Sales professional spend a MOST of their PRODUCTIVE TIME in researching Companies, Decision makers and Influencers. However, LinkedIn is your friendly ghost that makes it simpler to RESEARCH. And it does that through its database of 470 Million members and over 4 Million company pages. Now my questions to Sales Professional is ……..
1. COMPANY: Would it help in building Sales Pipeline if you can ….
- IDENTIFY A LIST OF 25 COMPANIES you can do business with?
- IDENTIFY whom YOU KNOW in the prospective Companies?
- ENGAGE WITH COMPANY when they are in News? (Engage on LinkedIn company page)
- DISCOVER A LIST OF ADDITIONAL 10 SIMILAR Companies? ( “Similar Companies” mention on LinkedIn company page)
2. DECISION MAKERS: Would it help in building Sales Pipeline if you can ……
- Identify NAMES AND TITLES OF DECISION MAKERS in prospective Companies?
- Identify DECISION MAKERS YOU KNOW? (“Connections who work here” and “Employees on LinkedIn Company page” )
- Identify PEOPLE YOU KNOW – WHO KNOW THE DECISION MAKERS? (“Mutual connections on Profile” )
- Identify COMMON CONNECTIONS YOU SHARE?
- Identify COMMON PROFILE TRAITS you share with Decision makers? (Research his profile)
3. INFLUENCERS: Would it help in multiplying Sales Pipeline if you can ……
- Identify NAMES AND TITLES OF 6 – 7 INFLUENCERS in prospective Companies? ( “Connections who work here” and “Employees on LinkedIn Company page”)
- Identify WHICH INFLUENCERS YOU KNOW? (“Connections who work here”)
- IDENTIFY PEOPLE YOU KNOW – WHO KNOW INFLUENCERS?
- IDENTIFY MUTUAL CONNECTIONS YOU SHARE WITH INFLUENCERS?
- IDENTIFY COMMON PROFILE TRAITS YOU SHARE WITH INFLUENCERS?
4. ENGAGEMENT: Would it help in building Sales Pipeline if you can ….…
- JOIN DECISION MAKERS and INFLUENCERS GROUPS
- POST COMMENT IN COMMON GROUPS
- SHARE CONTENT (INDUSTRY/MARKET AND PRODUCT) WITH DECISION MAKERS AND INFLUENCERS.
- Engage (Like, share, Comment) with posts of DECISION MAKERS AND INFLUENCERS.
- CONGRATULATE THEM ON BIRTHDAY, JOB PROMOTIONS or being in Media.
Now my question is how much more you can MULTIPLY your Sales pipeline if you can research all of the above Leveraging LinkedIn – not in YEARS, not in MONTHS but within FEW DAYS?