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Business development with the power of linked in and sugarcrm   sugarcon2012.pptx
Business	
  Development	
  with	
  
                               	
  
  LinkedIN	
  and	
  SugarCRM
It isn't just what you know, 
     
and it isn't just who you know. 

It's actually who you know, who knows
you, and what you do for a living. "

                            - Bob Burg
Daniel Kraus"
     President"
Leading Results, Inc
   @LeadingResults
www.LeadingResults.com




                   4/26/12   ©2012 SugarCRM Inc. All rights reserved.   4
Leading Results Overview

§  Marketing services firm – coaching and consulting 
      §    1:1 Coaching, Group Coaching
      §    Fractional VP of Marketing
      §    Social Media Coaching and Learning
      §    Referral Marketing Coaching and Classes
§    Authorized Duct Tape Marketing coaches
§    Offices in Boston and Philadelphia
§    Clients throughout North America
§    We help our clients stop wasting money on marketing that
      does not create results




Tweet: #SCON12
Leading Results Core Marketing Mantra

§  Don't talk about the products you sell; talk about
    the problems you solve.  
§  Then talk about the remarkably different way that I
    will experience working with you as you solve those
    problems. 
§  Be sure you tell me what I get; NOT what you do.  
    Because I don't have time to figure out if what I
    need is what you do. 




Tweet: #SCON12
LinkedIN – Quick Stats
 " 100m Members (191342=me)
Why do people use LinkedIN?                          


                A.  They	
  are	
  looking	
  for	
  someone	
  

 
     
 
    
      
      
       
Or

 B.  They want to be found by someone
5 Keys to Success 


§    Be Authentic, Genuine & Transparent
§    Show Value, Be Engaged, Contribute
§    Know your ideal customer/prospect profile
§    Be crystal clear on your core message
§    Make sure your differentiation comes through




Tweet: #SCON12
Key Areas of Leverage

§    Credibility
§    Getting Found
§    Automation
§    Sales
§    Networking
§    Advertising




Tweet: #SCON12
LinkedIN Anatomy
Your	
  Profile	
  –	
  100%
100% profile completeness

§    Industry 
§    Postal code
§    A current position with description
§    Two additional previous positions
§    Education
§    At least 5 skills
§    Profile photo
§    At least 50 connections
§    A summary





Tweet: #SCON12
Groups




Tweet: #SCON12
LI Today




Tweet: #SCON12
Signals




Tweet: #SCON12
LinkedIn Company page




Tweet: #SCON12
LinkedIn Company page - Overview

This public tab lists info such as:
§  Basic information about your company (e.g., location,
    number of employees and industry)
§  Information about new hires and employees, including
    the viewer’s degree of separation
§  Twitter and blog feeds plus a “follow company” feature




Tweet: #SCON12
LinkedIn Company page - Careers

§  This is another public tab displaying job postings. 
§  Premium Career Pages
    "   Deliver a custom experience - Your content adapts to
        viewers, based on their LinkedIn profiles.
    "   Job seekers see jobs tailored to their backgrounds.
    "   Differentiate through rich content




Tweet: #SCON12
Company page - Product & Services

§  Post descriptions of your key products and services
§  Receive product and service recommendations
§  Add content such as videos and promotions
§  Purchase recommendation ads to showcase
    recommendations for products and services and seek more
    of them
§  Get the “recommend” button to place on your website
    along with each of your products and services.




Tweet: #SCON12
LinkedIn Company page - Statistics

§  This is a private tab visible only to LinkedIn
    members with administrator access to your
    Company Pages. 





Tweet: #SCON12
How to Benefit from LinkedIN
Key Areas of Leverage

§    Credibility
§    Getting Found
§    Automation
§    Sales
§    Networking
§    Advertising




Tweet: #SCON12
Credibility

§  Summary with details
§  Share expertise with answers to others' questions. 
§  Write recommendations 
    "   Get recommendations
§  Claim your vanity URL




Tweet: #SCON12
Getting Found

§  Capitalizing on Search Engine
    Optimization
    "   Search engine optimize your profile
§  Participate in Group Discussions and
    relevant association groups
§  Answer Questions




Tweet: #SCON12
Sales

§    Connect with prospects
§    Integrate Sugar to the marketing/sales process
§    Stay in contact as people move
§    Use OpenLink to send messages to people to whom
      you're not connected. 
                      §  Leverage the power of LinkedIn
                          Groups.
                      §  Take advantage of advanced search
                          options. 




Tweet: #SCON12
Give value to connect…




Tweet: #SCON12
Enhanced Networking & Referrals

§  Search contacts for referral introductions
§  Research attendees from events
§  Review events prospects or connections are attending




Tweet: #SCON12
Contribute




Tweet: #SCON12
Automation

§    Integrate Sugar for updates
§    Use LinkedIn Today to keep track of industry news 
§    Check in on "Network Updates” 
§    Tie in Twitter Connection 
§    Take advantage of "Saved Searches” 
§    Track Signals 




Tweet: #SCON12
Advertising




Tweet: #SCON12
Bonus Tips

§    Make your blog/website links sexier. 
§    Add a Follow Button
§    Export connections.
§    Add a video to your Company Page.
§    Rearrange your profile
§    Use applications




Tweet: #SCON12
Make your blog/website links sexier.
                                   




 4/26/12
Bonus Tips

§    Make your blog/website links sexier. 
§    Add a Follow Button
§    Export connections.
§    Add a video to your Company Page.
§    Rearrange your profile
§    Use applications




Tweet: #SCON12
Export Connections




Tweet: #SCON12
                      4/26/12
Bonus Tips

§    Make your blog/website links sexier. 
§    Add a Follow Button
§    Export connections.
§    Add a video to your Company Page.
§    Rearrange your profile
§    Use applications




Tweet: #SCON12
Applications




Tweet: #SCON12
                  4/26/12
A: Questions!
B: Summary!
C: Offer
LinkedIN Best Practices Summary

• 	
  Profile	
  –	
  links,	
  keywords,	
  descrip;ve	
  
• 	
  Status	
  updates	
  (+TwiBer)	
  
• 	
  Repurpose	
  content	
  –	
  Slideshare,	
  YouTube	
  
• 	
  Connect	
  with	
  clients	
  &	
  prospects	
  	
  
• 	
  Search	
  for	
  leads	
  –	
  Ideal	
  Customer	
  Profile	
  
• 	
  Recommend	
  clients,	
  partners	
  
• 	
  Use	
  Groups	
  
• 	
  Ques;ons	
  and	
  Answers	
  
• 	
  Adver;se	
  
Tweet: #SCON12
Offers:

 " Complete my eval – get a copy of slides tonite
 " On the eval:
           »  Sign up for marketing tips newsletter
           »  Ask for a free 45 minute marketing review
           »  Ask for follow up if you need marketing help – social media
             or otherwise.




 4/26/12
Submit Session Feedback
      *Prizes for attendees who submit session feedback using the Mobile App

Select the SugarCon Mobile App: !
1)  Tap on this session
2)  Tap on survey
3)  Submit your feedback
                      Contact Us
                                              Leading Results
                                   Web:     www.leadingresults.com
                                   Email: dkraus@leadingresults.com
                                   Phone: 978-562-4161
                                   Twitter: @LeadingResults
                                   facebook.com/leadingresults




                                                   4/26/12   ©2012 SugarCRM Inc. All rights reserved.   41
#SCON12!




           4/26/12   ©2012 SugarCRM Inc. All rights reserved.   42

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Business development with the power of linked in and sugarcrm sugarcon2012.pptx

  • 2. Business  Development  with     LinkedIN  and  SugarCRM
  • 3. It isn't just what you know, and it isn't just who you know. It's actually who you know, who knows you, and what you do for a living. " - Bob Burg
  • 4. Daniel Kraus" President" Leading Results, Inc @LeadingResults www.LeadingResults.com 4/26/12 ©2012 SugarCRM Inc. All rights reserved. 4
  • 5. Leading Results Overview §  Marketing services firm – coaching and consulting §  1:1 Coaching, Group Coaching §  Fractional VP of Marketing §  Social Media Coaching and Learning §  Referral Marketing Coaching and Classes §  Authorized Duct Tape Marketing coaches §  Offices in Boston and Philadelphia §  Clients throughout North America §  We help our clients stop wasting money on marketing that does not create results Tweet: #SCON12
  • 6. Leading Results Core Marketing Mantra §  Don't talk about the products you sell; talk about the problems you solve.   §  Then talk about the remarkably different way that I will experience working with you as you solve those problems. §  Be sure you tell me what I get; NOT what you do.   Because I don't have time to figure out if what I need is what you do. Tweet: #SCON12
  • 7. LinkedIN – Quick Stats " 100m Members (191342=me)
  • 8. Why do people use LinkedIN? A.  They  are  looking  for  someone   Or B.  They want to be found by someone
  • 9. 5 Keys to Success §  Be Authentic, Genuine & Transparent §  Show Value, Be Engaged, Contribute §  Know your ideal customer/prospect profile §  Be crystal clear on your core message §  Make sure your differentiation comes through Tweet: #SCON12
  • 10. Key Areas of Leverage §  Credibility §  Getting Found §  Automation §  Sales §  Networking §  Advertising Tweet: #SCON12
  • 13. 100% profile completeness §  Industry §  Postal code §  A current position with description §  Two additional previous positions §  Education §  At least 5 skills §  Profile photo §  At least 50 connections §  A summary Tweet: #SCON12
  • 18. LinkedIn Company page - Overview This public tab lists info such as: §  Basic information about your company (e.g., location, number of employees and industry) §  Information about new hires and employees, including the viewer’s degree of separation §  Twitter and blog feeds plus a “follow company” feature Tweet: #SCON12
  • 19. LinkedIn Company page - Careers §  This is another public tab displaying job postings. §  Premium Career Pages "   Deliver a custom experience - Your content adapts to viewers, based on their LinkedIn profiles. "   Job seekers see jobs tailored to their backgrounds. "   Differentiate through rich content Tweet: #SCON12
  • 20. Company page - Product & Services §  Post descriptions of your key products and services §  Receive product and service recommendations §  Add content such as videos and promotions §  Purchase recommendation ads to showcase recommendations for products and services and seek more of them §  Get the “recommend” button to place on your website along with each of your products and services. Tweet: #SCON12
  • 21. LinkedIn Company page - Statistics §  This is a private tab visible only to LinkedIn members with administrator access to your Company Pages. Tweet: #SCON12
  • 22. How to Benefit from LinkedIN
  • 23. Key Areas of Leverage §  Credibility §  Getting Found §  Automation §  Sales §  Networking §  Advertising Tweet: #SCON12
  • 24. Credibility §  Summary with details §  Share expertise with answers to others' questions. §  Write recommendations "   Get recommendations §  Claim your vanity URL Tweet: #SCON12
  • 25. Getting Found §  Capitalizing on Search Engine Optimization "   Search engine optimize your profile §  Participate in Group Discussions and relevant association groups §  Answer Questions Tweet: #SCON12
  • 26. Sales §  Connect with prospects §  Integrate Sugar to the marketing/sales process §  Stay in contact as people move §  Use OpenLink to send messages to people to whom you're not connected. §  Leverage the power of LinkedIn Groups. §  Take advantage of advanced search options. Tweet: #SCON12
  • 27. Give value to connect… Tweet: #SCON12
  • 28. Enhanced Networking & Referrals §  Search contacts for referral introductions §  Research attendees from events §  Review events prospects or connections are attending Tweet: #SCON12
  • 30. Automation §  Integrate Sugar for updates §  Use LinkedIn Today to keep track of industry news §  Check in on "Network Updates” §  Tie in Twitter Connection  §  Take advantage of "Saved Searches” §  Track Signals Tweet: #SCON12
  • 32. Bonus Tips §  Make your blog/website links sexier. §  Add a Follow Button §  Export connections. §  Add a video to your Company Page. §  Rearrange your profile §  Use applications Tweet: #SCON12
  • 33. Make your blog/website links sexier. 4/26/12
  • 34. Bonus Tips §  Make your blog/website links sexier. §  Add a Follow Button §  Export connections. §  Add a video to your Company Page. §  Rearrange your profile §  Use applications Tweet: #SCON12
  • 36. Bonus Tips §  Make your blog/website links sexier. §  Add a Follow Button §  Export connections. §  Add a video to your Company Page. §  Rearrange your profile §  Use applications Tweet: #SCON12
  • 39. LinkedIN Best Practices Summary •   Profile  –  links,  keywords,  descrip;ve   •   Status  updates  (+TwiBer)   •   Repurpose  content  –  Slideshare,  YouTube   •   Connect  with  clients  &  prospects     •   Search  for  leads  –  Ideal  Customer  Profile   •   Recommend  clients,  partners   •   Use  Groups   •   Ques;ons  and  Answers   •   Adver;se   Tweet: #SCON12
  • 40. Offers: " Complete my eval – get a copy of slides tonite " On the eval: »  Sign up for marketing tips newsletter »  Ask for a free 45 minute marketing review »  Ask for follow up if you need marketing help – social media or otherwise. 4/26/12
  • 41. Submit Session Feedback *Prizes for attendees who submit session feedback using the Mobile App Select the SugarCon Mobile App: ! 1)  Tap on this session 2)  Tap on survey 3)  Submit your feedback Contact Us Leading Results Web: www.leadingresults.com Email: dkraus@leadingresults.com Phone: 978-562-4161 Twitter: @LeadingResults facebook.com/leadingresults 4/26/12 ©2012 SugarCRM Inc. All rights reserved. 41
  • 42. #SCON12! 4/26/12 ©2012 SugarCRM Inc. All rights reserved. 42