Koka Sexton - How To Use LinkedIn in Social Networking For Business

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/koka-sexton

Session Overview
Social selling leverages your professional brand to fill your pipeline with the right people, insights, and relationships.

Increasing your visibility on social networks like LinkedIn will create more opportunities and that all starts with how you engaging people on LinkedIn.

This is NOT a LinkedIn profile makeover, this session will focus on how a person can build their professional brand on LinkedIn by sharing relevant content and being more social with their connections.

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Koka Sexton - How To Use LinkedIn in Social Networking For Business

  1. 1. LinkedIn and Professional Branding February 2014 Koka Sexton Sr. Social Marketing Manager LinkedIn Sales Solutions #SalesSummit @KokaSexton
  2. 2. Earliest Adopter Craig Elias Most Popular Jill (Brewbaker) Rowley LinkedIn Icebreaker Most Connected Peter Bambridge Most Endorsed Pat Licata
  3. 3. Leveraging your professional brand to fill your pipeline with the right people, insights and relationships. Social Selling Defined: #SalesSummit @kokasexton
  4. 4. Leveraging your professional brand Social Selling Defined: #SalesSummit @kokasexton
  5. 5. ©2013 LinkedIn Corporation. All Rights Reserved. 6 You are the CEO of #SalesSummit @kokasexton
  6. 6. SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 7 #SalesSummit @kokasexton
  7. 7. SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 8 #SalesSummit @kokasexton
  8. 8. SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 9 Tell Your Story
  9. 9. SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 10 Back in 1999
  10. 10. SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 11 2005 - 2007
  11. 11. SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 12 #SalesSummit @kokasexton
  12. 12. SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 13 #SalesSummit @kokasexton
  13. 13. SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 14 #SalesSummit @kokasexton
  14. 14. SALES SOLUTIONS “Visibility creates opportunities.” #SalesSummit @kokasexton
  15. 15. You should build the habit of sharing. #SalesSummit @kokasexton
  16. 16. SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 17 “It’s not the size of your network, but how you use it.” #SalesSummit @kokasexton
  17. 17. ©2013 LinkedIn Corporation. All Rights Reserved. 18 Use your status updates to promote your network #SalesSummit @kokasexton
  18. 18. ©2013 LinkedIn Corporation. All Rights Reserved. 19 Use your status updates to engage Your network • 230 likes • 17 comments • 315 shares #SalesSummit @kokasexton
  19. 19. ©2013 LinkedIn Corporation. All Rights Reserved. 20 Use your status updates to inform your network • Industry news • Relevant content #SalesSummit @kokasexton
  20. 20. ©2013 LinkedIn Corporation. All Rights Reserved. 21 Use your status updates to promote your company • Press • Blogs • Content #SalesSummit @kokasexton
  21. 21. Who you know IS more Important than WHAT You knowYour network Is your business. #SalesSummit @kokasexton
  22. 22. Proficiency in social media is a differentiator now, but will soon be a qualifier. #SalesSummit @kokasexton
  23. 23. SALES SOLUTIONS Establish a professional presence on LinkedIn with a complete profile Create a professional brand Prospect efficiently with powerful search and research capabilities Find the right people Discover and share valuable information to initiate or maintain a relationship Engage with insights Expand your network to reach prospects and those who can introduce you to prospects Build strong relationships #SalesSummit @kokasexton
  24. 24. SALES SOLUTIONS Create a professional brand Performance on four key dimensions, each worth 25 points Find the right people Engage with insights Build strong relationships 16 15 8 18 Social Selling Index 57 ABC co LinkedIn’s Social Selling Index measures adoption of social selling practices on a 0-100 scale #SalesSummit @kokasexton
  25. 25. SALES SOLUTIONS SSI leaders create 45% more opportunities per quarter than SSI laggards. SSI leaders are 51% more likely to hit quota than SSI laggards. 45%more opportunities 51%more likely to hit quota Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30 Why is social selling important?
  26. 26. To succeed, you must be the best at what you do for a specific audience. #SalesSummit @kokasexton
  27. 27. SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. Resume to Reputation
  28. 28. SALES SOLUTIONS 29 Get your LinkedIn Social Selling Index: http://sales.linkedin.com/social-selling-index/ #SalesSummit @kokasexton
  29. 29. SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 30 Koka Sexton Sr. Social Marketing Manager /in/kokasexton - LinkedIn @kokasexton - Twitter #SalesSummit @kokasexton

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