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  • 1. Are you ?Thoughts and experience of building a sales network August 2008
  • 2. Why do I like to be LinkedIn?  My direct connections – 622  2° of Separation – 77,300+  3° of Separation – 3,691,500+  When I search, I can see names, designations, job description, many times the entire resume of 3,769,400+ people. This is just 15% of people on LinkedIn…imagine the potential  My connections are in 60 industries and 79 locations  Profile of my connections…CEOs – 15; VPs – 55; Director of Engineering – 8; and so on  It feels great to be 2 degrees away from Prince of Wales, Barak Obama and John McCain!© Anindya Bhaduri Slide 2
  • 3. Did you know?  The average number of LinkedIn connections for people who work at Google is forty-seven  The average number for Harvard Business School grads is fifty-eight  All 500 of the Fortune 500 are represented in LinkedIn. In fact, 499 of them are represented by director-level and above employees  Bay area has the densest concentration of users  97% of LinkedIn users join based on invitations from existing members  San Francisco-based executive headhunter Ron Bates has the most LinkedIn connections with 33,540 direct contacts  The average LinkedIn user is 39 and makes $139,000 a year© Anindya Bhaduri Slide 3
  • 4. 6 LinkedIn Sales Techniques 1) Build target executive lists 2) Finding out what the person is working on 3) Gather information about companies 4) Browse tons of competitive information 5) Target in non-obvious ways …want a golf partner at a major account? 6) Leverage ‘People you may know’ feature© Anindya Bhaduri Slide 4
  • 5. The Network Effect  What does connection hierarchy mean? Six Degrees of Separation - it is all statistics  Focus on the absolute size of your network  Why does size matter?  The larger your network – the more people you can see  The larger your network – the more people that can see you  The larger your network – the more people you can search or touch  Two philosophies of network building  Trusted networks – smaller but more referenceable  Connected networks – larger but non referenceable© Anindya Bhaduri Slide 5
  • 6. What we often overlook  Don’t just restrict your circle to your company – reach out to friends in school/colleague, ex-colleagues, your neighbor, customers, the guy/gal you had coffee with…  Use LinkedIn search effectively. You can have structured, unstructured or a combination search  Every time someone accepts your invitation, go checkout his/her list of contacts…you will be surprised how many people you know  Get into relevant groups. Advantage – you can see all group members even though you are not connected and they feature in your search results© Anindya Bhaduri Slide 6
  • 7. Happy Hunting!© Anindya Bhaduri Slide 7