1. 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

6. 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

12. 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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