Koka Sexton - How To Use LinkedIn in Social Networking For Business

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/koka-sexton Session Overview Social selling leverages your professional brand to fill your pipeline with the right people, insights, and relationships. Increasing your visibility on social networks like LinkedIn will create more opportunities and that all starts with how you engaging people on LinkedIn. This is NOT a LinkedIn profile makeover, this session will focus on how a person can build their professional brand on LinkedIn by sharing relevant content and being more social with their connections.

Redes sociales

LinkedIn and Professional Branding
February 2014
Koka Sexton
Sr. Social Marketing Manager
LinkedIn Sales Solutions
#SalesSummit
@KokaSexton

Earliest Adopter
Craig Elias
Most Popular
Jill (Brewbaker) Rowley
LinkedIn Icebreaker
Most Connected
Peter Bambridge
Most Endorsed
Pat Licata

©2013 LinkedIn Corporation. All Rights Reserved. 6
You are the CEO of
#SalesSummit
@kokasexton

SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 7
#SalesSummit
@kokasexton

SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 8
#SalesSummit
@kokasexton

SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 9
Tell Your Story

SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 10
Back in 1999

SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 11
2005 - 2007

SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 12
#SalesSummit
@kokasexton

SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 13
#SalesSummit
@kokasexton

SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 14
#SalesSummit
@kokasexton

SALES SOLUTIONS
“Visibility creates opportunities.”
#SalesSummit @kokasexton

You should build the habit of sharing.
#SalesSummit
@kokasexton

SALES SOLUTIONS©2013 LinkedIn Corporation. All Rights Reserved. 17
“It’s not the size of your network, but how you use it.”
#SalesSummit
@kokasexton

©2013 LinkedIn Corporation. All Rights Reserved. 18
Use your status
updates to promote
your network
#SalesSummit
@kokasexton

©2013 LinkedIn Corporation. All Rights Reserved. 19
Use your status
updates to engage
Your network
• 230 likes
• 17 comments
• 315 shares
#SalesSummit
@kokasexton

©2013 LinkedIn Corporation. All Rights Reserved. 20
Use your status
updates to inform
your network
• Industry news
• Relevant content
#SalesSummit
@kokasexton

©2013 LinkedIn Corporation. All Rights Reserved. 21
Use your status
updates to promote
your company
• Press
• Blogs
• Content
#SalesSummit
@kokasexton

Who you know IS more
Important than WHAT
You knowYour network
Is your business.
#SalesSummit
@kokasexton

Proficiency in social media is a
differentiator now, but will
soon be a qualifier.
#SalesSummit
@kokasexton

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?

To succeed, you must be the best
at what you do for a specific
audience.
#SalesSummit
@kokasexton

SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved.
Resume to Reputation

SALES SOLUTIONS 29
Get your LinkedIn Social Selling Index:
http://sales.linkedin.com/social-selling-index/
#SalesSummit
@kokasexton

SALES SOLUTIONS©2012 LinkedIn Corporation. All Rights Reserved. 30
Koka Sexton
Sr. Social Marketing Manager
/in/kokasexton - LinkedIn
@kokasexton - Twitter
#SalesSummit
@kokasexton

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2. LinkedIn and Professional Branding February 2014 Koka Sexton Sr. Social Marketing Manager LinkedIn Sales Solutions #SalesSummit @KokaSexton

3. Earliest Adopter Craig Elias Most Popular Jill (Brewbaker) Rowley LinkedIn Icebreaker Most Connected Peter Bambridge Most Endorsed Pat Licata

4. Leveraging your professional brand to fill your pipeline with the right people, insights and relationships. Social Selling Defined: #SalesSummit @kokasexton

5. Leveraging your professional brand Social Selling Defined: #SalesSummit @kokasexton

15. SALES SOLUTIONS “Visibility creates opportunities.” #SalesSummit @kokasexton

16. You should build the habit of sharing. #SalesSummit @kokasexton

22. Who you know IS more Important than WHAT You knowYour network Is your business. #SalesSummit @kokasexton

23. Proficiency in social media is a differentiator now, but will soon be a qualifier. #SalesSummit @kokasexton

24. SALES SOLUTIONS Establish a professional presence on LinkedIn with a complete profile Create a professional brand Prospect efficiently with powerful search and research capabilities Find the right people Discover and share valuable information to initiate or maintain a relationship Engage with insights Expand your network to reach prospects and those who can introduce you to prospects Build strong relationships #SalesSummit @kokasexton

25. 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

26. 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?

27. To succeed, you must be the best at what you do for a specific audience. #SalesSummit @kokasexton

29. SALES SOLUTIONS 29 Get your LinkedIn Social Selling Index: http://sales.linkedin.com/social-selling-index/ #SalesSummit @kokasexton

Koka Sexton - How To Use LinkedIn in Social Networking For Business

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