Karen Angellatta-Wheeler, President



                April 18, 2009




         Copyright© 2009 Effective Sales Strateg...
Purpose
◦ Discuss how to create a self marketing plan for sales professionals in job
  transition or those who want to be ...
Covering the Basics

◦ What Is It?

◦ Why Use One?

◦ What Are the Components?

◦ How Do I Get Started?




              ...
Objective
Target Positions
Positioning Statement
Skills Area
◦ Pick 3-5 Areas
Certifications, Special Accomplishments &/Or...
Objective
◦ Kind of opportunity you are seeking; be specific
Target Positions
◦ Name actual titles you are interested in (...
Leadership
    Coach & Developer of Teams
◦
    Risk Taker
◦
    Collaborative Leader
◦
    Multi-Million Budget Creation ...
Geographic Areas
◦ Atlanta, the Southeast or Southwest
Industries
◦ High Tech, Training/HR/Consulting,
  Communications/Me...
BioTech & HealthCare Example
    Children’s Healthcare of Atlanta
◦
    Ciba Vision/Novartis
◦
    McKesson
◦
    Merial
◦...
Strategize what you really want to do and be specific – target positions,
companies, industries, etc.
Think about companie...
We just talked about creating your self marketing plan,
now what?
How do I use it and get a job or be prepared for my next...
Take your new self marketing plan and email it to
◦ Professionals you know in the companies you would like to work for and...
Network where the decision makers are:
           Attend sales, marketing, management, HR, industry-specific, etc. events
...
This could be separate series of workshops!
We will focus on LinkedIn here vs. the others.
What Is LinkedIn?
◦ Professiona...
Why Should I Use It? How Did I Use It?
◦ Today, NOT being on LinkedIn is a detriment to your job
  search. Most widely use...
Create a headline that is attached to your name.
Create a detailed “Profile” online which mimics your resume.
Add as many ...
Join industry-specific or company “Groups” to network online,
ask/answer questions, get noticed and have common
connection...
The LinkedIn Best Practices Booklet
By David Nour from Atlanta; you can buy on his site
www.relationshipeconomics.net
I’m ...
Resume Building Sites
◦ www.mashable.com/2009/03/18/resume-building
50-Plus Job Market/Resume/Job Search Help
    www.enco...
Karen Angellatta-Wheeler, President
         678-591-3513
 www.EffectiveSalesStrategies.com




          Copyright© 2009 ...
Strategic consulting firm providing organizations
with successful sales, marketing, training and human capital
strategies ...
Strategic Sales Consulting
    Sales effectiveness & business development strategies & tools
◦
    Sales leadership strate...
Strategic Human Capital Consulting
    Strategic human capital consulting, assessment & planning
◦
    Training department...
Founder and President Karen Angellatta-Wheeler is a senior
level thought leader with a 20 year proven track record of incr...
Karen and her team are award-winning veterans
with sales, marketing, training, human capital,
telecom and wireless executi...
Karen Angellatta-Wheeler, President
         678-591-3513
 www.EffectiveSalesStrategies.com




          Copyright© 2009 ...
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Creating A Self Marketing Plan & Building True Network 4 17 09

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How to create your self marketing plan for your job search and career transitions and how to build a true network for your career growth using LinkedIn and targeted networking.

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Creating A Self Marketing Plan & Building True Network 4 17 09

  1. 1. Karen Angellatta-Wheeler, President April 18, 2009 Copyright© 2009 Effective Sales Strategies, LLC 1
  2. 2. Purpose ◦ Discuss how to create a self marketing plan for sales professionals in job transition or those who want to be prepared for their next career move. ◦ Discuss tools and techniques to build a “true” network for job networking or to expand your professional network in today’s tough economy. Process ◦ Share the what, why and how to create a self marketing plan using Karen’s as an example. ◦ Share job networking best practices, tools and techniques based on Karen’s recent executive job search and her colleagues’ searches. Payoff ◦ Help you get ideas for your job search, career plans and how to create your own self marketing plans and build your network to decrease the time it takes to make your next career move, improve your success rate and increase your networking presence in your field. Copyright© 2009 Effective Sales Strategies, LLC 2
  3. 3. Covering the Basics ◦ What Is It? ◦ Why Use One? ◦ What Are the Components? ◦ How Do I Get Started? Copyright© 2009 Effective Sales Strategies, LLC 3
  4. 4. Objective Target Positions Positioning Statement Skills Area ◦ Pick 3-5 Areas Certifications, Special Accomplishments &/Or Awards Target Markets ◦ Geographies, Industries, Size of Organizations, Culture, etc. Target List of Companies by Vertical/Industry Messaging Statement Contact Information Copyright© 2009 Effective Sales Strategies, LLC 4
  5. 5. Objective ◦ Kind of opportunity you are seeking; be specific Target Positions ◦ Name actual titles you are interested in (or have seen posted)– to help others identify potential jobs for you Positioning Statement ◦ “I am a X professional with over X years of sales, etc. experience. As a former X (title), my goal/objective/passion/etc. is X.” Copyright© 2009 Effective Sales Strategies, LLC 5
  6. 6. Leadership Coach & Developer of Teams ◦ Risk Taker ◦ Collaborative Leader ◦ Multi-Million Budget Creation & Management ◦ Fiscal Responsibility ◦ Vendor Negotiations & Management ◦ Don’t forget to list awards, certifications, etc. - something unique or special Copyright© 2009 Effective Sales Strategies, LLC 6
  7. 7. Geographic Areas ◦ Atlanta, the Southeast or Southwest Industries ◦ High Tech, Training/HR/Consulting, Communications/Media/Publishing, Retail, Consumer Packaged Goods, Financial Services, Manufacturing BioTech/Healthcare Size of Organizations ◦ Fortune 500, Global 1000, Mid-sized National Company Culture ◦ Fast Paced, High Growth, Diverse Workforce, Environmentally Conscious Copyright© 2009 Effective Sales Strategies, LLC 7
  8. 8. BioTech & HealthCare Example Children’s Healthcare of Atlanta ◦ Ciba Vision/Novartis ◦ McKesson ◦ Merial ◦ Solvay Pharmaceuticals ◦ WellPoint ◦ Messaging Statement Example ◦ “If you know anyone in HR, Sales, Operations, or Training leadership at these companies, please let me know. It would be great to network with them to find out about potential opportunities now or in the future. Thank you for your help! Please let me know how I can assist you in your endeavors as well.” Copyright© 2009 Effective Sales Strategies, LLC 8
  9. 9. Strategize what you really want to do and be specific – target positions, companies, industries, etc. Think about companies you admire, respect and would like to work for. Research these companies and industries to add to your marketing plan. Make sure your 3-5 skills areas match your resume key words. Key words are picked yup by recruiters, search firms and online job engines and matched to open jobs. Make sure your entire resume is refreshed and matches your marketing plan where it is appropriate. Get friends in sales, recruiters and HR professionals you know to read your marketing plan and see if it makes sense to them. Finally, consider your branding – create job search business cards, a marketing plan, cover letters and resume with the same look and feel – colors, fonts, etc. Copyright© 2009 Effective Sales Strategies, LLC 9
  10. 10. We just talked about creating your self marketing plan, now what? How do I use it and get a job or be prepared for my next career move? How do I build a true network? Thoughts to ponder… ◦ Consider that 80% of the jobs out there are not posted externally and are “hidden” - only known by the employer and those who know these employers. ◦ Consider that 80% of all jobs are found through networking versus online job boards and recruiters. ◦ SO - PURPOSEFUL NETWORKING IS THE ANSWER! Copyright© 2009 Effective Sales Strategies, LLC 10
  11. 11. Take your new self marketing plan and email it to ◦ Professionals you know in the companies you would like to work for and recruiters. ◦ Associates who are sales, marketing, management, HR decision makers in other companies. ◦ Former colleagues from past companies you worked for who know the quality of your work who will go out of their way to help you find a job. ◦ Anyone you know who understands what you want to do and is willing to forward it on to other sales decision makers. Ask for career advice versus asking for a job! ◦ Talk to decision makers or influencers; ask them for a 30 minute phone call to get some career advice. ◦ You have just been laid off, colleague graduate, etc. and are looking to get insights into the field of say pharma sales, X company or X industry. ◦ I found 9 times out of 10 they will help you. Give more than you get ◦ Help others with their job search as much as you can and be genuinely interested in others – it all will pay off in the end! Copyright© 2009 Effective Sales Strategies, LLC 11
  12. 12. Network where the decision makers are: Attend sales, marketing, management, HR, industry-specific, etc. events several times per week. Write what you discussed on back of card. Post the event, email them your marketing plan as follow up. Sales & Marketing Groups Industry-Specific Groups National Sales Network www.nsnatl.org Society of Human Resource Management www.shrmatlanta.org Sales & Marketing Executives Intl www.smei.org American Society of Training & Development www.astdatlanta.org Atlanta American Marketing Assn www.ama-atlanta.org Georgia Bio www.gabio.org Business Marketing Assn Biotechnology Industry Assn www.bmaatlanta.org www.bio.org Public Relations Society of America Technology Association of Georgia www.prsageorgia.org www.tagonline.com Black Public Relations Society Women In Technology www.bprsatlanta.org www.womenintechnology.org Atlanta Interactive Marketing Assn Atlanta Business Chronicle (for events) www.atlantaima.org http://atlanta.bizjournals.com/atlanta/ calendar/ Direct Marketing Assn www.dma-atlanta.com Atlanta Daybook (for events) International Association of Business www.atlantadaybook.com Communicators www.iabcatlanta.org Copyright© 2009 Effective Sales Strategies, LLC 12
  13. 13. This could be separate series of workshops! We will focus on LinkedIn here vs. the others. What Is LinkedIn? ◦ Professional network of trusted colleagues, contacts, etc.; used for business not as “social” as facebook and MySpace. ◦ LinkedIn has over 38 million members in over 200 countries/territories around the world. ◦ A new member joins LinkedIn approximately every second, and about half of our members are outside the U.S. ◦ Executives from all Fortune 500 companies are LinkedIn members. Statistics from LinkedIn website – www.LinkedIn.com Copyright© 2009 Effective Sales Strategies, LLC 13
  14. 14. Why Should I Use It? How Did I Use It? ◦ Today, NOT being on LinkedIn is a detriment to your job search. Most widely used by recruiters, HR and companies to look for and research candidates. ◦ Companies/recruiters post jobs here. ◦ You can research companies and contacts in those companies. ◦ You can have a professional “Profile” (resume) online for prospective hiring managers and recruiters to view anytime. ◦ You can join “Groups” in your industry and former companies to network. ◦ When you see a job posted online, network through LinkedIn and your contacts to see if you can get your resume in front of the right people internally. Copyright© 2009 Effective Sales Strategies, LLC 14
  15. 15. Create a headline that is attached to your name. Create a detailed “Profile” online which mimics your resume. Add as many previous, relevant jobs as you can so you have a potential “Connection” to others in those companies. Update your “Status” often to ask for advice, questions, and tell folks what you need. Add your education, awards, specialties - anything that separates you from the crowd. Ask for recommendations from previous bosses, professors, colleagues, etc. so you have built in references online. Recruiters/employers look for at least 2-3 recommendations on your profile. Copyright© 2009 Effective Sales Strategies, LLC 15
  16. 16. Join industry-specific or company “Groups” to network online, ask/answer questions, get noticed and have common connections with folks. Create custom messages of how you know the colleague so they accept the invitation. Invite your contact list to LinkedIn by using a custom message for the group of folks by using their Outlook toolbar. Invite folks from your Outlook email by using the Outlook toolbar. Try to get to 100 connections so you have enough folks in your 1st and 2nd degree network to help you in your job search. Once you do the basics, try loading some additional applications like SlideShare to share a presentation or pdf, your Reading List, etc. to promote yourself and your background. Copyright© 2009 Effective Sales Strategies, LLC 16
  17. 17. The LinkedIn Best Practices Booklet By David Nour from Atlanta; you can buy on his site www.relationshipeconomics.net I’m on LinkedIn — Now What??? By Jason Alba The LinkedIn Personal Trainer By Steven Tylock LinkedIn for Recruiting By Bill Vick and Des Walsh Copyright© 2009 Effective Sales Strategies, LLC 17
  18. 18. Resume Building Sites ◦ www.mashable.com/2009/03/18/resume-building 50-Plus Job Market/Resume/Job Search Help www.encore.org ◦ www.grayhairmanagement.com ◦ www.retiredbrains.com ◦ www.retirementjobs.com ◦ www.2young2retire.com ◦ www.fiveoclockclub.com ◦ Atlanta Business Chronicle’s Book of Lists for research ◦ Barnes & Noble behind the counter Copyright© 2009 Effective Sales Strategies, LLC 18
  19. 19. Karen Angellatta-Wheeler, President 678-591-3513 www.EffectiveSalesStrategies.com Copyright© 2009 Effective Sales Strategies, LLC 19
  20. 20. Strategic consulting firm providing organizations with successful sales, marketing, training and human capital strategies increasing their top and bottom line results and improving employee performance and effectiveness. Specializing in the human capital, training, consulting, technology, wireless and telecommunications industries. 20 plus years of practical, proven and award-winning experience translating into specific, measurable results for your company. Effective Sales Strategies, LLC can help your business increase sales, revenues, profitability, productivity, effectiveness and performance. Copyright© 2009 Effective Sales Strategies, LLC 20
  21. 21. Strategic Sales Consulting Sales effectiveness & business development strategies & tools ◦ Sales leadership strategies & tools ◦ Sales optimization/channel alignment, assessment & territory planning ◦ Sales change management/culture change initiatives ◦ Sales training department/organization assessment & design ◦ Sales & leadership training strategies, design, development & ◦ implementation Strategic Marketing Consulting Strategic marketing consulting ◦ Marketing strategies (internally or externally) ◦ Brand awareness & creation ◦ Website & e-commerce design & development ◦ Search engine optimization ◦ Social networking consulting ◦ Advertising, promotion & publicity strategies ◦ Copyright© 2009 Effective Sales Strategies, LLC 21
  22. 22. Strategic Human Capital Consulting Strategic human capital consulting, assessment & planning ◦ Training department/organization assessment, redesign & marketing ◦ Organizational effectiveness strategies ◦ Curriculum/portfolio evaluation & design ◦ Training & employee development strategies ◦ Leadership & executive development ◦ Innovative sales & leadership training design, development & ◦ implementation Measurement & learning effectiveness strategies & tools ◦ E-learning, blended learning, web-based ILT and virtual training ◦ design & development E-learning & non-traditional content sales via e-commerce solutions ◦ LMS design, development & deployment ◦ Talent assessment/management & succession planning ◦ Process development & best practices management ◦ Copyright© 2009 Effective Sales Strategies, LLC 22
  23. 23. Founder and President Karen Angellatta-Wheeler is a senior level thought leader with a 20 year proven track record of increasing sales, employee retention and customer satisfaction, and building and redesigning successful teams from the ground up. Her sales, marketing, leadership, training, operations, organizational development and human capital experience is focused on increasing top and bottom line results, performance and effectiveness. As the former National Director of Sales Training for Verizon Wireless, Karen drove the company’s sales training strategy across all channels of distribution for 31,000 of 69,000 employees including 7,000 executives, directors and managers across 2,500 locations. In addition, Karen has developed and managed award-winning programs highlighted in Training Magazine's Top 100 & 125 Lists for the last 8 years helping Verizon Wireless earn the coveted number 4 spot in both 2007 and 2008. Karen has a unique client perspective since she was a buyer and executive decision maker for sales, marketing, human capital and training initiatives at companies like The Limited, GTE and Verizon Wireless. Copyright© 2009 Effective Sales Strategies, LLC 23
  24. 24. Karen and her team are award-winning veterans with sales, marketing, training, human capital, telecom and wireless executive experience. She and her team understand your business issues and needs because they have helped solve them at companies like Verizon Wireless, GTE, InGrid Home Security, Orkin and many others. You can leverage Effective Sales Strategies’ objectivity and lack of bias in your organization and use their expertise as a strategic advantage. Copyright© 2009 Effective Sales Strategies, LLC 24
  25. 25. Karen Angellatta-Wheeler, President 678-591-3513 www.EffectiveSalesStrategies.com Copyright© 2009 Effective Sales Strategies, LLC 25
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