you people you have saved as a lead but a list of “similar” people at OTHER companies. Find a great target, view their profile and notice a list of similar people next to them off to the right.
- Accounts can be targeted and LinkedIn will help you find the decision makers. Then someone is saved as a lead, their employer is automatically saves as an Account as well. When there is an option you can choose whichever employer you like or you can choose NONE.
- Leads are individuals. They might have been found using ant of a number of methods. They may have been caught in a Lead Builder search, where they can be saved as a lead right from the list. They may have been saved as a lead from their profile. Leads can be filtered even more using the left panel.
- Lead builder has a tremendous variety of filters. Some of them are more useful than others.
- Profiles are now a goldmine, especially when working with larger companies where multiple entry points are especially handy. The matchups of similar job levels is astounding. It’s easy to hop around and get back to where you were.
- LinkedIn made big changes with tags. LinkedIn.com 2017 loses its tags and Sales Navigator adds them. It is one of the biggest reasons for the expected mas user migration.
- Tags are simple drop downs and you can set multiple tags, one after another. Then you can Filter on the tags and see a list.
- Searching is one area that has had the most development going into 2017. There is big news with both LinkedIn.com AND Sales Navigator.
- Notice all the EXTRA search filters you get with Sales Navigator vs. LinkedIn.com. This “gap” has grown in recent months as search features were deleted from the new LinkedIn.com 2017 and added to Sales Navigator.
- Let’s explore the changes in LinkedIn.com for 2017.
- The familiar Advanced Search is gone, or at least it changed and reduced a bit in functionality. Searches are similar to Facebook and Google with ONE main search box to begin the process. Users will generally put in keywords to start it off. Some might use this general use field for a name if they they are looking for someone specific. The initial results are shown in TABS across the top as they are in other programs like Gmail. THEN users can add filters like location, industry, relationship LinkedIn.com 2017 has also SHED some really useful features like zip code, company size and first/last name
- Searching with Sales Navigator is more involved and WAY more powerful.
- It starts with the Lead Builder link. This is similar to the Advanced search link in the old Linkedin.com
- So, just where does a sales rep get started if they ant to effectively adopt Sales Navigator into their sales routine?
- There are some simple things you can do to take action. Get your searches down in Lead Builder Get your message templates together for invitation and post-connection messages Get a tagging system together to keep rack of your activity
- Then, you get in launch mode Save your top 10 accounts in Lead Builder Try and identify 5 entry points into each target company. Save them as a Lead, perhaps add a tag. Use the rich tools on Sales Navigator to find ways to engage them with invites, messages, likes, comments
- This presentation assumes you already know a bit about LinkedIn. You’ve been on LinkedIn in the last 30 days, maybe in the last day or two, maybe you have a LinkedIn window open all the time. You understand about profiles, searches and have noticed that LinkedIn has menus. You’re an executive, you’re in management, you’re a individual revenue producer, you work with outside organizations in a channels role. You care about sales performance. If you sell more, you make more money. This presentation is for you.
- Reach out to me at 720-897-8254 or email me at moneil@integratedalliances,com. Use this link to get a free 30 minute call with me.