How We Helped a Cookie Producer Sell Over One Million Dollars Worth of Cookies Via LinkedIn
Several years ago a leading cookie producer in Israel was seeking to increase their presence in the EU market.
After exploring several options they decided to focus efforts on LinkedIn and approached Skylimit for help.
Our work was focused on two main activities:
1- Channel partner research: this type of research work takes place outside of LinkedIn. It involves identifying the distributors and channels that would be most relevant for this cookie producer to connect with.
2 - LinkedIn: Once we have the company names of these distribuors - we can then use LinkedIn to connect with the relevant managers.
LinkedIn is a massive directory of professional profiles. The critical work here is the channel partner research.
Once we can identify the most relevant channels and distributors, We can then head on over to LinkedIn and connect with the relevant managers and from there we can establish connections and hopefully begin a sales process.
That is precisely what happened with the cookie producer.
The Skylimit team was not involved in the actual business development process - our job was to provide the distributor, retail buyer research and create a powerful LinkedIn presense.
The company told us two very important things about the project and LinkedIn:
1) When they contacted their new potential leads - they would break the ice by saying: "we recently connected on LinkedIn..."
2) They exhibited at a very large food trade show in Europe. Every so often throughout the event someone would walk over to their booth and say: "Didn't we recently connect on LinkedIn?", some of these people were very important buyers and distributors.
In their words:
"LinkedIn played a very important role in the pre-sale stage . The connections that were established as a result of the research allowed to us to effectively engage with prospects. Thanks to LinkedIn we sold over one million dollars worth of cookies!"
(Interested in learning more? - email us at: firstname.lastname@example.org)
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