This document discusses how sales professionals can use LinkedIn to grow their business. It explains that LinkedIn is a business-oriented social networking site mainly used for professional networking. It provides tips on creating a profile, building a network, searching for contacts and companies, and participating in groups. The document advises users to visit LinkedIn at least once a week and give and receive information to strengthen their professional network. It also addresses common objections people have for using LinkedIn and emphasizes that salespeople should take advantage of today's technology to find information more easily and sell more effectively.

1. Linkedin for Sales peopleHow to take advantage professional networking today45 min

2. Linkedin for Sales peopleHow to take advantage professional networking todayAn example:Whatisit?Why use it?How to use it?Whenshould I use it?

3. A business-oriented social networking site that is mainly used for professional networking.Whatisit?As of 17th July 2009 based on theirwebsitesspanning +170 industries.

4. http://press.Linkedin.com/abouthttp://www.youtube.com/watch?v=IzT3JVUGUzMUse your networkHarnessing Collective Intelligencesix degrees of separationWhen?Why?How?Who?I knowI knowI knowJoin my networkJoin my groupDo you know ?What?

5. Why use it?BriefIt has Major impact on your businessGet more information = Better qualifyBe more visible = Get more credibility It’s powerfulCritical size reached (in terms of users and industries)To give and receive information / expertiseIt’s Free and easy to useIt’s a live business card

6. It’s Free and easy to useWhy use it? It’s powerfulEasily build your prospect org chart and access to basic infoBrief info on the companySize (employees / revenue)Websites & blogsLocationsEmployeesJobsStock informationSnapshot view on Business Week Get detailed info on these employeesPast / present activitiesSpecialties / EducationConnections / GroupsWebsites, blogs, and more …+ New hires+ Former employees+ Recent promotions and changes

7. Why use it? It’spowerfullEasily scan an industry on a specific territory:Join groups related to this industry and territory and participate!Look for companies belonging to this industry / territoryScan them and their employeesInvite them to discuss or to connect1 example, Footwear in Spain (a Friday afternoon)Join groups and participate! = 30 minutesNo groups talking about Footwear / Fashion in Spain!Create one and put some content = 30 minutesLook for companies and scan their employees = 60 minutes60 potential contacts (send an email / invitation)2 days later you have: 25 new connections and 10 phone numbers to contact them directly and 26 new group members.2 weeks later, I had 3 meetings to start evaluating and qualifying business opportunitiesHIT RATIO!It has Major impact on your business

8. How to use it?SomerulesTo receive you need to givePresent yourself, build your profile, be clear, be professionalBuild your network as you move forwardVisit the web site at least once a week, max once a day and PARTICIPATE

9. How to use it?GetstartedCreate your profilehttp://www.Linkedin.com/homeWork on your elevator speechShow what you want people to seeConnect to your ecosystemPast / present colleagues / customers / prospectsSending customized invitationGet recommendedLook more professionalIllustrate your achievementshttp://www.Linkedin.com/in/jeromecabanes

10. How to use it?SomefunctionalitiesJoin a group Of people sharing same interests and needsGet to open discussions or to comment themGet to contact directly (“send a message”) group membersAnswersGive or take advice from othersImpacts all Linkedin members PollsGet input from a specific population (if you post your poll in a group)Or get feedback on closed answer from all Linkedin members.

11. How to use it?SomefunctionalitiesSearch:KeywordsTerritoriesIndustriesCompaniesGroupsAnswersPeople ...Can help you get answers to:Which are the biggest companies in X area belonging to Y industry?Who else can I contact in company ABC?Who is CFO of company Z?Can someone give me advice on how to xxxxxx?

12. How to use it?SometricksAnonymous profileIf you Google “position of the anonymous profile + Linkedin”, you get the answer!Keep an eye on your contactsWho connects to who?Which topics are of interest for my contacts?InformthemWho’sviewedmy profile?Top Tip!

13. Whenshould I use it?During awareness creationExample > enter a new market segment and get to be visible…During prospection phaseExample > find companies per market segment / per geo / per size…During discovery phase of customer you targetExample > find new contacts inside this company and their relationships…As you meet new people during your professional life

14. Conclusion 1.0Typical objectionsI have not time for this!That’s for geeks!I’m not looking for a jobI do not want to expose my business life!

15. Conclusion 2.0Take advantage of today’s technologyFind the right info with less effortsCare about your professional networkSELL efficiently

16. ANY QUESTIONS?Feel free to contact me at jerome.cabanes@gmail.com