Here\'s a presentation that I gave to Pivotal Advisors\' Sales Leader Group. It showed how they could up their sales team\'s game with purposeful LinkedIn usage.

1. P I V OTA L
ADVISORS
1

2. • How
are
you
using
LinkedIn
today?
BUILDING
SALES
LEADERSHIP
• How
is
your
sales
team
using
LinkedIn?
2

3. BUILDING
SALES
LEADERSHIP
3

4. • Results
update
–
how
are
you
doing
against
BUILDING
SALES
LEADERSHIP
plan?
• Issues
you
would
like
to
group
to
help
you
with?
• What
would
you
like
to
know
about
how
your
Sales
Team
can
use
LinkedIn?
4

5. BUILDING
SALES
LEADERSHIP
How
to
Use
LinkedIn,
Really
 Take the LinkedIn Quiz
 Review Answers
 What Do You Want to Know?
 Quick LinkedIn History
 How to Use LinkedIn
 Practical Examples
 Next Steps
 Homework
5

6. How
You
and
Your
Team
BUILDING
SALES
LEADERSHIP
Can
Get
Much
More
from
the
Most
UnderuFlized
B2B
Social
Media
Tool
6

7. BUILDING
SALES
LEADERSHIP
7

8. DIRECTIONS:
BUILDING
SALES
LEADERSHIP
• Take
the
quiz
–
four
correct
answers
is
really
good
• Score
your
quiz
• We’ll
review
the
answers,
which
are
on
page
2
8

9. BUILDING
SALES
LEADERSHIP
• Started
in
2002,
Launched
in
2003
-­‐
4,500
members
• 2012
–
161
million
members
in
200
countries
• 61%
of
members
are
outside
the
US
• 2012
–
projected
searches:
5.2
billion
–
32/member
• Es]mated
connec]ons
per
member
150
• Most
members
“collect”
connec]ons
&
don’t
use
LinkedIn
to
grow
their
business
• I’ve
been
a
member
since
4/07
–
3,155
connec]ons
9

10. • Prospec]ng
BUILDING
SALES
LEADERSHIP
– Least
“noisy”
channel
–
Inmail
vs.
email/phone
– List
genera]on
capabili]es
• Awareness
– People
can
find
you
(and
you
can
see
it)
• Credibility
– People
“checking
you
out”
• Research
– Find
“relevant”
data
to
get
in
the
door
10

11. BUILDING
SALES
LEADERSHIP
What to Do How
Generate Prospect Lists Advanced Search
Increase Credibility Complete Profile
Pre-Call Research Dig into Prospect Profiles
Get/Give Referrals Quid pro quo
Competitive Research Competitor Profiles
Engaged Clients/Prospects Groups – create or join, open or
closed
Staying Top of Mind with Clients/ Status Updates
Prospects
Drive Web Traffic Send Links in Content
Hiring LinkedIn Jobs, Candidate Profiles
11

12. BUILDING
SALES
LEADERSHIP
12

13. BUILDING
SALES
LEADERSHIP
13

14. BUILDING
SALES
LEADERSHIP
14

15. BUILDING
SALES
LEADERSHIP
15

16. BUILDING
SALES
LEADERSHIP
16

17. BUILDING
SALES
LEADERSHIP
17

18. In
the
last
90
days
my
profile
has
been
viewed
398
Fmes,
which
is
4
–
5
Fmes/
day,
7
days/week
BUILDING
SALES
LEADERSHIP
Michael Klawitter
18

19. BUILDING
SALES
LEADERSHIP
19

20. BUILDING
SALES
LEADERSHIP
Prospect
(advanced
search)
Review
Research
(Users who (profiles)
viewed you)
Contact
Credibility (Connection
Request or
(Your Profile)
InMail)
20

21. BUILDING
SALES
LEADERSHIP
High
“Prospecting
“Closing Sales”
(LinkedIn)”
“Distractions” “Interruptions”
Low
Low High
21

22. BUILDING
SALES
LEADERSHIP
Value
Date/Time LinkedIn Activity Description How did it go? Duration (H-M-L-0)
22

23. • Have
one
of
your
admins
look
at
each
BUILDING
SALES
LEADERSHIP
sales
team
member’s
profile,
note
number
of
Connec]ons
and
Groups
• Go
through
LinkedIn
100%
Complete
Profile
check
list
• Give
each
sales
team
member’s
beginning
profile
to
them
• Have
the
admin
check
weekly
for
progress
23

24. BUILDING
SALES
LEADERSHIP
LinkedI
n
24

25. Professional
profile
picture
(what
your
sales
team
BUILDING
SALES
LEADERSHIP
•
members
would
wear
on
a
face-­‐to-­‐face
sales
call
–
even
inside
sales)
• Make
sure
that
the
profile
is
as
impressive
as
they
are
• Work
history
• Volunteer
posi]ons
• Skills
&
Exper]se
• Company
or
personal
business-­‐related
blog
• Make
it
obvious:
Why
do
I
want
you
in
my
network?
25

26. Date:
Objectives:
BUILDING
SALES
LEADERSHIP
Prospecting Criteria:
RATING SCALE: H=High M=Medium L=Low 0=No Value
ADVANCED SEARCH PREP Rating Comments
1. My profile 100% complete, I know how to use Advanced Search and save my
prospect list
2. I have a complete understanding of who I want as new client.
3. I have concise and value-packed Connection Request text
DURING REVIEWING PROFILES & SENDING CONNECTION REQUESTS Rating Comments
4. I look for, and make note of, Shared Connections
5. I look for, and note, common Groups
6. I look to see how many connections they have (100+ usually means that they
are somewhat active LinkedIn users who may see my Connection Request
7. I click-though to their web site and look for ways that I can be of value
8. I click-through and read their blog and follow them on twitter, if applicable
9. I modify my Connection Request text to make it as relevant as possible for
each person
WRAP UP Rating Comments
10. I am keeping track of my Connection Requests and have a follow-up plan
PERSONAL REACTION Rating Comments
11. I feel that I followed the steps and, maybe, discovered some others
12. I feel some of these potential connections will become clients
13. This was a productive use of my time
26

27. • Business
Cards
BUILDING
SALES
LEADERSHIP
• eMail
Signatures
• eBrochures
and
other
Documents
• Social
Media
Profiles
• Web
Sites
27

28. BUILDING
SALES
LEADERSHIP
28

29. • Get
Started
(It’s
easy
to
do
and
not
to
do)
BUILDING
SALES
LEADERSHIP
• Get
into
a
ROUTINE
• Do
a
lijle
bit
each
day
• Divide
large
tasks,
i.e.,
send
a
few
requests/day
• Set
start
and
stop
]mes
each
day
so
it
gets
done
• Regularly
plan
your
ac]vi]es
• Es]mate
]me
realis]cally
• By
sending
out
an
average
of
2
–
3
Connec]on
Requests
each
day
since
4/07,
I
have
3,100+
connec]ons
and
generate
most
of
our
business
from
those
connec]ons
WHAT
WILL
YOU
DO?
29

30. BUILDING
SALES
LEADERSHIP
FORMAT:
• Describe
your
issue
with
as
much
background
as
is
relevant
• Alliance
members
ask
clarifying
ques]ons
about
your
issue
• Alliance
members
take
turns
providing
recommenda]ons
• You
commit
to
course
of
ac]on
(if
possible)
• Next
mee]ng
–
follow
up
on
your
ac]ons
and
outcome
30

31. BUILDING
SALES
LEADERSHIP
Thank
you
for
parFcipaFon!
What
are
you
going
to
apply
as
the
result
of
today’s
session?
UPCOMING
EVENTS:
Date:
Tuesday,
August
14th
Loca]on:
Host?
Topic:
Forecas]ng
and
Pipeline
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