The New IT Buying Committee – How to Engage them on LinkedIn

An interview with LinkedIn's Mike Weir. Most tech marketers know the IT buying process has changed – dramatically – in recent years, but did you know the entire IT buying committee is using LinkedIn to educate themselves before they’ll talk to your sales people? And 55% of them want to connect with vendors!

Here's what you'll hear:

• (1:00) Introduction

• (4:09) How IT Buyers are Using LinkedIn Today – Changes from the Past

• (7:40) The IT Committee

• (9:35) Your Content Strategy

• (10:20) Earning Leads versus Buying Leads

• (13:50) How IT Buyers Find New Vendors on LinkedIn

• (10:15) Making the Short list

• (24:00) Why Buyers Won’t Connect with You

• (26:4) Different Content for Different Buyers

• (32:30) Four Critical Areas to Connect with IT Buyers

• (38:55) Using Custom Groups

• (44:55) Measuring Success of Sponsored Updates

• (47:05) How to Expand Your LinkedIn Participation

• (50:54) Company Pages

• (53:00) Reaching IT Buyers in the IT Department