So you have a LinkedIn account, BIG DEAL! Unless you're actively using LinkedIn, you're losing more opportunities than you realize. This quick presentation helps sales professionals build credibility, align with clients and prospects, and uncover opportunities to grow revenue.

1. LinkedIn for Sales Social Networking for Sales Professionals Jason Mesiarik Sales Trainer & Performance Consultant

2. Agenda Objectives Defining social media & social networking Aligning to business strategy POST methodology LinkedIn Building one’s profile Sending Invitations Answers Searching for contacts Searching for business and competitive intelligence Additional resources Next steps

3. Objectives At the end of this presentation, you will be able to: Apply social and business networking to selling Define and utilize the POST methodology to position more effectively with clients. Produce credibility building capabilities in a social networking environment Build your professional profile and demonstrate value Locate new client contacts Uncover competitive intelligence Background & experience Applications Initiatives & results

5. Created by PEOPLE

6. User Generated Content

7. Consumer Generated Media

8. Highly available & scalable

9. Inexpensive tools

11. Social Networking Communities of Users Use current Social Networks Made visible Communicate within Built using Profiles Relationships Comments Messaging

12. LinkedIn for Sales? LinkedIn works BUT only if you work at it

13. POST Methodology P= Assess the PEOPLE in your network O= Use your network to explore and advance OPPORTUNITIES S= Plan your STRATEGY to align with new people T= Exploit the TECHNOLOGY to your advantage Adapted from Forrester®

14. You 2.0 Premise #1 YOU are a business Define your “value proposition” Market yourself Premise #2 Social networking is business tool LinkedIn is a business tool Networking = marketing Fast Company ©2007

15. Social Networking with LinkedIn Your profile Connections Finding new contacts Inbox Introductions Groups Questions Reading List How the world sees you!

16. Profile

17. Common Profile The majority of members have similar profiles… No details + Nothing interesting No Value Why would you contact this person? What if this person contacted you?

18. Use Your Profile Does it include keywords? specializations certifications skills experience Are you delivering value? to the company to your clients Keep it up to date.

19. Groups Professional Interests Associations Conferences Networking Personal Interests Non-Profits Alumni Groups High Schools & Universities Corporations Contact members directly Ask for advice Questions Over 2,000 different security groups!

20. Answers Ask, answer & read questions Categorized Very active Can become an acknowledged expert!

21. Reading List by Amazon Professional Development Knowledge Competencies Skills Confidence Personal Professional Move from Novice to Expert Watch others’ lists Gain followers yourself

22. Recommendations Recommendations For Craig Owner | Principal GoodPeople How do you get recommendations? Actively solicit them from connections (employers, clients, colleagues)

23. Adding Connections Invite your contacts Upload existing contacts into LinkedIn Find past and present colleagues Find past or present classmates

24. Adding Connections The more contacts the better BUT Make contact with people who matter to YOU Don’t be surprised… It’s a small world & getting smaller About LIONs LinkedIn Open Networkers Will link with anyone Are often recruiters or consultants

25. Contacts These connections form the foundation of your Network Can provide introductions Can give recommendations Can lend insight “I didn’t know that you knew…”

26. Every Contact Has Connections

27. The Power of People in a Network New users added to my network in just one day Six Degrees of Separation? Just look at the power of three degrees…

28. Find New Contacts Research Activity Find new contacts Operations Sales Finance HR, etc. Uncover business & competitive intelligence Expertise Initiatives Applications

29. Search Results

30. Business & Competitive Intelligence Uncover: Initiatives Projects Applications Background And Much More

31. Introductions & Business Development Use abusiness introduction to stimulate interest. Focus on their KPIs, drivers and issues – not want you want… Just do it…

32. Remember the SW Rule Some Will… Some Won’t… So What… Someone’s Waiting..

33. Next Steps Create your LinkedIn account Update your profile Add your connections Colleagues per company Industry associates Affiliates and customers Other contacts Add your Reading List Currently reading Favorites & recommendations

34. LinkedIn for Sales? LinkedIn works BUT only if you work at it

35. Need More Help Along the Way?

36. Sources for LinkedIn 101

37. Like what you see? Want More?Connect with me Jason Mesiarik