For the Sales professional, LinkedIn has many benefits, both direct and indirect. Other parts of this book discuss how advertising and marketing people can bring in a higher volume of leads, as well as better qualified leads for Sales to follow up on. But LinkedIn is also a great source of information about the company you want to sell into, its structure, and its people.
Here are some of the ways LinkedIn can help you do Social Sales:
• Find new potential customers by prospecting
• Warm up cold calls with introductions by people you’re already connected to
• Discover which people from the target company are using LinkedIn
• Learn about people you might contact ahead of time so you can use that ...
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