How to use LinkedIn for B2B Sales Prospecting. LinkedIn is widely recognised as the pre-eminent business networking platform for B2B sales professionals, yet most sellers only use it as a research tool and are not leveraging the power of LinkedIn for sales prospecting. Course Objectives: The purpose of this course is to equip the B2B salesperson with the knowledge, skill and competence to develop their network and execute lead generation strategies and activities using the LinkedIn platform and functionality. Participants can avail of the services of a professional photographer to update their LinkedIn profile. Learning Outcomes: Attendees will be able to: 1. Use LinkedIn as a B2B business development tool 2. Complete and optimise/SEO their profile for both people and search engines. 3. Make introductions via Linkedin, add new people to their network and give and seek recommendations. 4. Undertake lead generation activities via the searching features. 5. Find, join and utilise suitable LinkedIn Groups for lead generation. 6. Give and seek recommendations. Training Materials: PDF Training Manual provided to all attendees The Sales Institute of Ireland promotes excellence and high performance among sales professionals throughout Irish business. The institute has members representing many world class organisations and market leading brands in the ICT, FMCG and financial services sectors. The institute provides a range of benefits to members throughout the year including ongoing opportunities for knowledge acquisition, performance improvement, professional development and business networking events.

1. How to use
For B2B Sales
Prospecting
Niall Devitt

2. We’re
connected
like never
before

3. We’re
connected
like never
before

4. They are!

5. Even he is 

6. But what
about the
Decision
Makers?

8. The Social Customer

9. The Social Business Model
“Businesses move from liking to leading
when they look beyond social media to see
how social technologies drive real
business value. From marketing and sales
to product and service innovation, social
is changing the way people connect and
the way organisations succeed”

10. 2014?

11. “Social Selling is no longer an
option, it’s a necessity”

13.  LinkedIn is a social networking website for
professionals.
 It’s the world's largest professional
network at 250 million strong.
 LinkedIn strengthens and extends your
existing network of trusted contacts

17. Getting Found!

19. Profile:
Professional
Photo
Include
keywords in
headline
Customise URL
Use your
summary to
introduce
yourself (SEO)

20.  Detail
 Professional
Experience
 Link Company
Name to
LinkedIn
Company page
 Education

21. Skills:
Type in your
skills
Your
connections will
be asked to
endorse them

23. All-Star
Profile:
Profile Photo
3 Jobs
Skills and
Expertise
More than 50
connections

24. Rich Content
Add link/Upload
file:
Videos
Images
Documents
Presentations

26. Exercise: Review Your LinkedIn
Profile
Customise URL
Profile Photo
3 Jobs
Skills and
Expertise
Rich Content
More than 50
connections

27. Updates:
Regularly post
professional and
share worthy
updates to your
network
Sharing content
once a week
increases your
profiles views by
500% or more

28. Add Your Profile to:
 Business
Cards
 POS Materials
 E-mail
 Website

29. Networking on LinkedIn

30. Connect to Your Real World Network
 Family
 Ex-Colleagues
 Friends
 Customers
 Prospects
 Suppliers
 Colleagues

32. Sales Prospecting on LinkedIn

36. Search:
People
Companies
Groups
Connections

38. Exercise: Start Networking on
LinkedIn
 Check out the
‘People You May
Know’
 Find and Join a
Relevant group
 Congratulate
someone on a new
Job
 Use the Search
Functions to find
someone you would
like to do
business with

39. Connection Requests

41. Standard V Personal

42. Or Get Introduced

43. Exercise: Connect with a New Prospect
on LinkedIn
 Send a
personal
introduction
 Or ask a
connection to
introduce you

44. Connect in Real Time at a Conference

45. Exercise: Download the LinkedIn app
to your Smartphone
Connect in
real-time
with someone
else in the
Room

46. A Professional Page for Your Business

47. Can only be set by Representative of
the Business Using a Company E-mail
 Free (except
for Careers
tab)
 Companies need
to assign
admin(s)
 Segment status
updates
 Segment
product pages

48.  Tell your
company's story
 Highlight your
products and
services
 Engage with
followers
 Share career
opportunities
 Drive word of
mouth at scale
 Have customers
recommend
products or
services
 Segment Status
updates
 Segment Product
pages

49. Taken from Best LinkedIn Company Pages 2013 from LinkedIn

50. Taken from Best LinkedIn Company Pages 2013 from LinkedIn

51. Exercise: Find 3 Companies that you
would like to do business with
 Find 3
companies with
LinkedIn pages
and follow them
 Discover
something new
about the
organisation

52. The number 1 place
that prospects will
interact with your
business is through
employees/
colleagues
Standardise:
Company
Description
Professional
Photos
Employees and Colleagues
Encourage staff to
share content

53. Exercise: Check out Your Colleagues
on LinkedIn
 Do they have
professional
photos?
 How does their
company
description
compare to yours?
 When did they last
send an update?
 Compare and
contrast

55. How to use
For B2B Sales
Prospecting
Niall Devitt
www.linkedin.com/in/nialldevitt
@NiallDevitt
http://www.slideshare.net/NiallDevitt1/how-to-use-Linked-in-for-B2Bsales-prospecting