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LinkedIn for Sales

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So you have a LinkedIn account, BIG DEAL! Unless you're actively using LinkedIn, you're losing more opportunities than you realize. …

So you have a LinkedIn account, BIG DEAL! Unless you're actively using LinkedIn, you're losing more opportunities than you realize.
This quick presentation helps sales professionals build credibility, align with clients and prospects, and uncover opportunities to grow revenue.

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Transcript

  • 1. LinkedIn for Sales
    Social Networking for Sales Professionals
    Jason Mesiarik
    Sales Trainer & Performance Consultant
  • 2. Agenda
    Objectives
    Defining social media & social networking
    Aligning to business strategy
    POST methodology
    LinkedIn
    Building one’s profile
    Sending Invitations
    Answers
    Searching for contacts
    Searching for business and competitive intelligence
    Additional resources
    Next steps
  • 3. Objectives
    At the end of this presentation, you will be able to:
    Apply social and business networking to selling
    Define and utilize the POST methodology to position more effectively with clients.
    Produce credibility building capabilities in a social networking environment
    Build your professional profile and demonstrate value
    Locate new client contacts
    Uncover competitive intelligence
    Background & experience
    Applications
    Initiatives & results
  • 4. Web 2.0 Technology
    The Second Generation on the World Wide Web
    Communication
    Secure information sharing
    Interoperability
    Collaboration
    • Social Media
    • 5. Created by PEOPLE
    • 6. User Generated Content
    • 7. Consumer Generated Media
    • 8. Highly available & scalable
    • 9. Inexpensive tools
    • 10. Anyone can access or publish information
  • Social Media’s Advantages
    Reach
    Accessibility
    Usability
    Recency
    Permanence
  • 11. Social Networking
    Communities of Users
    Use current Social Networks
    Made visible
    Communicate within
    Built using
    Profiles
    Relationships
    Comments
    Messaging
  • 12. LinkedIn for Sales?
    LinkedIn works
    BUT
    only if you
    work at it
  • 13. POST Methodology
    P= Assess the PEOPLE in your network
    O= Use your network to explore and advance
    OPPORTUNITIES
    S= Plan your STRATEGY to align with new people
    T= Exploit the TECHNOLOGY to your advantage
    Adapted from Forrester®
  • 14. You 2.0
    Premise #1
    YOU are a business
    Define your “value proposition”
    Market yourself
    Premise #2
    Social networking is business tool
    LinkedIn is a business tool
    Networking = marketing
    Fast Company ©2007
  • 15. Social Networking with LinkedIn
    Your profile
    Connections
    Finding new contacts
    Inbox
    Introductions
    Groups
    Questions
    Reading List
    How the world sees you!
  • 16. Profile
  • 17. Common Profile
    The majority of members have similar profiles…
    No details
    + Nothing interesting
    No Value
    Why would you contact this person?
    What if this person contacted you?
  • 18. Use Your Profile
    Does it include keywords?
    specializations
    certifications
    skills
    experience
    Are you delivering value?
    to the company
    to your clients
    Keep it up to date.
  • 19. Groups
    Professional Interests
    Associations
    Conferences
    Networking
    Personal Interests
    Non-Profits
    Alumni Groups
    High Schools & Universities
    Corporations
    Contact members directly
    Ask for advice
    Questions
    Over 2,000 different security groups!
  • 20. Answers
    Ask, answer & read questions
    Categorized
    Very active
    Can become an acknowledged expert!
  • 21. Reading List by Amazon
    Professional Development
    Knowledge
    Competencies
    Skills
    Confidence
    Personal
    Professional
    Move from Novice to Expert
    Watch others’ lists
    Gain followers yourself
  • 22. Recommendations
    Recommendations For Craig
    Owner | Principal
    GoodPeople
    How do you get recommendations?
    Actively solicit them from connections (employers, clients, colleagues)
  • 23. Adding Connections
    Invite your contacts
    Upload existing contacts into LinkedIn
    Find past and present colleagues
    Find past or present classmates
  • 24. Adding Connections
    The more contacts the better BUT
    Make contact with people who matter to YOU
    Don’t be surprised…
    It’s a small world & getting smaller
    About LIONs
    LinkedIn Open Networkers
    Will link with anyone
    Are often recruiters or consultants
  • 25. Contacts
    These connections form the foundation of your Network
    Can provide introductions
    Can give recommendations
    Can lend insight
    “I didn’t know that you knew…”
  • 26. Every Contact Has Connections
  • 27. The Power of People in a Network
    New users added to my network in just one day
    Six Degrees of Separation?
    Just look at the power of
    three degrees…
  • 28. Find New Contacts
    Research Activity
    Find new contacts
    Operations
    Sales
    Finance
    HR, etc.
    Uncover business & competitive intelligence
    Expertise
    Initiatives
    Applications
  • 29. Search Results
  • 30. Business & Competitive Intelligence
    Uncover:
    Initiatives
    Projects
    Applications
    Background
    And
    Much
    More
  • 31. Introductions & Business Development
    Use abusiness introduction to stimulate interest.
    Focus on their KPIs, drivers and issues – not want you want…
    Just do it…
  • 32. Remember the SW Rule
    Some Will…
    Some Won’t…
    So What…
    Someone’s Waiting..
  • 33. Next Steps
    Create your LinkedIn account
    Update your profile
    Add your connections
    Colleagues per company
    Industry associates
    Affiliates and customers
    Other contacts
    Add your Reading List
    Currently reading
    Favorites & recommendations
  • 34. LinkedIn for Sales?
    LinkedIn works
    BUT
    only if you
    work at it
  • 35. Need More Help Along the Way?
  • 36. Sources for LinkedIn 101
  • 37. Like what you see? Want More?Connect with me Jason Mesiarik

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