5 Ways to Use LinkedIn PointDrive to Help Drive Social Selling Success

Not long after LinkedIn announced the release of PointDrive, social sellers have engaged with it. PointDrive provides a way to replace email attachments with Presentations, which can store and display different types of content. It’s easy to imagine why it’s gotten popular with social selling where marketers try to leverage their social networks to generate leads and make sales.

PointDrive is only available to users of LinkedIn Sales Navigator Team and Enterprise edition. It’s an excellent tool for keeping several pieces of content — videos, PDFs, white papers, links, etc. — in one place. But the useful features don’t end there: with PointDrive you can also track who opened the presentation and how they consumed its content. That’s why it’s been so attractive to marketers, as it eliminates the need for gated content while still providing all the necessary metrics. We’ve got five ways marketing can use PointDrive to help drive social selling success:

1. Choose the Right Content

To make the most out of your PointDrive use, you’ll need to create varied content. However, if you want the focus to be primarily on one type of material, make sure it’s video. Human brain processes visual information much faster than written content, so that’s why videos are the most engaging. That way, you’ll also be ensuring that your prospects remember your message better.

2. Adjust Content to Buyer’s Journey

You’ll also need to adjust content according to the stages of the buyer’s journey that your prospects are in. You don’t want to serve them in-depth case studies if they aren’t yet aware of what you’re trying to sell them. Instead, focus on content that your prospects might find useful in each stage. Your goal here is to help your prospects make a decision by providing all the information they might need. As you progress through the steps, offer more in-depth content about your product.

3. Make Use of Event Presentations

Event presentations are a neat way to keep all attendees in the loop about the material you’ve prepared for the event. Within an event presentation, you can send them all the relevant content, including links, videos, photos, etc. It’s also an excellent way to stay in touch with prospects after the event by sending them the event presentation. (And also to provide them with the slides before they even think to ask for them!)

4. Use PointDrive to Create Specific Presentations

PointDrive can be used for more than sales presentations that go directly into your prospects’ inbox. You can also create industry-specific presentations with it and post them on LinkedIn, to use in your content marketing efforts. Additionally, you might want to create a company overview presentation that would provide more details about your business. It could come in handy when you want to introduce your company to potential prospects while promoting an event.

5. Connect with People Who Consume Your Content

If you use the previously mentioned specific presentations, PointDrive will enable you to see who consumed that content and how. Essentially, you’ll know if any prospects were interested in the topic you covered, so it provides a good opportunity to connect. If they’ve already received one part of your message through the presentation, the process of making a connection will be much more comfortable.

PointDrive indeed is a tool whose abilities are still not fully explored by so many people that have access to the tool. PointDrive allows for a considerable amount of creativity, both in approach and execution of social selling. Tap into your creativity to come up with new ways to use PointDrive, or stick to our tips.

About the Author

Perry van Beek is a pioneer in social selling with LinkedIn. He founded Social.ONE and has been helping organisations throughout the EMEA and America with LinkedIn positioning, lead generation, and social selling since 2009. He is the author of the book LinkedIn Sales Navigator for Dummies? and his company's free LinkedIn Profile Cheat Sheet is a very popular resource to quickly help create a powerful and customer-centric LinkedIn profile. Perry conducts trainings on LinkedIn profiling and Social Selling and presents keynotes at sales conferences all over the world. Feel free to connect with him on LinkedIn with a personalized connection request.