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LinkedIn and Professional BrandingFebruary 2014Koka Sexton
Sr. Social Marketing ManagerLinkedIn Sales Solutions #SalesSummit
@KokaSexton
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Earliest Adopter
Craig Elias
Most Popular
Jill (Brewbaker) Rowley
LinkedIn Icebreaker
Most Connected
Peter Bambridge
Most Endorsed
Pat Licata
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Leveraging your professional brand to fill your pipeline with the right people,
insights and relationships.
Social Selling Defined:
#SalesSummit@kokasexton
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Leveraging your professional brand
Social Selling Defined:
#SalesSummit@kokasexton
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©2013 LinkedIn Corporation. All Rights Reserved. 6
You are the CEO of ME Inc.
#SalesSummit@kokasexton
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SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 7
#SalesSummit@kokasexton
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SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 8
#SalesSummit@kokasexton
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SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 9
Tell Your Story
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SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 10
Back in 1999
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SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 11
2005 - 2007
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SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 12
#SalesSummit@kokasexton
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SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 13
#SalesSummit@kokasexton
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SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 14
#SalesSummit@kokasexton
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SALES SOLUTIONS
“Visibility creates opportunities.”
#SalesSummit @kokasexton
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You should build the habit of sharing.
#SalesSummit@kokasexton
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SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 17
“It’s not the size of your network, but how you use it.”
#SalesSummit@kokasexton
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©2013 LinkedIn Corporation. All Rights Reserved. 18
Use your status
updates to promote
your network
#SalesSummit@kokasexton
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©2013 LinkedIn Corporation. All Rights Reserved. 19
Use your status
updates to engage
Your network
• 230 likes• 17 comments• 315 shares
#SalesSummit@kokasexton
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©2013 LinkedIn Corporation. All Rights Reserved. 20
Use your status
updates to inform
your network
• Industry news• Relevant content
#SalesSummit@kokasexton
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©2013 LinkedIn Corporation. All Rights Reserved. 21
Use your status
updates to promote
your company
• Press• Blogs• Content
#SalesSummit@kokasexton
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Who you know IS more
Important than WHAT
You knowYour network
Is your business.
#SalesSummit@kokasexton
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©2013 LinkedIn Corporation. All Rights Reserved.
Proficiency in social media is a differentiator now, but
will soon be a qualifier.
#SalesSummit@kokasexton
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SALES SOLUTIONS
Establish a professional presence on LinkedIn with a complete profileCreate a professional brand
Prospect efficiently with powerful search and research capabilitiesFind the right people
Discover and share valuable information to initiate or maintain a relationshipEngage with insights
Expand your network to reach prospects and those who can introduce you to prospectsBuild strong relationships
#SalesSummit@kokasexton
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SALES SOLUTIONS
Create a professional brand
Performance on four key dimensions, each worth 25 points
Find the right people
Engage with insights
Build strong relationships
16
15
8
18
Social Selling Index 57
ABC co
LinkedIn’s Social Selling Index measures adoption of social selling practices on a 0-100 scale
#SalesSummit@kokasexton
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SALES SOLUTIONS
SSI leaders create 45% more opportunities per quarter
than SSI laggards.
SSI leaders are 51% more likely to hit quota
than SSI laggards.
45%more opportunities
51%more likely to hit quota
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
Why is social selling important?
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To succeed, you must be the best at what you do for a specific
audience.
#SalesSummit@kokasexton
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SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved.
Resume to Reputation
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SALES SOLUTIONS 29
Get your LinkedIn Social Selling Index: http://sales.linkedin.com/social-selling-index/
#SalesSummit@kokasexton
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SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 30
Koka SextonSr. Social Marketing Manager
/in/kokasexton - LinkedIn@kokasexton - Twitter #SalesSummit
@kokasexton