The Atlanta Sales Forum Presents:

The Sales Steeplechase

Overcoming inside sales ditches,

jumping financial fences, and creating the winning sales

team one follow at a time.

LEVERAGING YOUR LINKEDINBob Nadeau

Amongst the top 1% most viewed in the world on

LinkedIn, and recently was a keynote speaker on LinkedIn at the Global Sales & Science Institute's annual conference

in Japan.

603-854-0886ranadeau@plymout

h.edu

AGENDA

Why Network, and LinkedIn

1. 10 tips to improve2. How to grow your network3. How to leverage your connections

WHY LINKEDIN?

LinkedIn is a data-base. Worlds most robust networking tool. (more than a social media platform) 400MM users

Millennials are 35% of the workforce. By 2020 they’ll be 46% of the working population.

Make a great first impression 57% of consumers have done their research 75% are influenced by social media

21ST CENTRY ROLODEX

4. People will make decisions on what they see. They care more about what others ay about

you (than what you say about yourself)

5. Every change in position/decision maker creates 3 opportunities. The person in the new position. Find out who replaced them? Where did the person they replaced go?

IMPACT OF B2B CUSTOMER LOYALTY DRIVERS

LINKEDIN SOCIAL SELLING INDEX

4 PILLARS OF SOCIAL SELLING

PART I: 10 TIPS FOR A BETTER PROFILE

You have one chance to make a favorable 1st impression…build a profile that makes you look like the professional that you are.

LINKEDIN PROFILE

1.Photo: smile2.Name (females: maiden name in

the middle)3.Headline is 120 characters. Grab

attention. Creative word picture of how you

add value to your organization or clients.

LINKEDIN PROFILE4. Customize your public profile URL for a cleaner look with just your name, and remove all those additional characters/numbers, etc. Joe Smith/2/3/ss/s/#15

5. Summary: 2k characters first do it on a word doc. It also helps your SEO. Be strategic with keywords in keywords in these 3 areas: Header, Summary and Experience areas. Add section on misspelling your name so people can

find you

6. Experience: explain each role and clearly articulate what that means

LINKEDIN PROFILE

7. Recommendations: 1 to 2 per job

8. Endorsements: 6 – 7 core areas

9. Personal interests, awards, community work

10. Join a few groups: Where are your prospects hanging out? Big changes coming to make them private.

PART II: DEVELOP YOUR NETWORKHover cursor over network to “add connections”.Click on (g-mail, etc) Import names from your email

addresses

Do the same with alumni Narrow the search by industry,

geography, etc.

MAKING THE DIRECT CONNECTION

LINKEDIN MESSAGES• It was nice meeting you at the….• I can’t believe we have 5 people in

common and we’ve never been introduced. Let’s have a brief call….

• I’d like to learn more about you and your business so when people see you in my network and ask me about you….I can make a mutually beneficial introduction.

PART III: STRATEGIES TO LEVERAGE YOUR NETWORKSearches Find the hiring manager, better than applying just on-line

“Advanced” (top center) search feature Laser like focus: • Organizations and individuals based on key words• Job title• Role • Zip Code• Industries

2ND CONNECTIONS: WARM INTRODUCTION1. Search (manager, __________) within (100?) miles of a zip code. 2. Find second connection and hover over it to

see who is your first connection? 3. On the right hand side of their profile, halfway

down the page, click on “get introduced” • Hi _____ (1st connection) I noticed ________ is in

your network. Would you do me a favor and make an introductions for me, and let them know how I helped you?

2ND CONNECTION: DIRECT

Because great opportunities, career advancements and successful contract negotiations often result from good timing, coincidence and who you know, I’d like to connect with you on LinkedIn.

GET NOTICED

• 1.7M Groups: Pick a couple: industry groups.• Develop your LinkedIn voice