creating a self marketing plan & building true network 4 17 09

Karen Angellatta-Wheeler, President

Copyright© 2009 Effective Sales Strategies, LLC 1

April 18, 2009

Purpose◦ Discuss how to create a self marketing plan for sales professionals in job

transition or those who want to be prepared for their next career move. ◦ Discuss tools and techniques to build a “true” network for job networking or

to expand your professional network in today’s tough economy.

Process◦ Share the what, why and how to create a self marketing plan using Karen’s

as an example. ◦ Share job networking best practices, tools and techniques based on Karen’s

recent executive job search and her colleagues’ searches.

Payoff◦ Help you get ideas for your job search, career plans and how to create your

own self marketing plans and build your network to decrease the time it takes to make your next career move, improve your success rate and increase your networking presence in your field.


Covering the Basics

◦ What Is It?

◦ Why Use One?

◦ What Are the Components?

◦ How Do I Get Started?


ObjectiveTarget PositionsPositioning StatementSkills Area ◦ Pick 3-5 Areas Certifications, Special Accomplishments &/Or Awards Target Markets◦ Geographies, Industries, Size of Organizations, Culture, etc.Target List of Companies by Vertical/IndustryMessaging StatementContact Information


Objective◦ Kind of opportunity you are seeking; be specificTarget Positions◦ Name actual titles you are interested in (or have seen

posted)– to help others identify potential jobs for youPositioning Statement◦ “I am a X professional with over X years of sales, etc.

experience. As a former X (title), my goal/objective/passion/etc. is X.”


Leadership◦ Coach & Developer of Teams◦ Risk Taker ◦ Collaborative Leader◦ Multi-Million Budget Creation & Management◦ Fiscal Responsibility◦ Vendor Negotiations & ManagementDon’t forget to list awards, certifications, etc. - something unique or special


Geographic Areas◦ Atlanta, the Southeast or SouthwestIndustries◦ High Tech, Training/HR/Consulting,

Communications/Media/Publishing, Retail, Consumer Packaged Goods, Financial Services, Manufacturing BioTech/Healthcare

Size of Organizations◦ Fortune 500, Global 1000, Mid-sized National

CompanyCulture◦ Fast Paced, High Growth, Diverse Workforce,

Environmentally Conscious


BioTech & HealthCare Example◦ Children’s Healthcare of Atlanta◦ Ciba Vision/Novartis◦ McKesson◦ Merial◦ Solvay Pharmaceuticals◦ WellPoint

Messaging Statement Example◦ “If you know anyone in HR, Sales, Operations, or Training

leadership at these companies, please let me know. It would be great to network with them to find out about potential opportunities now or in the future. Thank you for your help! Please let me know how I can assist you in your endeavors as well.”


Strategize what you really want to do and be specific – target positions, companies, industries, etc.Think about companies you admire, respect and would like to work for.Research these companies and industries to add to your marketing plan.Make sure your 3-5 skills areas match your resume key words. Key words are picked yup by recruiters, search firms and online job engines and matched to open jobs.Make sure your entire resume is refreshed and matches your marketing plan where it is appropriate. Get friends in sales, recruiters and HR professionals you know to read your marketing plan and see if it makes sense to them. Finally, consider your branding – create job search business cards, a marketing plan, cover letters and resume with the same look and feel – colors, fonts, etc.


We just talked about creating your self marketing plan, now what?How do I use it and get a job or be prepared for my next career move? How do I build a true network?Thoughts to ponder…◦ Consider that 80% of the jobs out there are not posted externally

and are “hidden” - only known by the employer and those who know these employers.

◦ Consider that 80% of all jobs are found through networking versus online job boards and recruiters.

◦ SO - PURPOSEFUL NETWORKING IS THE ANSWER!


Take your new self marketing plan and email it to◦ Professionals you know in the companies you would like to work for and

recruiters.◦ Associates who are sales, marketing, management, HR decision makers in

other companies.◦ Former colleagues from past companies you worked for who know the

quality of your work who will go out of their way to help you find a job.◦ Anyone you know who understands what you want to do and is willing to

forward it on to other sales decision makers.Ask for career advice versus asking for a job!◦ Talk to decision makers or influencers; ask them for a 30 minute phone call

to get some career advice.◦ You have just been laid off, colleague graduate, etc. and are looking to get

insights into the field of say pharma sales, X company or X industry. ◦ I found 9 times out of 10 they will help you. Give more than you get◦ Help others with their job search as much as you can and be genuinely

interested in others – it all will pay off in the end!


Sales & Marketing Groups Industry-Specific GroupsNational Sales Network www.nsnatl.orgSales & Marketing Executives Intl www.smei.orgAtlanta American Marketing Assn www.ama-atlanta.orgBusiness Marketing Assn www.bmaatlanta.orgPublic Relations Society of America www.prsageorgia.orgBlack Public Relations Society www.bprsatlanta.orgAtlanta Interactive Marketing Assn www.atlantaima.orgDirect Marketing Assn www.dma-atlanta.comInternational Association of Business Communicators www.iabcatlanta.org

Society of Human Resource Management www.shrmatlanta.orgAmerican Society of Training & Development www.astdatlanta.orgGeorgia Bio www.gabio.orgBiotechnology Industry Assn www.bio.orgTechnology Association of Georgia www.tagonline.comWomen In Technology www.womenintechnology.orgAtlanta Business Chronicle (for events) http://atlanta.bizjournals.com/atlanta/calendar/Atlanta Daybook (for events) www.atlantadaybook.com


Network where the decision makers are:Attend sales, marketing, management, HR, industry-specific, etc. events several times per week. Write what you discussed on back of card.Post the event, email them your marketing plan as follow up.

http://www.nsnatl.org/

http://www.smei.org/

http://www.ama-atlanta.org/

http://www.bmaatlanta.org/

http://www.prsageorgia.org/

http://www.bprsatlanta.org/

http://www.atlantaima.org/

http://www.dma-atlanta.com/

http://www.iabcatlanta.org/

http://www.shrmatlanta.org/

http://www.astdatlanta.org/

http://www.gabio.org/

http://www.bio.org/

http://www.tagonline.com/

http://www.womenintechnology.org/

http://atlanta.bizjournals.com/atlanta/calendar/

http://atlanta.bizjournals.com/atlanta/calendar/

http://www.atlantadaybook.com/

This could be separate series of workshops!We will focus on LinkedIn here vs. the others. What Is LinkedIn? ◦ Professional network of trusted colleagues, contacts, etc.;

used for business not as “social” as facebook and MySpace. ◦ LinkedIn has over 38 million members in over 200

countries/territories around the world. ◦ A new member joins LinkedIn approximately every second,

and about half of our members are outside the U.S. ◦ Executives from all Fortune 500 companies are LinkedIn

members. Statistics from LinkedIn website – www.LinkedIn.com


http://www.linkedin.com/

http://www.google.com/imgres?imgurl=http://myhope.hope.edu/s/425/images/editor/LinkedIn20logo.jpg&imgrefurl=http://myhope.hope.edu/s/425/start.aspx?sid=425&gid=1&pgid=447&h=178&w=640&sz=9&tbnid=UAKrrmW4w-Jc9M::&tbnh=38&tbnw=137&prev=/images?q=linkedin+logo&hl=en&usg=__pKAz5iSKsbkp6Sx3mkPWYSH_3iU=&ei=SqXiSYnCHeaFmQfz6YTVCQ&sa=X&oi=image_result&resnum=3&ct=image

http://www.google.com/imgres?imgurl=http://fyi.oreilly.com/twitter-logo.jpg&imgrefurl=http://blogs.oreilly.com/cgi-bin/mt/mt-search.cgi?blog_id=48&tag=twitter&limit=20&h=295&w=800&sz=32&tbnid=HlgeaHb1DzF49M::&tbnh=53&tbnw=143&prev=/images?q=twitter+logo&usg=__Y1fa5n_iJ9aXCtNX8ys657tyc8Y=&ei=XqXiSbjHFYrfmQednsjaCQ&sa=X&oi=image_result&resnum=1&ct=image

http://www.google.com/imgres?imgurl=http://www.salomaa.com/pics/Plaxo_logo_black_300.jpg&imgrefurl=http://www.cascadiacommons.org/index.php/CascCommSNS&h=546&w=1713&sz=150&tbnid=W8DMTVXaO2H4NM::&tbnh=48&tbnw=150&prev=/images?q=plaxo+logo&usg=__ti3N_GR60eT3LioHyAKoiOh0IwA=&ei=gqXiSc_DCOHemQeG36WBDA&sa=X&oi=image_result&resnum=1&ct=image

http://www.google.com/imgres?imgurl=http://noboundaries.org/wordpress/wp-content/uploads/2008/06/facebook-logo.jpg&imgrefurl=http://noboundaries.org/&h=301&w=800&sz=78&tbnid=zJxMgbsojbq3jM::&tbnh=54&tbnw=143&prev=/images?q=facebook+logo&usg=__x6l5QzZoGB-HGXoFid1PC3QXZJk=&ei=lKXiSeHfKsKgmAe9vdyKAw&sa=X&oi=image_result&resnum=1&ct=image

http://www.google.com/imgres?imgurl=http://www.troteclaser.com/en-US/news/PublishingImages/myspace_logo.jpg&imgrefurl=http://www.troteclaser.com/en-US/news/articles/Pages/Trotec_Myspace.aspx&h=483&w=2303&sz=82&tbnid=Q67fk3UlhhZuDM::&tbnh=31&tbnw=150&prev=/images?q=myspace+logo&usg=__BJqqu5A8xBqZfrHbJAWgZC1jY0c=&ei=8UnjSdygMJystgeiqujtDA&sa=X&oi=image_result&resnum=3&ct=image

Why Should I Use It? How Did I Use It?◦ Today, NOT being on LinkedIn is a detriment to your job

search. Most widely used by recruiters, HR and companies to look for and research candidates.

◦ Companies/recruiters post jobs here.◦ You can research companies and contacts in those

companies.◦ You can have a professional “Profile” (resume) online for

prospective hiring managers and recruiters to view anytime. ◦ You can join “Groups” in your industry and former companies

to network.◦ When you see a job posted online, network through LinkedIn

and your contacts to see if you can get your resume in front of the right people internally.



Create a headline that is attached to your name.Create a detailed “Profile” online which mimics your resume.Add as many previous, relevant jobs as you can so you have a potential “Connection” to others in those companies.Update your “Status” often to ask for advice, questions, and tell folks what you need.Add your education, awards, specialties - anything that separates you from the crowd.Ask for recommendations from previous bosses, professors, colleagues, etc. so you have built in references online. Recruiters/employers look for at least 2-3 recommendations on your profile.


Join industry-specific or company “Groups” to network online, ask/answer questions, get noticed and have common connections with folks. Create custom messages of how you know the colleague so they accept the invitation. Invite your contact list to LinkedIn by using a custom message for the group of folks by using their Outlook toolbar. Invite folks from your Outlook email by using the Outlook toolbar. Try to get to 100 connections so you have enough folks in your 1st and 2nd degree network to help you in your job search.Once you do the basics, try loading some additional applications like SlideShare to share a presentation or pdf, your Reading List, etc. to promote yourself and your background.


The LinkedIn Best Practices BookletBy David Nour from Atlanta; you can buy on his site www.relationshipeconomics.netI’m on LinkedIn — Now What???By Jason AlbaThe LinkedIn Personal TrainerBy Steven TylockLinkedIn for RecruitingBy Bill Vick and Des Walsh


http://www.relationshipeconomics.net/


Resume Building Sites◦ www.mashable.com/2009/03/18/resume-building50-Plus Job Market/Resume/Job Search Help◦ www.encore.org◦ www.grayhairmanagement.com◦ www.retiredbrains.com◦ www.retirementjobs.com◦ www.2young2retire.com◦ www.fiveoclockclub.comAtlanta Business Chronicle’s Book of Lists for research◦ Barnes & Noble behind the counter


http://www.mashable.com/2009/03/18/resume-building

http://www.encore.org/

http://www.grayhairmanagement.com/

http://www.retiredbrains.com/

http://www.retirementjobs.com/

http://www.2young2retire.com/

http://www.fiveoclockclub.com/

Karen Angellatta-Wheeler, President678-591-3513

www.EffectiveSalesStrategies.com


Strategic consulting firm providing organizations with successful sales, marketing, training and human capital strategies increasing their top and bottom line results and improving employee performance and effectiveness.Specializing in the human capital, training, consulting, technology, wireless and telecommunications industries.20 plus years of practical, proven and award-winning experience translating into specific, measurable results for your company.Effective Sales Strategies, LLC can help your business increase sales, revenues, profitability, productivity, effectiveness and performance.


Strategic Sales Consulting◦ Sales effectiveness & business development strategies & tools◦ Sales leadership strategies & tools◦ Sales optimization/channel alignment, assessment & territory planning◦ Sales change management/culture change initiatives◦ Sales training department/organization assessment & design◦ Sales & leadership training strategies, design, development &

implementationStrategic Marketing Consulting◦ Strategic marketing consulting◦ Marketing strategies (internally or externally) ◦ Brand awareness & creation◦ Website & e-commerce design & development◦ Search engine optimization◦ Social networking consulting◦ Advertising, promotion & publicity strategies


Strategic Human Capital Consulting◦ Strategic human capital consulting, assessment & planning◦ Training department/organization assessment, redesign & marketing ◦ Organizational effectiveness strategies◦ Curriculum/portfolio evaluation & design◦ Training & employee development strategies◦ Leadership & executive development◦ Innovative sales & leadership training design, development &

implementation◦ Measurement & learning effectiveness strategies & tools ◦ E-learning, blended learning, web-based ILT and virtual training

design & development◦ E-learning & non-traditional content sales via e-commerce solutions◦ LMS design, development & deployment◦ Talent assessment/management & succession planning◦ Process development & best practices management


Founder and President Karen Angellatta-Wheeler is a senior level thought leader with a 20 year proven track record of increasing sales, employee retention and customer satisfaction, and building and redesigning successful teams from the ground up. Her sales, marketing, leadership, training, operations, organizational development and human capital experience is focused on increasing top and bottom line results, performance and effectiveness. As the former National Director of Sales Training for Verizon Wireless, Karen drove the company’s sales training strategy across all channels of distribution for 31,000 of 69,000 employees including 7,000 executives, directors and managers across 2,500 locations. In addition, Karen has developed and managed award-winning programs highlighted in Training Magazine's Top 100 & 125 Lists for the last 8 years helping Verizon Wireless earn the coveted number 4 spot in both 2007 and 2008. Karen has a unique client perspective since she was a buyer and executive decision maker for sales, marketing, human capital and training initiatives at companies like The Limited, GTE and Verizon Wireless.


Karen and her team are award-winning veterans with sales, marketing, training, human capital, telecom and wireless executive experience. She and her team understand your business issues and needs because they have helped solve them at companies like Verizon Wireless, GTE, InGrid Home Security, Orkin and many others. You can leverage Effective Sales Strategies’ objectivity and lack of bias in your organization and use their expertise as a strategic advantage.


Karen Angellatta-Wheeler, President678-591-3513

www.EffectiveSalesStrategies.com
