ANALYSIS OF THE EFFICIENCY OF LINKEDIN FOR B2B PROSPECTION IN THE TECHNOLOGY INDUSTRY

Abstract

This report was as for intent to examine the efficiency of LinkedIn for BtoB sales prospection in the Technological sector. The research draws attention to the lingering process of prospect selection for sales teams. This task often time-consuming is key in order to discover great deal opportunities. With more than 575 million users, LinkedIn is a particularly useful source for connecting with leads. Further investigations reveal that BTOB marketers report that 80% of their social network leads come from LinkedIn (LinkedIn Business, 2017). Moreover, this analysis uses this data combined with a personal data collection to analyze the efficacity of prospection on LinkedIn via the platform messages. This study was conducted as part of an end of Master 2 internship at Ingedata, a BPO company created 15 years ago and an expert in data preparation services. The report evaluates and concludes that the usage of LinkedIn by salespeople and companies is limited and that improvements to productivity are limited. However, it is still an important part of global prospection that should not be underestimated.