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2012 LinkedIn – “Sales Playbook”

How To Leverage LinkedIn To Generate Sales

Following the 3 Stage LinkedIn “Sales Playbook”

Maximizes your Ability to Leverage LinkedIn to Generate New Sales.

Lead GenerationRoadmap

1. Developing Your Profile

2. Adding Applications

3. Joining Groups

4. Posting Updates

5. Following Prospects

6. Adding Connections

7. Developing A Sales Strategy

8. Establishing YourselfAs A thought Leader

9. Creating Your Own Linkedin Group

10. Engaging In Group Discussions

11. Creating and Promoting Events

12. Converting Event Attendees Into Sales Opportunities

Linked

Stage 1Stage 2Stage 3

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How To Leverage LinkedIn To Generate Sales

There are “12 Key Components” to a LinkedIn Sales Strategy and Each Component Is

Critical To The System’s Ability To Generate Sales

LinkedIn – Lead Generation System- Components2012 LinkedIn – Sales Playbook - Components

1 Developing Your Profile 7 Developing A Sales Strategy

2 Adding Applications 8 Establishing Thought Leadership

3 Joining Groups 9 Creating Your Own Group

4 Posting Updates 10 Engaging In Group Discussions

5 Following Prospects 11 Creating and Promoting Events

6 Adding Connections 12 Converting Attendees Into Sales

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Business Value of Executing the LinkedIn Lead Generation Roadmap:

LinkedIn provides a unique and highly effective method to quickly generate and maintain a steady flow of new leads

Executing the OE – LinkedIn Lead Generation System provides a proven method to generate new leads quickly and effectively and with maximum efficiency

Provides a sustainable competitive edge and increases sales, profit and customer growth capabilities

Key Benefits:

Increased Lead Generation

Faster Speed

Higher Quality

Improved Effectiveness

Increased Efficiency

Grow Sales

Increase Profits

Attract and Retain More Customers

Within each LinkedIn Lead Generation System Component is a “Set of Processes” that Maximize the Overall Lead Generation System’s

– Effectiveness and Efficiency

LinkedIn Lead Generation - Processes

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1. Developing Your LinkedIn Profile

Business Value of Setting Up Your LinkedIn Profile:

LinkedIn is the foundation stone in leveraging social media to generate new business to business sales leads

The quality in which you set up your profile will play a significant role in your ability to leverage LinkedIn to identify new prospects and generate new leads

Key LinkedIn Profile Components:

Image and headline

Connections and recommendations

Website links

Summary and specialties

Applications

Experience

Skills

Interests / associations / awards

Contact information

Setting Up Your LinkedIn Profile Is The Foundation Of Leveraging LinkedIn

To Identify New Prospects and Generate New Leads.

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2A. Adding LinkedIn Recommendations

Business Value of Adding Recommendations:

Many professional business people use LinkedIn as a primary tool to gather intelligence in making business decisions

There are a small number of people that use LinkedIn to mine data and then spam members with non pertinent information

As a result, the number of recommendations a LinkedIn member has on their profile is often a quick and effective method for establishing the credibility of the profile owner

Key Benefits:

Eliminates prospect doubt

Establishes credibility

Adds value

Increases profile views

Increases inquiries

Increases new lead opportunities

Adding Recommendations To Your LinkedIn Profile Is A Key Factor

For LinkedIn Members In Determining Credibility and Value

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2B. Adding LinkedIn Applications

Business Value of Adding LinkedIn Applications: LinkedIn’s application function allows you to add Powerpoint, Video, Audio, PDF and event collateral to your profile

This allows you to convey product and service introductions, case studies, testimonials, industry studies and other key thought knowledge information in multimedia formats that are significantly more effective than standard emails that would be primary marketing and communication tools outside of the LinkedIn site

Key Benefits:

Multimedia marketing presentations

Video presentations

Testimonials

Sales sheets

Technical data sheets

Podcasts and webcasts

Adding LinkedIn Applications Increases The Ability To Market Your Offering

Through Various, Effective Multimedia Formats

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3. Joining LinkedIn Groups

Business Value of Joining LinkedIn Groups:

Provides you with the ability to directly access and communicate with key target prospects through multiple and highly effective internal LinkedIn communication channels.

Provides the ability to post your marketing messages and events in view of large blocks of key decision makers increasing event attendance and lead generation opportunities.

Key Benefits:

Maximizes target prospect visibility and increases contact capability

Extends market reach

Optimizes lead generation

Joining LinkedIn Groups extends your network further to help identify

new prospects and generate new leads.

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4. Posting LinkedIn Updates

Business Value of Posting LinkedIn Updates:

LinkedIn provides you with the ability to post valuable information about your target industry and market segments which establishes you as a thought leader and creates a competitive advantage in the minds of your prospects

Provides the ability to post your marketing messages and events in view of target prospects which increases event attendance and new lead generation opportunities.

Key Benefits:

Establishes and maintains – Thought Knowledge Leadership

Increases event attendance

Generates inbound inquiries

Provides leads w/ contact information

Posting LinkedIn Updates creates and maintains top of mind awareness,

creates greater interest and increases lead generation opportunities

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5. Following Prospects: Companies and Contacts

Business Value of Following Companies / Contacts:

LinkedIn provides you with the ability to set up filters that allow you to identify companies and contacts that meet your ideal customer profile.

Following companies and contacts provides you with up to date key business intelligence that can be leveraged to build and maintain new business relationships and generate new lead opportunities

Key Benefits:

Acquire key business intelligence

Identify valid business reasons

Notification of key decision maker changes

Generates new lead generation opportunities

Following companies and contacts on LinkedIn provides you with key business

intelligence on target prospects that identifies new potential lead generation

opportunities within target prospect accounts

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6. Adding LinkedIn Connections

Business Value of Adding LinkedIn Connections:

LinkedIn is full of professionals who use

the site for business purposes

In order for you to communicate directly

with LinkedIn members that meet your

ideal customer profile they must first be a

connection in your LinkedIn network.

Once connected you can market and

communicate directly through LinkedIn

Key Benefit

Increases target prospect visibility

Increases contact capability

Rules Governing – Adding Connections

How many you can invite

Who you can invite

How you can invite

What if you violate

Adding LinkedIn Connections extends the network of target prospects that you can

market and communicate with directly through LinkedIn

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7. Establishing Yourself As A Thought Leader

Business Value:

Establishing and maintaining thought knowledge leadership in your area of expertise is the key to earning new leads

Establishing thought knowledge leadership means demonstrating and conveying key business intelligence on industry trends and challenges, pain, problems and opportunities

RSS feeds are the key to quickly and effectively obtaining key industry and market intelligence and establishing thought knowledge leadership

Key Benefits:

Thought knowledge leadership

Quickly and effectively

Increase prospect network

Competitive differentiator

Increase event attendance

Increase inbound inquiries

Increase lead opportunities

Increases Ability to Achieve and Maintain Thought Knowledge Leadership

Which Is The Key To Generating Social Media Leads

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7. Engaging In LinkedIn Discussions

Business Value of Engaging in LinkedIn Discussions:

Provides you with the ability to directly access and communicate your thought knowledge leadership with your key target prospects

Establishing thought knowledge leadership through LinkedIn discussions establishes credibility and trust as well asleads to new inbound inquiries and new lead opportunities

Key Benefits:

Establishes thought knowledge leadership

Creates competitive advantage

Increases event attendance

Increases new lead opportunities

Engaging in LinkedIn discussions extends your ability to establish yourself

as a thought leader and establish the value of your offerings.

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8. Developing Your LinkedIn Sales Strategy

Business Value:

The LinkedIn platform has many options, functions and capabilities

This provides increased opportunities to increase branding and awareness and generate new leads

It also can result in a significant waste of time, energy and focus from other key business

Executing a proven system for developing a marketing / branding system on LinkedIn increases the ability to improve employee & company ROI

Key Benefits:

Increase reach

Improve prospect awareness

Increase brand awareness

Establish credibility

Improve perceived value

Improve inbound inquires

Increase lead opportunities

Increase revenue

Maximizes the Speed, Effectiveness and Efficiency in Generating New Leads

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10. Promoting Events

Business Value:

LinkedIn provides one of the most effective social media channels available to increase the number of target contacts that attend key target industry events

Many companies spend a great deal of time, money and energy to promote events via social media and yet their efforts result in a minimal increase in event attendance

This strategy has established a track record of significantly increasing event attendance as well as new leads

Key Benefits:

Increase event attendance

Proven system of success

Minimize efforts

Maximize effectiveness

Generate new leads

Increases Event Attendance and New Lead Opportunities

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11. Researching Event Attendees

Business Value:

Event attendance and other inbound inquires vary significantly in their match against your ideal prospect opportunity

LinkedIn’s built-in business intelligence system allows you to quickly eliminate vendor viewings and non target inquiries

LinkedIn also allows you to quickly and effectively identify event attendees that fit your ideal customer profile as well as identify valid business reasons that increase your ability to reach and engage event attendees in qualification discussions

Key Benefits:

Increased business intelligence

Eliminate non target attendees

Identify target opportunities

Obtain key business intelligence

Increases attendee contact

Increases attendee qualification

Increases lead generation

Increases sales opportunities

Maximizes Effectiveness of Converting Event Attendees Into New Leads

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12. Converting Event Attendees Into New Leads

Business Value:

Social Media is a marketing tool

Marketing moves people

Sales move products

There is a proven 3 step follow-up process that will maximize the probability that contacts will convert to prospects and prospects will convert to sales

• LinkedIn InMail• Follow-Up eMail• Follow-Up Call• Ensure Network Connection• Thought Knowledge Drip

Key Benefits:

Multiple valid contact reasons

Multiple contact methods

Maintain branding and awareness

Increase new lead contacts

Increase lead qualification

Increase revenue opportunities

Ensures Maximum ROI of Converting LinkedIn Contacts Into New Leads

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Outbound Excellence

Product:

13 Power Point Training Modules - Step-by-Step Processes

13 Video “How To” Modules

1 Hr. Tailored Training Session

Video of Tailored Training Session

Unlimited eMail and Phone Support

$295

Dave Kalstrom: 602-770-0012

davekalstrom@outboundexcellence .com

Service:

Develop Complete Automated LinkedIn Sales System in 3 Business Days

LinkedIn + Twitter + Facebook

Integrate SM Sites & Automate Posts

RSS Feeds / Thought Leadership

Create LinkedIn Group / Discussions

Create & Promote Webcast Event

Create eMail Invite & Send 10k eMails

30 Days Consulting & Training

$795 SMB (3) / $1495 Team (12)

2012 LinkedIn “Sales Playbook” Offering

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Outbound Excellence

“LinkedIn Sales Growth System”

Outbound Excellence

David Kalstrom

602-770-0012

Designing & Implementing Your 2012 LinkedIn “Sales Playbook”