Resume to reputation (r2 r) training
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Resume to Reputation Gary O’Reilly LinkedIn Sales Solutions
description
Transcript of Resume to reputation (r2 r) training
Resume to Reputation
Gary O’Reilly LinkedIn Sales Solutions
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Agenda
The world and buyers have changed
Buyers are researching sellers
Resume to Reputation – the 9 core principles
Profile focus areas
Best practices
Competition
LinkedIn Sales Solutions
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The world and buyers have changed What once worked, will not work anymore
LSS 3 ©2013 LinkedIn Corporation. All Rights Reserved.
97% 75% 57% Of the time cold
calls do not work *7% worse every year
since 2010
B2B purchaser
influenced
by social
Buying decisions
are made before
sales rep involvement
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011
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Buyers are researching sellers Your profile on LinkedIn has become more important than ever before
LinkedIn Sales Solutions
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Resume to Reputation (R2R) The 9 core principles
Promote your brand through your LinkedIn profile
Elevate your status from sales rep to trusted advisor
Let your profile sell for you
Educate potential buyers who visit your profile
Transfer of trust through profile to another member
Attract top talent to LinkedIn
Differentiate yourself from other sellers
Spur members to take action
Generate reciprocal business for the ecosystem
LinkedIn Sales Solutions
Profile focus areas
1. Professional Tagline
2. Contact Information
3. Summary
4. Current Position
5. Previous Position(s)
6. SlideShare (& Treasury)
7. Video
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Your professional tagline can do so much for you
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Make it easy for potential buyers to learn & connect
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Transfer trust & spur potential customers to action
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Educate, educate… and educate some more
LinkedIn Sales Solutions
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Best practice for using SlideShare
If you want to try using video
1. What do you want to achieve?
2. Will it elevate your status in the mind of a potential buyer?
3. Think about Licensing & Copyright
4. Think ‘Members First’
5. Think Confidentiality (what can we share externally)
6. Offensiveness (messaging can be misconstrued)
7. Authenticity is more important than polish
8. Have review & feedback process in place
9. Do it in Slideshare, not Youtube
10. 60 seconds
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How have you helped customers achieve their goals?
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You are trying to build trust & rapport
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There is place for the ego!
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The college years matter
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Spur potential customer to action
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Start today but remember… it’s an iterative process
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