CustomerTrax August 2017


Strengthen Your LinkedIn Profile to Win New Business

LinkedIn has over 467 million members, and seemingly infinite ways to connect. But if your profile isn’t strong or engaging, you’re missing out on many opportunities to be seen and heard. Just like any social network, the goal of LinkedIn is to connect like-minded individuals. In a professional space, the ability to network with people in your industry from the comfort of your own desk is invaluable to your potential reach. Last year, LinkedIn revealed new enhancements to their publishing platform that can help ensure your work gets you noticed by the right audience. One of these new enhancements was the addition of images.

search engine. To discover the best hashtags for your content, think of words or phrases that your clients would search in Google to get more information about your topics. One of the most useful additions to LinkedIn is the creation of enhanced reader analytics. With these reports, you can see exactly who has liked and commented on your posts, what company they work for, their job title, where they live, and exactly how they found your post. To use the feature, tap “Me” and you will find real-time information on the posts you’ve shared and the articles you have written.

We’re nearing the finishing line with our discussion of the “Six Pillars of CRM Adoption.” The first four pillars have been aimed largely at aligning organizational leadership with regards to the purpose and goals of CRM implementation. Now, we need to take a hard look at how things will work on the ground level when the software reaches the hands of the sales and support people who will be using it every day. The fifth pillar is “Engagement,”and it’s crucial for CRM success. When a company hits a stumbling block during this pillar, it’s almost always the result of assumptions made on the part of leadership. As a start, you need to know where your people are at and what they need from CRM. You might think that asking them will be enough work on this front, but it never is. You have to engage with people if you want the full picture. A great way to do this is to travel with them in the field. Now, a lot of management teams do this, but only in emergency situations or to evaluate Everyone knows that an image is worth a thousand words, and LinkedIn revealed that articles including images generate 94 percent more total views. Given this, LinkedIn made it easier than ever to enhance publisher posts. All you have to do is click on the “Add Multimedia” icon and you can drag and drop images, videos, add links, and embed content inside your blog posts. Another new addition to LinkedIn is the use of hashtags. Hashtags are often misused and misunderstood, but when used correctly, they can help people discover your content. LinkedIn’s new enhancements make it necessary to get these right if you want the right people to view your content. LinkedIn has made it clear that posts including hashtags are easier to access and index inside the platform’s

In today’s business world, it’s important to have a strong online presence. With these tips, you can begin to strengthen your LinkedIn profile, and in turn, win new business. THE 6 PILLARS OF CRM ADOPTION

Pillar 5: Engagement

employees. In this case, you need to do it with the sole purpose of observing them and identifying their needs. Follow along with no agenda on a regular process. To illustrate this point, let’s look at the example of Coufal-Prater, a company that successfully adopted Handle. When they observed their team, they noticed that many sales people had trouble with making proactive calls to customers when they’re not in the buying cycle. When they saw this, they were shocked, because they had assumed it wasn’t the case. Sales people struggled to find a reason to call prospects, which was a totally unanticipated stumbling block. If the management team didn’t take the time to investigate, they never would’ve known. Successful CRM adoption must be based on knowledge. If you can’t see things from the eyes of your team, you’ll never be able to address their needs. Observing issues yourself will always be more informative than getting your information second-hand.

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