Ted Hulsy, VP of Marketing with eFolder, shared his personal insights on how to sell and succeed with LinkedIn. Selling has gone social and there are numerous tools to find new prospects, engage with clients, and win new business with LinkedIn.

1. Seven Secrets to Selling with LinkedIn
Ted Hulsy
VP of Marketing, eFolder
678-888-0700 x151
ehulsy@efolder.net

2. A LinkedIn Story
“Hey, we both know Arlin Recommendation:
Sorensen… want to join “Ted Hulsy has been a
our sushi lunch & learn?” friend and partner…”
“Anyone who gets that
kind of recommendation Erik Thorsell
from Arlin, gets my BDR Jedi Master
attention…”
2 © 2012 eFolder, Inc. All Right Reserved.

3. Change
• Buying process has fundamentally
changed
– Clients are on social networks
– Clients are more informed
– Clients are less responsive
3 © 2012 eFolder, Inc. All Right Reserved.

4. Social Networking Revolution
Monthly visitors:
164 mil 38 mil 37 mil
Source: CommScore, Jan 2012
4 © 2012 eFolder, Inc. All Right Reserved.

5. Clients are more informed
…and in every industry
5 © 2012 eFolder, Inc. All Right Reserved.

6. Clients are less responsive
210M*
4.5%**
* Source: FTC http://www.ftc.gov/opa/2011/11/dnc.shtm
** Source: Connectandsell.com, 2011
6 © 2012 eFolder, Inc. All Right Reserved.

7. “It’s not what you know,
it’s who you know.”
7 © 2012 eFolder, Inc. All Right Reserved.

8. “It’s not what you know,
it’s who you know.”
8 © 2012 eFolder, Inc. All Right Reserved.

9. “It’s really what you do
with who you know and
who they know.”
9 © 2012 eFolder, Inc. All Right Reserved.

10. 1. Lead by Example
Four P’s of Pimping Your Profile:
photo, polish, people, and propagate
About.me
10
10 © 2012 eFolder, Inc. All Right Reserved.

11. 2. Practice Zero Inbox on LinkedIn
11 © 2012 eFolder, Inc. All Right Reserved.

12. 3. Spend Some Money, to Make Some
12 © 2012 eFolder, Inc. All Right Reserved.

13. 4. Find Needles in Haystacks
LinkedIn Premium Filters
13 © 2012 eFolder, Inc. All Right Reserved.

14. 5. Targeted Invites
14 © 2012 eFolder, Inc. All Right Reserved.

15. 6. Leverage Your Second Degree to Sell
Co-worker
Decision Maker YOU
Co-worker
15 © 2012 eFolder, Inc. All Right Reserved.

16. 7. Internal Team Training is Essential
16 © 2012 eFolder, Inc. All Right Reserved.

17. Q&A and Discussion