LinkedIn started as a job-seeking platform, but it's grown into a hub for industry insights, thought leadership, and professional development. This makes it valuable for companies and individual users.
Companies can leverage their employees as brand ambassadors on the channel, using their connections to spread the message. Sales teams can also target high-quality leads and build relationships with decision-makers, while marketers can distribute content and build brand awareness. This makes LinkedIn the perfect platform for B2B and B2C companies alike.
Leveraging LinkedIn for Business Growth
LinkedIn is the world’s largest professional social network designed for businesses and industry professionals to connect and build relationships. CEOs, vice presidents, employees, and industry thought leaders use the platform to share insights, participate in discussions, and establish themselves as trusted resources among peers.
Content on LinkedIn can range from industry news and thought leadership articles to company updates and job postings. By engaging with these posts and participating in relevant groups, professionals can connect with potential clients and collaborators, fostering trust and eventually earning new customers.
In order to build connections, it’s important to actively post and engage with content on the platform. There are a few features that set LinkedIn apart from other social media platforms for thought leadership and industry insights:
Article: This type of post allows you to write an article about a specific topic. It can be viewed by anyone on LinkedIn and allows you to go more in-depth than a normal post would.
Document post: This type of post allows you to upload a PDF document to a post. This is great for sharing technical information or infographic content that is more in-depth than what can be put on an image.
By sharing insightful content and starting conversations with other individuals within your industry, your employees and sales teams can bring great awareness to your company and connect with potential customers.
How LinkedIn Empowers Your Sales Team
When your sales teams are active on LinkedIn, they’re able to reach customers and build connections with them, creating more personalized interactions compared to traditional cold calls.
By engaging with customers’ content and learning more about their business needs, your sales team can ultimately drive sales and be a trusted resource for them. Your sales team gets several benefits from being on LinkedIn:
Targeted prospecting: LinkedIn's advanced search filters allow you to pinpoint your ideal customer profile based on industry, job title, company size, and even skills. You can build targeted lead lists filled with high-potential prospects.
Building relationships: LinkedIn isn't just about sending connection requests. It's a platform for fostering relationships. By engaging with content, participating in industry groups, and sharing valuable insights, your sales reps can establish themselves as thought leaders and build trust with potential customers.
Building trust and credibility: When your sales reps connect with a prospect's existing network, it creates an opportunity to build trust and credibility. Imagine the impact when a prospect sees their colleagues connected to your reps. It opens the door to warmer conversations and positions your reps as established figures within the industry.
A Quick-Start Guide for Your Sales Team
For your sales team to be effective, it’s important that their profiles are up to date, they’re posting regularly, and they’re engaging with the right people. Here are a few quick tips to get your sales teams started on LinkedIn:
Host an internal training: Teach your sales teams the ins and outs of the platform, guide them on effective posting strategies, and ensure that they are up to date with your company’s social media policy.
Optimize profiles: Before they start posting, they will want to make sure their profile is filled out completely. Upload a profile picture and header image, make sure work history is up to date, and add any certifications they may have.
Join industry groups: Associates should join relevant industry groups to connect with professionals within their industry and engage with relevant content. This will help them become an extension of your brand and position themselves as trusted sources within the industry
Get Started With LinkedIn Sales Team Training
Unsure of how to host a training? We can help! We offer LinkedIn training that is tailored for individual companies to engage their employees in the platform and give them hands-on experience before diving in. Reach out to us to learn more.
By Hillary Ferry
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