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

LinkedIn and Professional BrandingFebruary 2014Koka Sexton

Sr. Social Marketing ManagerLinkedIn Sales Solutions #SalesSummit

@KokaSexton

Earliest Adopter

Craig Elias

Most Popular

Jill (Brewbaker) Rowley

LinkedIn Icebreaker

Most Connected

Peter Bambridge

Most Endorsed

Pat Licata

Leveraging your professional brand to fill your pipeline with the right people,

insights and relationships.

Social Selling Defined:

#SalesSummit@kokasexton

Leveraging your professional brand

Social Selling Defined:


©2013 LinkedIn Corporation. All Rights Reserved. 6

You are the CEO of ME Inc.



Tell Your Story


Back in 1999


2005 - 2007

SALES SOLUTIONS

“Visibility creates opportunities.”

#SalesSummit @kokasexton

You should build the habit of sharing.



“It’s not the size of your network, but how you use it.”



Use your status

updates to promote

your network



Use your status

updates to engage

Your network

• 230 likes• 17 comments• 315 shares



Use your status

updates to inform

your network

• Industry news• Relevant content



Use your status

updates to promote

your company

• Press• Blogs• Content


Who you know IS more

Important than WHAT

You knowYour network

Is your business.


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


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

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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


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.


SALES SOLUTIONS 29

Get your LinkedIn Social Selling Index: http://sales.linkedin.com/social-selling-index/


http://sales.linkedin.com/social-selling-index/

http://sales.linkedin.com/social-selling-index/


Koka SextonSr. Social Marketing Manager

/in/kokasexton - LinkedIn@kokasexton - Twitter #SalesSummit

@kokasexton

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

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