Bryan Romeike will discuss how professional service providers can leverage LinkedIn for relationship building as well as how to identify the warmest path to reach and engage with potential decision-makers.

1. Rethinking Your Business
Development
Strategy with LinkedIn
Bryan Romeike
LinkedIn Sales Solutions

2. Housekeeping
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3. Today’s
agenda
10:0
0
Introduction
10:0
5
Social Selling: What it is and Why it matters
10:1
5
How to Get Started with Social Selling
Behaviors
10:2
5
Q&A

4. Evolution of Music
Compact Disc
Walkman iTunes
Radio
Vinyl LP
Cassette Tape
Phonograph

5. Relationships

6. 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
?

7. Missed Opportunities are Costly

8. Relationships

9. Rethinking Your Business Development Strategy with
LinkedIn

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

11. LinkedIn is Here to Help
500M+
Members
2B+
Updates
Billions
Relationships

12. 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

13. Get More Out of LinkedIn with
LinkedIn Sales Navigator

14. Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn

15. Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn

16. First Impressions

17. Professional Photo
your first
impression
Media
should illustrate
your story
Summary
should describe
your passions
Tagline
should be action
oriented, not
just a title
Inform & Inspire
Build a Professional Brand

18. 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

19. 19
Start using LinkedIn for Business Development Today
Build a Professional Brand
2
Look Sharp
Bring in a professional
photographer for profile
headshots
3
Share Content
Ask marketing for
existing content so you
can leverage what’s
already available
Peer Review
Schedule time on a Friday
for your team to update
LinkedIn profiles together
1
Fast Tips

20. Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn

21. Finding the Right People

22. Build and Save Lead Lists with Lead Builder
22
Finding the Right People

23. Build and Save Lead Lists with Lead Builder
Finding the Right People

24. Leverage Your Team Network
Finding the Right People

25. 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
3
Train
Teach new employees
your process from the
start and invest in
training your more
experienced team
members.
Connect
Have your team connect to
one another on LinkedIn to
start unlocking the power of
your combined networks
1
Fast Tips

26. Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn

27. Leverage Your Team Network
Grow Business via Trusted Relationships

28. 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
Grow Business via Trusted Relationships
Warm
Introduction
Name Drop

29. Start using LinkedIn for Business Development Today
Grow Business via Trusted Relationships
2
Network Internally
Incorporate into your
regular team meetings –
formalize the serendipitous
‘water cooler’ moments
3
Tout Best Practices
Share winning
introduction scripts so
people have a gold
standard
Lead by example
Encourage your sales
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

30. Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Rethinking Business Development with LinkedIn

31. Place screenshot here
Start with LinkedIn.com
Engage with Insights Using the Feed

32. Place screenshot here
Focus with LinkedIn Sales Navigator
Engage with Insights Using the Feed

33. Place screenshot here
Even if it’s cold, keep it personal
Engage with Insights

34. Start using LinkedIn for Business Development Today
Engage with Insights
Fast Tips
2
Follow Target
Companies
Watch for marketing
materials and press
releases related to your
target companies and
products.
3
Look for Openings
Pay attention to key
moments for your leads or
accounts: job changes,
promotions, news
mentions, etc.
Start Small
Start simply by sharing,
liking and commenting on
others’ content. You can
start engaging without any
of your own original content!
1

35. Grow Business via Trusted Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
You have the fundamentals
Next Steps
Check your own SSI score at linkedin.com/sales/ssi
Polish Your LinkedIn Profile
Search 500M+ Members
Leverage Warm Introductions
Keep Up with Your Accounts

36. Questions?
lnkd.in/letschat
Bryan Romeike
LinkedIn Sales Solutions