LinkedIn Training for Account Executives - Phase 1

Linke d In Training – N ational R e gion

P H AS E 1 of 3

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Linke d In S tats
• 1 50 m illion+ u s e rs , m ore th an 55 m illion from U S A
• 58 ne w u s e rs p e r m inu te
• E VE R Y F ortu ne 500 C E O is on Linke d In
• 58% of B2B m arke te rs u s e Linke d In m ore th an any oth e r s ocial ne twork
• 61 % u s e Linke d In s ole ly for ind u s try ne tworking
• 62% of com p anie s u s ing Linke d In h ave acqu ire d a cu s tom e r from th e ne twork

N u m b e r of G M s with ou t Linke d In accou nt: 7

N u m b e r of AE s with ou t Linke d In accou nt: 1 1



S te p 1 : S ign U p

E nte r com p le te inform ation inclu d ing you r F rontie r e m ail accou nt for e as y contact


S te p 2: Be gin Im p rove m e nt G u id e
Linke d In h as
d e ve lo p e d a
p rofile
im p rove m e nt
gu id e to ad d
inform ation to
any p rofile .

F ollow th e
s te p s to ad d
re le vant
inform ation
s u ch as
cu rre nt
p os ition,
p re viou s
p os itions h e ld
and e d u cation
b ackgrou nd .



S te p 3: D e s crib e C u rre nt P os ition

Initial
inform ation
e nte re d . N ow
it’s tim e to ad d
d e tails and
d e s crip tions .



S te p 4: P os ition D e s crip tions

Th e cu rre nt p os itio n
d e s crip tion is m os t vital
to u s ing Linke d In. It
d e s crib e s wh at you d o
and can d o fo r you r
LAM .

A s am p le S BAE and
M AE d e s crip tion are
attach e d to th is
p re s e ntation in th e
Ap p e nd ix. Ad d itional
You m ay always s kip th is s te p and d e s crip tions are
com e b ack to it late r. availab le via
h ttp :/ corp orate .frontie r.com
/



S te p 5: C ontinu e D e ve lop ing
O nce you r initial
inform ation Is
e nte re d , click th e
continu e im p roving
b u tton to ad d
ad d itio nal
inform ation s u ch as
a p rofile p ictu re ,
d ire ct co ntact
inform ation and
we b s ite U R Ls .



S te p 6: U p load A P h oto

It is vital to u p load a p rofe s s ional p h oto o f you rs e lf to you r
p rofile . You r p h oto M U S T e xp re s s p rofe s s ionalis m .

84% of Linke d In u s e rs will not conne ct with s om e one wh o d oe s
not h ave a p rofile p ictu re b e cau s e it looks like s p am *

You are e as ie r to s p ot in p e rs on with a p rofile p ictu re and can
e xp one ntially e xp and you r ne twork online and in p e rs on s ole ly
from u p load ing a p ro fe s s ional p h oto.
*Mashable.com



S te p 7: P h oto P rivacy

Make s u re to s e le ct you r p h oto vis ib ility to “E ve ryone ”. S e arch
re s u lts will s h ow you r p ictu re and h e lp id e ntify wh o yo u are .



S te p 8a: E d iting You r P rofile
To e d it you r
p rofile at any
tim e , click
th e E d it
P rofile link
on th e
d rop d own
P rofile
m e nu .



S te p 8b : E d iting You r P rofile

U p on clicking th e
E d it P rofile link,
you r p rofile
ap p e ars with e d it
b u ttons in e ve ry
s e ction for e as y
p rofile e d iting.



S te p 9: Ad d itional Inform ation

C om p any We b s ite U R L:
h ttp :/ www.frontie r.com
/

R e gional F ace b ook P age
U R L:
h ttp :/ www.face b ook.com / r
/ F
ontie rN ational

Ad d any inform ation h e re
th at m ay b oos t you r
cre d ib ility and p rofile . Be as
d e taile d as p os s ib le with
award s & grou p affiliation.
O nly m e ntion p rofe s s ional
ach ie ve m e nts , no p e rs o nal
award s / grou p involve m e nt.



S te p 1 0a: Ad d ing P e rs onal C ontact Inform ation

At th e b ottom of you r p rofile
p age wh ile in E d it P rofile
m od e , th e re is an e d it
P e rs onal Inform ation link.
Th is allows you to ad d you r
office p h one nu m b e r, office
ad d re s s and b irth d ay.

It is h igh ly re com m e nd e d to
not ind icate you r m arital
s tatu s .



S te p 1 0b : Ad d ing P e rs onal C ontact Inform ation

S p e cify th e p h one
nu m b e r p rovid e d
is you r work
nu m b e r.
U s e you r office
ad d re s s only.
You r b irth d ay
inform ation is
op tional. It ne ith e r
h arm s nor b e ne fits
you to ad d th at
inform ation.



S te p 1 1 a: C u s tom U R L

To e as ily conne ct
with p o te ntial le ad s ,
you can cu s tom ize
you r p rofile to h ave
a cu s tom U R L.

It is h igh ly
e ncou rage d to d o
th is righ t away.

C lick e d it in th e E d it
P rofile m od e of you r
p rofile .



S te p 1 1 b : C u s tom U R L

C lick th e “C u s tom ize
you r p u b lic p rofile
U R L” link.



S te p 1 1 c: C u s tom U R L

A p op u p wind ow will
ap p e ar to e nte r you r
cu s tom U R L.

Th e gre e n ch e ck
m ark ind icate s an
availab le U R L.

It is h igh ly
e ncou rage d to u s e
you r fu ll nam e . If it is
not availab le , ad d a
m id d le initial or
m id d le nam e .

D O N O T u s e you r
com p any nam e o r
p os ition title in you r
U R L. (E x:
Joh nD oe F rontie r)



S te p 1 2a: H e ad line
Your LinkedIn headline is critical as it’s
the only customizable personal
information people will see of you in
search listings, group discussions and
the home feed.

When you appear in search results for
instance, your name, location and
headline will be the three visible bits.

LinkedIn automatically
defaults your headline to
your current position title.

Customize it to be found in
keyword searches and to
express your specific
talents and specialties.



S te p 1 2b : H e ad line

You may find the space to
edit your Headline in the
general editing area where
your name and location are
editable.

As you can see, it has
been defaulted as your
current position title.



S te p 1 2c: H e ad line
An example of the
keywords an AE could
use to develop their
own branding and
personalized headline.

Keywords to consider:
•Business Development
•Account Manager
•Specialist
•Consultant
•Sales Professional
•Business Advisor
•Sales and Support
Specialist
•Rocket Scientist
•Firefighter
•Cat Herder



P h as e 1 C om p le te
C ongratu lations !
You h ave a Linke d In
p rofile !

N ow it is tim e to e d it
you r p rofile , ad d
p roj cts , ad d s kills ,
e
e nte r s p e cific
clas s e s you h ave
take n, e tc.

You are not
conne cte d to
anyone and it is an
op p ortu nity to le arn
th e ins and ou ts of
Linke d In inclu d ing
h ow to b oos t you r
p rofile e ve n fu rth e r
with ou t anyone
s ignificantly noticing.



Ap p e nd ix I
To find more position descriptions, please visit: http://corporate.frontier.com/default.aspx?m=5&p=43

SBAE LinkedIn Position Description MAE LinkedIn Position Description

•Sell individual products and integrated complex communication •Responsible for service contract renewals and servicing
solutions and develop/maintain executive level relationships within the additional products to an assigned list of existing Medium
businesses I serve.
•Prospect both within an assigned account module for new customers Segment accounts.
and Winback opportunities. This will involves generating •Develop and maintain executive level relationship within
proposals/contracts and providing a consultative selling approach. In an organization including at the C-level of an
providing a consultative selling approach, I work within multiple organization.
territories of the Company and develop and maintain relationships with •Manage an existing base of revenue within assigned
the appropriate internal resources, i.e., Sales Engineers, Regulatory,
Field Operations, Product Management, Implementation and Project
accounts for Renewals & Revenue Retention.
Management resources. •Prospect for upgrades and additional services within
•Maintain a monthly net new revenue sales quota of $4,000.00 with these assigned accounts to generate leads.
accurate forecasting and reporting with a concentration on securing •Maintain current and accurate contact, opportunity and
customer contracts. account information with the applicable tools provided.
•Manage an existing base of revenue within assigned accounts for
•Provide internal resources (including but not limited to
Renewals & Revenue Retention.
•Prospect for upgrades and additional services within my assigned Customer Service teams/CSA/Sales Engineers) with all
accounts to generate net new recurring revenue, communicate new information required for a timely and quality installation of
products and promotions, and continuous relationship building. sold services.
•Proposal preparation, Billing Analysis, Contract preparation, •Support local General Managers on corporate Marketing
Forecasting updates, Sales Reports, Forecasting Reports.
•Provide internal resources (including but not limited to Customer and Sales initiatives; report results on a weekly basis.
Service teams/CSA/Sales Engineers) with all information required for
a timely and quality installation of sold services.

**Please add any additional bullet points at your own discretion and change the descriptions to match your communication style.



Ap p e nd ix II
To find more position descriptions, please visit: http://corporate.frontier.com/default.aspx?m=5&p=43

General Manager LinkedIn Position Description

•Operations Proficiency, Employee Relations, Community
Relations, Competitive Analysis and Customer
Ownership.
•Foster innovation and work cross-functionally to drive
performance and deliver results through customer contact
and community involvement.
•Direct P&L responsibility and community involvement
within specified geographic area.
•Provide leadership to supervisory staff and workforce of
technicians that install and maintain residential and
business lines, OSP cable facilities, multi-line CPE
equipment, hi-cap access services, broadband services,
central office/transmission equipment and digital loop
carrier equipment.
•Successfully drive change through an established,
unionized workforce to create a customer focused,
competitive workforce.
•Partner with sales, marketing and regulatory
organizations to evaluating new business opportunities to
determine the appropriate network support costs and
timeframes associated with new revenue streams.
•Manage local engagement events to streamline
corporate initiatives on a local scale.
**Please add any additional bullet points at your own discretion and change the descriptions to match your communication style.



F u rth e r Training
P h as e 2 P h as e 3
•Establishing connections •Recommendations
•Commercial customers •Current coworkers and customers
•Current Frontier employees •Past employers and customers
•Past employers and coworkers •How to write one for others

•Developing skills and specialties using •Groups
Google keywords •Which groups to join
•How to manage the posts and news feed
•How to post updates and news •How to engage in these groups

•Applications
•How to post events, add a portfolio of work and
other innovative application tools



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