The Value of Your Linkedin Network

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Koka Sexton advises building a network on LinkedIn by connecting with people who can provide value to you or whom you can provide value to. Sexton emphasizes focusing the network on mutual value rather than just accumulating connections. An effective network is built through helping others and allowing them to help you in return.

Education

ORGANIZATION NAME©2013 LinkedIn Corporation. All Rights Reserved.
“Build your network
with people that you
can add value to or can
add value to you.”
-Koka Sexton

Most companies only consider their customers rational behavior, however, the key to successful value-based selling is understanding the difference between what people say they want – their explicit wants, such as lower prices - and what they are implicitly asking for, which could be recognition that they’re important, want genuine dialogue and feel the need to be taken seriously. Emotional understanding goes beyond the obvious explicit requests. The value that customers perceive they are getting from your company therefore depends not only on their rational analysis of the product or service but also on their emotional response (“How will this make me feel?”) and their social response (“How will it make me look?” - “What will others think of me?”).

How to Make the Right Sales Hire

Kyle Lacy

Content by Diana Martz. Design by Rachel Worthman. They say that variety is the spice of life. And that definitely applies when hiring. In fact, OpenView’s Talent Team has made a big push this year to focus on diversity in hiring. Diverse teams have been shown to out-produce their non-diverse counterparts and overall create more interesting, enjoyable workplaces. That being said, when you’re hiring, there are certain personalities to look for and avoid. And when it comes to salespeople, we’ve found there are 4 distinct personalities: the Producer, the Professional, the Technician and the Caretaker. While all have good traits, there’s one person among the four you’d always want on your team in a closing role. Check out the infographic to find out.

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