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Mike DamphousseMike
Damphousse

Green Leads' Founder, CEO and CMO, Mike Damphousse, writes frequently about b2b marketing, demand generation, appointment setting, lead gen, and marketing in general.

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LinkedIn Lead Gen Tips: Profiles Have URLs, Use Them

Posted by Michael Damphousse on Mon, Jul 11, 2011 @ 07:55 AM
  
  
  
  
Add to delicious  delicious  
  

We all know LinkedIn is the hidden gem of all sales people, and we're all looking for better LinkedIn Lead Gen Tips.  At Green Leads we have a custom button that can query a person's LinkedIn profile with the click of one button.  It doesn't hit 100% of the time, but I would say 85% isn't bad for an automated task.  We train our reps to not just review the profile, but use it for better selling--especially the public URL.  This allows you to find the record again or share the record with others.  

LinkedIn lead gen tips 2

Save it.  You could bookmark it in a folder called Prospects.  But why not go a step further and save the prospect's public URL in your CRM system.  It's simple enough to do.  We have a field called LinkedIn URL, and we copy and paste it from LinkedIn to the field.  This allows our sales reps never research again, it's one click away.  It also stores it so that the URL is shared with other reps that may be looking at the same prospect.  

Linkedin tips 1

Got any other LinkedIn Lead Gen Tips?  Send em on.

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Comments

LinkedIn LeadGen Tip  
 
re: target execs' private profiles  
 
Ever find that your target exec is elusive, including a LinkedIn profile set to "private"?  
 
You can often find their identity by surfing through their shared Connections.  
 
Think of it: you might wish to have a profile that is private to the general public, but your identity is visible to your LinkedIn Connections. Visiting your Connections enables people to see who they are connected to, including identity.  
 
Now that you've done some Connection surfing, you may consider creating a CRM field that maps your your target exec to others in and outside your target prospect company...and possibly uncover some new prospects and deal champions.  
 
Posted @ Tuesday, July 12, 2011 7:48 AM by Ed Alexander
I use this approach as well. We have a field in SalesForce.com for public profile. I have also found that if you search the person's name in Bing or Google sometimes it will show the full profile vs. searching within LinkedIn.
Posted @ Wednesday, August 31, 2011 4:28 PM by Greg
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