LinkedIn for Business: How Advertisers, Marketers, and Salespeople Get Leads, Sales, and Profits from LinkedIn

12. Salespeople and Social Sales

If you’re a salesperson in a company that uses inbound marketing and social media, should you just sit back and wait for the leads? Maybe. Or can you use social media to find leads and create new sales opportunities? Yes, you can!

There’s a famous saying: “Dial for dollars.” It’s something sales managers used to say to encourage salespeople to make more cold calls. Pick up the phone and call someone who doesn’t know you and doesn’t care about what you offer. It’s hard, but do it, because that’s how you get the dollars. Well, unfortunately, that’s not so true anymore. Telemarketing is much less effective than it used to be. In this chapter, we discuss why that is and how you can now use social media to “network ...