1.
©2016 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Rethinking Your Business
Development Strategy with LinkedIn

2.
Business Development & LinkedIn Network
Live Demo
3 Pillars of Social Selling
Zack Andresen
Success Manager
LinkedIn, New York
Today’s Agenda
Q&A

3.
©2016 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Rethinking Your Business
Development Strategy with LinkedIn

4.
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

5.
Social Selling
A modern approach to sales and
relationship management that utilizes
information from social networks to
grow your business

6.
LinkedIn is Here to Help
467M+
Members
2B+
Updates
Billions
Relationships

7.
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

8.
Engage with Insights
Create a Professional Brand
Find the Right People
Start with the Building Blocks
Rethinking Business Development
with LinkedIn

9.
Start with the Building Blocks
Rethinking Business Development
with LinkedIn
Engage with Insights
Create a Professional Brand
Find the Right People

10.
Engaging,
friendly picture
Custom public
profile link
Be found easily
with descriptive
headline
Essential links
Killer summary
Build a professional brand

11.
Become a Thought Leader
Build a Professional Brand
• Comment in Group discussions
• Share important news
• Ask clients for recommendations
• Leverage existing marketing content
• Publish content
LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014

12.
12
Start using LinkedIn for Business Development Today
Build a Professional Brand
3
Update Your
Company Page
Make sure someone is in
charge of your Company
Page – share information
relevant to both
candidates and clients.
2
Share Content
Leverage what’s already
available – share
industry news, trends,
and articles.
Peer Review
Schedule time on a Friday
for you and your team to
update your LinkedIn
profiles together.
1
Fast Tips

13.
Start with the Building Blocks
Rethinking Business Development
with LinkedIn
Engage with Insights
Create a Professional Brand
Find the Right People

14.
Finding the Right People

15.
Search
Unlimited Advanced Search and View of profiles
1st - 3rd degree and beyond
Insights
Smart Suggestions, Search Insights and Alerts tap
into LinkedIn’s unique data and insights to surface
relevant information about your territory
InMail
Directly 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
16
Use Search Insights to Identify High Growth
Companies

17.
Start using LinkedIn for Business Development Today
Finding the Right People
2
Research
Go beyond just your
target lead at an account
– look up their Director+
peers and identify your
entire buyer panel within
Recruiter Professional.
3
Use Search
Insights
Search Insights within
Recruiter Professional
allow you to quickly
prioritize and discover
potential prospects.
Connect
Have your team connect
to one another on
LinkedIn to start
unlocking the power of
your combined networks.
1
Fast Tips

18.
Start with the Building Blocks
Rethinking Business Development
with LinkedIn
Engage with Insights
Create a Professional Brand
Find the Right People

19.
Ask for
Permission
Request intros when they
will have the most impact
Make it easy
Offer to ghost-write
the intro email
Follow-through
Close the loop with
the introducer
Engage with Insights
Warm
Introduction
Name Drop

20.
Start with LinkedIn.com
20
Engage with Insights Using the Feed

21.
Start using LinkedIn for Business Development Today
Engage via Search Insights
3
Tout Best
Practices
Share winning
introduction scripts so
people have a gold
standard.
Lead by example
Encourage your team
to approach you for
introductions to
prospects connected to
you.
1
Fast Tips
NOTE: Make sure they have
done their due diligence, your
reputation is on the line too
2
Follow Target
Companies
Watch for updates and
jobs posted by your
target companies, clients
and competitors.

22.
Engage with Insights
Create a Professional Brand
Find the Right People
You have the fundamentals
Next Steps
Polish Your LinkedIn Profile
Search 450M+ Members
Leverage Warm Introductions

23.
Links
Request custom demo: lnkd.in/staffing
For help or support: lnkd.in/helpcenter
RPS license learning center: lnkd.in/learningcenter