Resume to Reputation
Gary O’Reilly
LinkedIn Sales Solutions
ORGANIZATION NAME
Agenda
 The world and buyers have changed
 Buyers are researching sellers
 Resume to Reputation – the...
ORGANIZATION NAME
The world and buyers have changed
What once worked, will not work anymore
LSS 3©2013 LinkedIn Corporatio...
ORGANIZATION NAME
Buyers are researching sellers
Your profile on LinkedIn has become more important than ever before
Linke...
ORGANIZATION NAME
Resume to Reputation (R2R)
The 9 core principles
 Promote your brand through your LinkedIn profile
 El...
Profile focus areas
1. Professional Tagline
2. Contact Information
3. Summary
4. Current Position
5. Previous Position(s)
...
ORGANIZATION NAME
Your professional tagline can do so much for you
ORGANIZATION NAME
Make it easy for potential buyers to learn & connect
8
ORGANIZATION NAME
Transfer trust & spur potential customers to action
ORGANIZATION NAME
Educate, educate… and educate some more
LinkedIn Sales Solutions
ORGANIZATION NAME
Best practice for using SlideShare
If you want to try using video
1. What do you want to achieve?
2. Will it elevate your status in the mind of a potential b...
ORGANIZATION NAME
How have you helped customers achieve their goals?
13
ORGANIZATION NAME
You are trying to build trust & rapport
ORGANIZATION NAME
There is place for the ego! 
15
ORGANIZATION NAME
The college years matter
ORGANIZATION NAME
Spur potential customer to action
ORGANIZATION NAME
Start today but remember… it’s an iterative process
ORGANIZATION NAME 19
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Resume to reputation (r2 r) training

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Resume to reputation (r2 r) training

  1. 1. Resume to Reputation Gary O’Reilly LinkedIn Sales Solutions
  2. 2. ORGANIZATION NAME Agenda  The world and buyers have changed  Buyers are researching sellers  Resume to Reputation – the 9 core principles  Profile focus areas  Best practices  Competition LinkedIn Sales Solutions
  3. 3. ORGANIZATION NAME The world and buyers have changed What once worked, will not work anymore LSS 3©2013 LinkedIn Corporation. All Rights Reserved. 97%75% 57% Of the time cold calls do not work *7% worse every year since 2010 B2B purchaser influenced by social Buying decisions are made before sales rep involvement Corporate Executive Board 2012 Connect & Sell 2012 IBM Buyers Preference Study 2011
  4. 4. ORGANIZATION NAME Buyers are researching sellers Your profile on LinkedIn has become more important than ever before LinkedIn Sales Solutions
  5. 5. ORGANIZATION NAME Resume to Reputation (R2R) The 9 core principles  Promote your brand through your LinkedIn profile  Elevate your status from sales rep to trusted advisor  Let your profile sell for you  Educate potential buyers who visit your profile  Transfer of trust through profile to another member  Attract top talent to LinkedIn  Differentiate yourself from other sellers  Spur members to take action  Generate reciprocal business for the ecosystem LinkedIn Sales Solutions
  6. 6. Profile focus areas 1. Professional Tagline 2. Contact Information 3. Summary 4. Current Position 5. Previous Position(s) 6. SlideShare (& Treasury) 7. Video
  7. 7. ORGANIZATION NAME Your professional tagline can do so much for you
  8. 8. ORGANIZATION NAME Make it easy for potential buyers to learn & connect 8
  9. 9. ORGANIZATION NAME Transfer trust & spur potential customers to action
  10. 10. ORGANIZATION NAME Educate, educate… and educate some more LinkedIn Sales Solutions
  11. 11. ORGANIZATION NAME Best practice for using SlideShare
  12. 12. If you want to try using video 1. What do you want to achieve? 2. Will it elevate your status in the mind of a potential buyer? 3. Think about Licensing & Copyright 4. Think ‘Members First’ 5. Think Confidentiality (what can we share externally) 6. Offensiveness (messaging can be misconstrued) 7. Authenticity is more important than polish 8. Have review & feedback process in place 9. Do it in Slideshare, not Youtube 10. 60 seconds
  13. 13. ORGANIZATION NAME How have you helped customers achieve their goals? 13
  14. 14. ORGANIZATION NAME You are trying to build trust & rapport
  15. 15. ORGANIZATION NAME There is place for the ego!  15
  16. 16. ORGANIZATION NAME The college years matter
  17. 17. ORGANIZATION NAME Spur potential customer to action
  18. 18. ORGANIZATION NAME Start today but remember… it’s an iterative process
  19. 19. ORGANIZATION NAME 19

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