![]() ![]() ![]() Meaning Business Person to Business Person, where decision makers individually or employed by a company will act similarly in the decision-making process. Sales people need to realize the ongoing changes in the sales process, where B2B and B2C are transforming into something which is called BP2BP by professionals. The numbers indicate an extremely high potential for networking and lead generation. Moreover of all posts, 96% are in discussion groups. LinkedIn claims they own around 80% of B2B leads from all social media platforms. So possibly there will be at least 5 people who decide whether we will work for a company or not.Īnother important aspect is group involvement. In the average B2B decision-making today 5.4 people are involved. What it needs to be about to find a common point and offer help, offer assistance, offer solutions. ![]() A research carried out by LinkedIn itself showed that 90% of decision makers never respond to cold outreach! Meaning to find somebody on LinkedIn, save him/her as a Lead and then send a cold e-mail or give a cold call is extremely useless. After this process you will have the power to check and “stalk” your leads to find a common interest, point or person to get closer to deal breaking.įrom the point of view of sales/account managers, the selling process needs to be a rethink in 2016. The saved leads are put into a group, surprisingly called Leads. The Save as lead option is available next to all person showed up on the search results. LinkedIn is a great tool to collect all of these potentials, but to put them into our imaginary basket for actual leads, we will need to decide, based on aspects that are important for us/our company. To actually decide who is a potential lead for us we will need ourselves. Having the search results show up on the screen we can get to the nasty stuff. Why? Because the system is capable of running the saved searches in given period of times and notify us if anybody in the LinkedIn database enters the search criteria, saving essential time for us. So as soon as we are done with a first search, it is advisable to save the search. Giving extra strength to an already powerful system is always a good idea. A Boolean search/system allows you to combine words and phrases using keywords, such as AND, OR, NOT and NEAR to basically define your search. At this point, I would like to mention a system I found quite useful, and that is the Boolean search. Except it gives the previously mentioned full power of LinkedIn. To build a relevant lead search is crucial.Īs you could see on the screen above Lead Builder is very similar to the basic search box, and it functions similarly as well. Clicking on the name gives the mightiest of windows we are going to start off the business. The power lies within the Lead Builder right next to the search box on the top of the page. As soon as we are done with the formalities (Credit Card information, Billing address, etc.), a nice, but different home page awaits the journey. I feel the urge to mention, that a free 30-days trial is available for all users, which makes it very enticing at this point. We arrived at the point when I would like to introduce Sales Navigator for you.Īs the company puts it: “Sales Navigator connecting buyers and sellers in a whole new way.” Basically, the solution unlocks all the search functions available and offers a wide lead related software, with generating, acquiring and nurturing these leads. Without noticeable differences, all these paid solutions offer a so-called unlock for all possible features of the social media site. For professional recruiters, HR people and Sales professionals LinkedIn offers the previously mentioned paid services. Having said that for basic and not recruiting purposes these are sufficiently enough options to choose from. As it is visible in the screenshot down below, only the very basics of attributes are available for an Advanced Search. The free version offers a vast variety of functions, but not even close to the full capacity of the website. I would like to focus on the Sales Navigator in this article, the main differences between this pricey version and the free account, and basically who and why would use the Sales Navigator tool. On the basis, we can differentiate 3 solutions, as Premium accounts, Recruiter solution and Sales navigator for Salespeople. LinkedIn offers paid services next to its free account solution. ![]()
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