At our latest 80/20 event our Digital Marketing Manager and LinkedIn specialist, Danni shared some useful insights on how to establish LinkedIn as a sales generation tool. What is 80x20? As a business owner or marketing manager, your time is precious, we get it. That’s why we’ve combined networking and learning, all in the same calendar slot. Our 80x20 event is 40 minutes of networking, followed by a 20-minute learning session from one of our in-house marketing experts, followed by another 40 minutes of networking. A total of 80 minutes of networking and 20 minutes of learning.

1. How to establish
LinkedIn as a sales
generation tool.
Presented by Danni Johnson

2. Before we begin, let's have a little bit of fun...

3. True or False?

4. True or False?
Men use LinkedIn as a substitute for Tinder
17 times more then women

5. True or False?
Men use LinkedIn as a substitute for Tinder
17 times more then women
True

6. True or False?

7. True or False?
89% of all members values LinkedIn as a trustworthy
source of information, compared to 64% on Twitter and
37% on Facebook

8. True or False?
89% of all members values LinkedIn as a trustworthy
source of information, compared to 64% on Twitter and
37% on Facebook
True

9. Last one. True or False?

10. 60% of B2B leads come from LinkedIn
True or False?

11. 60% of B2B leads come from LinkedIn
True or False?
False
It's actually 80%

12. Why is building
your personal
brand important?

13. People buy
from people

14. Why is building
your personal
brand on
LinkedIn
important?

15. That's easy...

16. That's easy...
875 Million people
are on LinkedIn and
remember...

17. That's easy...
875 Million people
are on LinkedIn and
remember...
89% of all members
value LinkedIn as a
trustworthy source of
information

18. But how do
you do it?

19. You need a
strategy
It's a marathon, not a
sprint
Would you run a
marathon without
any prior training?

20. When planning you should think about:

21. Treating your profile
as a landing page
1
When planning you should think about:

23. Treating your profile
as a landing page
1
Taking full advantage of
LinkedIn profile tools
2
When planning you should think about:

25. Treating your profile
as a landing page
1
Taking full advantage of
LinkedIn profile tools
2
Targeting the right
people
3
When planning you should think about:

27. Treating your profile
as a landing page
1
Taking full advantage of
LinkedIn profile tools
2
Targeting the right
people
3
Engaging, nurturing
and growing
4
When planning you should think about:

28. Post
1
Comment
2
Interact
3

29. Treating your profile
as a landing page
1
Taking full advantage of
LinkedIn profile tools
2
Targeting the right
people
3
Engaging, nurturing
and growing
4
5
When planning you should think about:
Creating an audience-
focused content plan

30. Personal Content Pillars
Goal: Personal Brand Awareness | Networking | Lead Generation

31. Personal Content Pillars
Personal
Goal: Personal Brand Awareness | Networking | Lead Generation
Promotional
Twin mum
Mental health
Spinning plates
Business lessons
Sharing expertise
Team posts
Xpand related
Employee advocacy

32. Personal Content Pillars
Personal
Goal: Personal Brand Awareness | Networking | Lead Generation
Promotional
Twin mum
Mental health
Spinning plates
Business lessons
Sharing expertise
Team posts
Xpand related
Employee advocacy
80% 20%
Events

33. Treating your profile
as a landing page
1
Taking full advantage of
LinkedIn profile tools
2
Targeting the right
people
3
Engaging, nurturing
and growing
4
Testing and analysing,
then testing again
5
When planning you should think about:
6
Creating an audience-
focused content plan

34. Those with an SSI score of 70 or
more have an average increase in
reach of 25%
ALGORITHM RESEARCH EDITION 2022 - JUST CONNECTING

36. What the dashboard is and how to use it
How many people are viewing your
profile
The stats behind your activity
How often you are appearing in
searches
Resources
Here you can see:
But what does all this mean?

37. Post impressions = Performance of your content

38. Does it work?

40. "With your new posting this week,
some good reactions from familiar
contacts, and invites to quote for
three new jobs in the last week.
And when a “job” for me is typically
£5-10,000, that’s very worthwhile.
In fact, I’m just about fully
committed now until Christmas"
Chris Makin is a highly experienced chartered forensic accountant.

41. Tracey followed a commenting strategy and gained new
business from a connection request that she would never
have seen if she hadn't commented.
"The next day I got a connection request and a private
message from an ex-pat living in Switzerland wanting to
purchase up to 50 BTL properties over the next 5 years,
before returning to the UK to retire.
I currently have three deals on the go for him which will be
worth about £6000 in commission to CEx, with many more
to come.
Commenting on others’ posts definitely works."
Tracey is a Commercial
Finance Specialist

42. Follow us
/XpandMarketing
@Xpand_Marketing
/company/xpand-marketing
/xpandmarketing
Let's connect
www.xpandmarketing.co.uk