If you are a sales professional and are not using LinkedIn in advance of your sales calls, you are missing out. LinkedIn added the Company tab and search function awhile back.
Let’s first explain the Company Pages:
It’s a centralized location where millions of LinkedIn members can go to stay in the loop on company news, products and services, business opportunities and job openings.
For a business, it’s the opportunity to:
- Tell your company’s story
- Highlight your products and services
- Engage with followers
- Share career opportunities
- Drive word of mouth at scale
For millions of sales professionals, a Company Page is a place to:
- Explore companies of interest
- Get the latest company updates and industry news
- Research products & services
- Learn about job opportunities
- Visit several profiles of employees
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- Explore their profiles
- Read summaries
- Build the company’s org chart to begin to understand who the decision makers are in the firm
- Explore who worked there and who used to work there…
Prior to your sales call, learn as much about the company as you can so that names become more familiar, the company story is built through the LinkedIn members’ profiles and summaries, identify your similarities – perhaps you went to the same school or have a relative who did), worked at the same firm, etc. Find the common ground where you can build relationships.
In your research, if you see that many people have left the firm during one particular period or identify some other pattern, those details may be important if you were a banker as an example. What happened to that firm during that time that caused this exodus to happen?
LinkedIn has a wealth of knowledge for the sales professional outside the standard request to connect, sending InMails etc. The question is, how warm do you want your next sales call to be?
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