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Nous utilisons votre profil LinkedIn et vos données d’activité pour vous proposer des publicités personnalisées et pertinentes. Vous pouvez changer vos préférences de publicités à tout moment.
Linkedin for Sales people<br />How to take advantage professional networking today<br />45 min<br />
Linkedin for Sales peopleHow to take advantage professional networking today<br />An example:<br />Whatisit?<br />Why use ...
A business-oriented social networking site that is mainly used for professional networking.<br />Whatisit?<br />As of 17th...
http://press.Linkedin.com/about<br />http://www.youtube.com/watch?v=IzT3JVUGUzM<br />Use your network<br />Harnessing Coll...
Why use it?Brief<br />It has Major impact on your business<br />Get more information = Better qualify<br />Be more visible...
It’s Free and easy to use<br />Why use it? It’s powerful<br />Easily build your prospect org chart and access to basic inf...
Why use it? It’spowerfull<br />Easily scan an industry on a specific territory:<br />Join groups related to this industry ...
How to use it?Somerules<br />To receive you need to give<br />Present yourself, build your profile, be clear, be professio...
How to use it?Getstarted<br />Create your profile<br />http://www.Linkedin.com/home<br />Work on your elevator speech<br /...
How to use it?Somefunctionalities<br />Join a group <br />Of people sharing same interests and needs<br />Get to open disc...
How to use it?Somefunctionalities<br />Search:<br />Keywords<br />Territories<br />Industries<br />Companies<br />Groups<b...
How to use it?Sometricks<br />Anonymous profile<br />If you Google “position of the anonymous profile + Linkedin”, you get...
Whenshould I use it?<br />During awareness creation<br />Example &gt; enter a new market segment and get to be visible…<br...
Conclusion 1.0Typical objections<br />I have not time for this!<br />That’s for geeks!<br />I’m not looking for a job<br /...
Conclusion 2.0<br />Take advantage of today’s technology<br />Find the right info with less efforts<br />Care about your p...
ANY QUESTIONS?<br />Feel free to contact me at jerome.cabanes@gmail.com<br />
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Linkedin4sales

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how to take advantage of business network website LINKEDIN

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Linkedin4sales

  1. 1. Linkedin for Sales people<br />How to take advantage professional networking today<br />45 min<br />
  2. 2. Linkedin for Sales peopleHow to take advantage professional networking today<br />An example:<br />Whatisit?<br />Why use it?<br />How to use it?<br />Whenshould I use it?<br />
  3. 3. A business-oriented social networking site that is mainly used for professional networking.<br />Whatisit?<br />As of 17th July 2009 based on theirwebsites<br />spanning +170 industries. <br />
  4. 4. http://press.Linkedin.com/about<br />http://www.youtube.com/watch?v=IzT3JVUGUzM<br />Use your network<br />Harnessing Collective Intelligence<br />six degrees of separation<br />When?<br />Why?<br />How?<br />Who?<br />I know<br />I know<br />I know<br />Join my network<br />Join my group<br />Do you know ?<br />What?<br />
  5. 5. Why use it?Brief<br />It has Major impact on your business<br />Get more information = Better qualify<br />Be more visible = Get more credibility <br />It’s powerful<br />Critical size reached (in terms of users and industries)<br />To give and receive information / expertise<br />It’s Free and easy to use<br />It’s a live business card<br />
  6. 6. It’s Free and easy to use<br />Why use it? It’s powerful<br />Easily build your prospect org chart and access to basic info<br />Brief info on the company<br />Size (employees / revenue)<br />Websites & blogs<br />Locations<br />Employees<br />Jobs<br />Stock information<br />Snapshot view on Business Week <br />Get detailed info on these employees<br />Past / present activities<br />Specialties / Education<br />Connections / Groups<br />Websites, blogs, and more …<br />+ New hires<br />+ Former employees<br />+ Recent promotions and changes<br />
  7. 7. Why use it? It’spowerfull<br />Easily scan an industry on a specific territory:<br />Join groups related to this industry and territory and participate!<br />Look for companies belonging to this industry / territory<br />Scan them and their employees<br />Invite them to discuss or to connect<br />1 example, Footwear in Spain (a Friday afternoon)<br />Join groups and participate! = 30 minutes<br />No groups talking about Footwear / Fashion in Spain!<br />Create one and put some content = 30 minutes<br />Look for companies and scan their employees = 60 minutes<br />60 potential contacts (send an email / invitation)<br />2 days later you have: <br />25 new connections and 10 phone numbers to contact them directly and 26 new group members.<br />2 weeks later, I had 3 meetings to start evaluating and qualifying business opportunities<br />HIT RATIO!<br />It has Major impact on your business<br />
  8. 8. How to use it?Somerules<br />To receive you need to give<br />Present yourself, build your profile, be clear, be professional<br />Build your network as you move forward<br />Visit the web site at least once a week, max once a day and PARTICIPATE<br />
  9. 9. How to use it?Getstarted<br />Create your profile<br />http://www.Linkedin.com/home<br />Work on your elevator speech<br />Show what you want people to see<br />Connect to your ecosystem<br />Past / present colleagues / customers / prospects<br />Sending customized invitation<br />Get recommended<br />Look more professional<br />Illustrate your achievements<br />http://www.Linkedin.com/in/jeromecabanes<br />
  10. 10. How to use it?Somefunctionalities<br />Join a group <br />Of people sharing same interests and needs<br />Get to open discussions or to comment them<br />Get to contact directly (“send a message”) group members<br />Answers<br />Give or take advice from others<br />Impacts all Linkedin members <br />Polls<br />Get input from a specific population (if you post your poll in a group)<br />Or get feedback on closed answer from all Linkedin members.<br />
  11. 11. How to use it?Somefunctionalities<br />Search:<br />Keywords<br />Territories<br />Industries<br />Companies<br />Groups<br />Answers<br />People ...<br />Can help you get answers to:<br />Which are the biggest companies in X area belonging to Y industry?<br />Who else can I contact in company ABC?<br />Who is CFO of company Z?<br />Can someone give me advice on how to xxxxxx?<br />
  12. 12. How to use it?Sometricks<br />Anonymous profile<br />If you Google “position of the anonymous profile + Linkedin”, you get the answer!<br />Keep an eye on your contacts<br />Who connects to who?<br />Which topics are of interest for my contacts?<br />Informthem<br />Who’sviewedmy profile?<br />Top Tip!<br />
  13. 13. Whenshould I use it?<br />During awareness creation<br />Example &gt; enter a new market segment and get to be visible…<br />During prospection phase<br />Example &gt; find companies per market segment / per geo / per size…<br />During discovery phase of customer you target<br />Example &gt; find new contacts inside this company and their relationships…<br />As you meet new people during your professional life<br />
  14. 14. Conclusion 1.0Typical objections<br />I have not time for this!<br />That’s for geeks!<br />I’m not looking for a job<br />I do not want to expose my business life!<br />
  15. 15. Conclusion 2.0<br />Take advantage of today’s technology<br />Find the right info with less efforts<br />Care about your professional network<br />SELL efficiently<br />
  16. 16. ANY QUESTIONS?<br />Feel free to contact me at jerome.cabanes@gmail.com<br />

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