Download ppt - LinkedIn Training for Account Executives - Phase 1

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To be the leader in providing communications services to residential and business customers in our markets

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LinkedIn Training – National Region

PHASE 1 of 3

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LinkedIn Stats

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Number of GMs without LinkedIn account: 7

Number of AEs without LinkedIn account: 11

• 150 million+ users, more than 55 million from USA• 58 new users per minute• EVERY Fortune 500 CEO is on LinkedIn• 58% of B2B marketers use LinkedIn more than any other social network• 61% use LinkedIn solely for industry networking• 62% of companies using LinkedIn have acquired a customer from the network

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Step 1: Sign Up

Enter complete information including your Frontier email account for easy contact

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Step 2: Begin Improvement Guide

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LinkedIn has

developed a profile

improvement guide to

add information

to any profile.

Follow the steps to

add relevant

information such as current

position, previous positions held and education

background.

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Step 3: Describe Current Position

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Initial information

entered. Now it’s

time to add details and description

s.

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Step 4: Position Descriptions

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The current position

description is most vital to using LinkedIn. It

describes what you do and can do for

your LAM.

A sample SBAE and MAE description are attached to

this presentation in the Appendix.

Additional descriptions are

available via http://corporate.frontier.com/default.aspx?m=5&p=43

You may always skip this step and come back to it

later.

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Step 5: Continue Developing

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Once your initial

information Is entered, click the continue

improving button to add

additional information such as a

profile picture, direct contact information and website

URLs.

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Step 6: Upload A Photo

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It is vital to upload a professional photo of yourself to your profile. Your photo MUST

express professionalism.

84% of LinkedIn users will not connect with someone who does not have a profile picture

because it looks like spam*

You are easier to spot in person with a profile picture and can exponentially expand your network online and in person solely from

uploading a professional photo.

*Mashable.com

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Step 7: Photo Privacy

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Make sure to select your photo visibility to “Everyone”. Search results will show your picture

and help identify who you are.

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Step 8a: Editing Your Profile

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To edit your

profile at any time, click the

Edit Profile link on

the dropdown

Profile menu.

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Step 8b: Editing Your Profile

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Upon clicking the Edit

Profile link, your profile

appears with edit buttons

in every section for easy profile

editing.

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Step 9: Additional Information

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Company Website URL:

http://www.frontier.comRegional Facebook

Page URL: http://www.facebook.com/FrontierNational

Add any information here that may boost your credibility and

profile. Be as detailed as possible with awards & group

affiliation. Only mention professional

achievements, no personal

awards/group involvement.

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Step 10a: Adding Personal Contact Information

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At the bottom of your profile page while in

Edit Profile mode, there is an edit

Personal Information link. This allows you

to add your office phone number, office address and birthday.

It is highly recommended to not indicate your marital

status.

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Step 10b: Adding Personal Contact Information

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Specify the phone number

provided is your work number.

Use your office address only.

Your birthday information is

optional. It neither harms

nor benefits you to add that information.

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Step 11a: Custom URL

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To easily connect with

potential leads, you can

customize your profile to have a custom URL.

It is highly encouraged to do this right

away.

Click edit in the Edit Profile

mode of your profile.

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Step 11b: Custom URL

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Click the “Customize your public profile URL”

link.

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Step 11c: Custom URL

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A popup window will

appear to enter your custom

URL.

The green check mark indicates an

available URL.

It is highly encouraged to use your full name. If it is not available, add a middle

initial or middle name.

DO NOT use your company

name or position title in your URL. (Ex:

JohnDoeFrontier)

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Step 12a: Headline

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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.

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Step 12b: Headline

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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.

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Step 12c: Headline

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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

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Phase 1 Complete

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CongratulationsCongratulations! ! You have a

LinkedIn profile!

Now it is time to edit your profile, add

projects, add skills, enter

specific classes you have taken,

etc.

You are not connected to

anyone and it is an opportunity to learn the ins

and outs of LinkedIn

including how to boost your profile even

further without anyone

significantly noticing.

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Appendix I

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SBAE LinkedIn Position Description

•Sell individual products and integrated complex communication solutions and develop/maintain executive level relationships within the businesses I serve. •Prospect both within an assigned account module for new customers and Winback opportunities. This will involves generating proposals/contracts and providing a consultative selling approach. In providing a consultative selling approach, I work within multiple territories of the Company and develop and maintain relationships with the appropriate internal resources, i.e., Sales Engineers, Regulatory, Field Operations, Product Management, Implementation and Project Management resources.•Maintain a monthly net new revenue sales quota of $4,000.00 with accurate forecasting and reporting with a concentration on securing customer contracts.•Manage an existing base of revenue within assigned accounts for Renewals & Revenue Retention.•Prospect for upgrades and additional services within my assigned accounts to generate net new recurring revenue, communicate new products and promotions, and continuous relationship building. •Proposal preparation, Billing Analysis, Contract preparation, Forecasting updates, Sales Reports, Forecasting Reports. •Provide internal resources (including but not limited to Customer Service teams/CSA/Sales Engineers) with all information required for a timely and quality installation of sold services.

MAE LinkedIn Position Description

•Responsible for service contract renewals and servicing additional products to an assigned list of existing Medium Segment accounts. •Develop and maintain executive level relationship within an organization including at the C-level of an organization. •Manage an existing base of revenue within assigned accounts for Renewals & Revenue Retention. •Prospect for upgrades and additional services within these assigned accounts to generate leads.•Maintain current and accurate contact, opportunity and account information with the applicable tools provided.•Provide internal resources (including but not limited to Customer Service teams/CSA/Sales Engineers) with all information required for a timely and quality installation of sold services.•Support local General Managers on corporate Marketing and Sales initiatives; report results on a weekly basis.

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

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

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Appendix II

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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.

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

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Further Training

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Phase 2 Phase 3•Establishing connections

•Commercial customers•Current Frontier employees•Past employers and coworkers

•Developing skills and specialties using Google keywords

•How to post updates and news

•Recommendations•Current coworkers and customers•Past employers and customers•How to write one for others

•Groups•Which groups to join•How to manage the posts and news feed•How to engage in these groups

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