book

The LinkedIn Edge

Name: The LinkedIn Edge
ISBN: 9781394316717

by Jeb Blount, Brynne Tillman

September 2025

Intermediate to advanced

336 pages

5h 24m

English

Wiley

Audiobook available

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Cover
Table of Contents
Other books by Jeb Blount
Title Page
Copyright
Dedication
PREFACE
Why LinkedIn, Why NowA Vibrant Sales EcosystemThis Is a “Fill Up the Pipeline” BookWe Meet You Where You Are
PART 1: Fast Prospecting
1 The Pipe Is Life
FastSlowRunning Fast and SlowBuilding Pipeline Fast Doesn't Work When You Are Moving SlowNote
2 Targeting Your ICP
Go Where the Money IsAnalyze Data Points to Identify Your ICPDevelop Your ICP

3 Build Prospecting Lists Fast
Inbound LeadsClosed‐Lost DealsProspects in a Buying WindowInactive CustomersHigh‐Intent Prospects
4 Building Lists from LinkedIn Engagement Signals
LinkedIn Post EngagementPeople Who Visit Your Profile
5 Job Transition Trigger Events
LinkedIn Free Version Notifications and Manual Job Change Search
6 Leveraging LinkedIn Search for List Building
Free Basic LinkedIn SearchSales Navigator Search FiltersBoolean SearchSaving Leads in Sales NavigatorHow to Add Contact Information to LinkedIn Lists
7 Prospecting Sequences
The Sledgehammer Approach Is DeadBreak Through the Noise with SequencingKey Elements of Effective Sequences
8 Integrating Soft LinkedIn Touches and Tags into Your Prospecting Sequence
Warming Up the Cold CallProspecting LubricationVisiting Your Prospect's ProfileEngaging with Your Prospect's PostsTagging Your Prospect in Posts
9 Using InMail in Your Prospecting Sequence
The GoodThe BadDo It Right or Don't PlayHow to Do It RightThe Four‐Step InMail Prospecting FrameworkNote
10 Integrating LinkedIn Direct Messaging into Your Prospecting Sequence
Skip Past GatekeepersFast Prospecting Use CasesNavigating the LinkedIn DM AppIndirect TouchesDirect TouchesConnection Request and LIDM Bad Behavior
11 Crafting Prospecting Messages That Break Through the Noise
Targeted MessagesCrafting Targeted Messages with LinkedInPersonalized MessagesUsing AI for PersonalizationNote
PART 2: Slow Prospecting
12 Familiarity
The Familiarity ThresholdCreating Fans Is a Slow ProcessA True Competitive Edge
13 A Slow, Deliberate Prospecting Journey
A Gradual ProcessPlaying the Long GameThe Importance of PatienceA Dual Approach: Balancing Slow Prospecting with Fast Prospecting
14 The Law of Cumulative Impact
Randomness Is the Enemy of EffectivenessSlow Prospecting on LinkedIn Is Hard WorkTime BlockingLinkedIn and Slow Prospecting Time InvestmentTreat LinkedIn Like a Key Sales Activity, Not an AfterthoughtDefine Clear Objectives for Each SessionPrioritize Engagement Over Passive ScrollingWorkflow Where It Makes Sense, but Keep It Personal
15 Develop a Slow Prospecting Plan and Metrics
Set Clear Objectives and Activity GoalsFocus Your Plan on Targeted ICP ProspectsImplement, Monitor, and Adapt
16 Managing Your LinkedIn Inbox
It's More Personal Than EmailTime Blocking for ConsistencyPrioritize for SpeedMove Faster with Message TemplatesIntegrating LinkedIn Messaging with Your CRM
17 The BTN Method
The BTN MethodologyWhy Doing “Just a Little Bit” Matters More Than You ThinkGetting Past the Mental HurdlesApplying BTN to ProspectingThe Law of Cumulative ImpactSomething Is Better Than NothingAdopt a No Zeroes Mindset
PART 3: Your Network Is Your Net Worth
18 Your Network Edge
The Heart of It AllBe a Strategic and Targeted NetworkerNetwork LeversYour Network Is a Sales Safety Net
19 The Seven People You Need in Your Network
Decision‐Makers and Key Influencers in Your ICPExisting CustomersChannel Partners and DistributorsVendors and SuppliersReferral Partners and ConnectorsIndustry Thought Leaders and ExpertsColleagues and Internal Team MembersAlign Your Network to Your Sales Objectives
20 Optimizing and Refining Your Existing LinkedIn Network
Get a List of Your Current ConnectionsOrganize and Clean Your LinkedIn Connections
21 Always Be Connecting
Opportunistic by DesignEngineering SerendipityYou Reap What You Sow
22 Sending Effective Connection Requests
Generic, Spammy, and ForgettableHow to Write Effective Connection Request Messages That Get AcceptedConnection Request Messaging TemplatesOptimizing Connection Request Timing to Familiarity PeaksWithdrawing a Connection Request
23 Avoid the Bait‐and‐Switch Connection Request
Build a Foundation of Trust One Brick at a Time
24 Rules and Best Practices for Accepting Connection Requests
Evaluate Each Invitation CarefullyIt's Okay to Say NoAsk for ClarificationEngage in Conversations with Inbound ConnectionsBuild a Network That Works for You
25 Nurture Your Network
The Law of ReciprocityPlay the Long Game and Be ConsistentLead with ValueMake Me Feel ImportantA Systematic Approach to Making People Feel ImportantConnector Currency
26 Multi‐threading
The Benefits of Multi‐threadingRelationship Explorer
27 Making the Shift from Cold Calls to Warm Introductions
Social Proximity at WorkA New Level Playing Field
28 Social Proximity and the Best Path In
Look at Mutual Connections on Their ProfileUse LinkedIn Search and FiltersUse the “Connections” Tab on Your Mutual Contact's ProfileBoolean StringsSales Navigator's Relationship Mapping“Best Path In” on Sales NavigatorThe GEAR Introduction Request FrameworkA Powerful Interconnected Ecosystem
PART 4: Personal Branding and the LinkedIn Profile Lead Machine
29 If You Are Not a Brand, You Are a Commodity
A Level Playing Field
30 Personal Brand Audit
Start Your Personal Branding Journey with an AuditVirtual First ImpressionsPeople Do Not Make the Distinction Between Personal and Business PostsManage Everything You Allow Others to SeeDefine the Brand You Want to Build
31 The LinkedIn Profile Makeover
Grabbing Attention Above the FoldStep 1: Save Your Profile Before EditingStep 2: Cover Image BannerStep 3: HeadshotStep 4: HeadlineStep 5: Name Pronunciation and Elevator PitchStep 6: Make It Easy to Contact You
32 The Middle Hooks
Step 7: Tell Your Story in the About SectionAbout Section Examples and AI PromptsStep 8: Elevate the Featured SectionStep 9: Leverage the Services SectionStep 10: Check Your Activity Section–Are You Showing Up or Sitting Out?
33 Credentials and Credibility
People Don't Like ChangeEmotional BaggageDe‐risk YourselfCredibility SectionsStep 11: Build Out Your ExperienceStep 12: Optimize Your Education EntriesStep 13: Add Licenses and Certifications That Mean SomethingStep 14: Skills and EndorsementsStep 15: Get RecommendationsNote
PART 5: Differentiation, Thought Leadership, and Authority
34 Authority in the Age of Transparency
Selling in an Ocean of SamenessPeople Buy YouBuilding Authority
35 Socially Surrounding Targeted Prospects with the Five S Framework
The Five S FrameworkA Steady Drumbeat of Credibility
36 Streaming: Creating and Posting Original Content That Builds Your Authority
Posting Original Content Gains More VisibilityThis Is Hard WorkConsistency Matters
37 Sharing: Building Authority Through Content Curation
Be Aware and Know Your SpaceTap into the Right SourcesThe FIRE MethodFeeding the Stream
38 Stop the Scroll: Creative Inspiration for Content That Connects
The Five Elements of Magnetic Content That Stops the ScrollCreative Inspiration Is All Around YouIt's Really About Understanding Your Audience
39 Search and the LinkedIn Algorithm
The Two Algorithms at PlayKnow What You Want to Be Found ForEngineering the LinkedIn AlgorithmNote
40 Showing Up in Comments and Conversation
Practice the 10:1 MethodAvoid the Post and GhostShowing Up Is a Daily DisciplineComments with SubstanceThe LinkedIn Edge All Comes Down to Showing Up
About the Authors
Index
End User License Agreement

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The LinkedIn Edge

by Jeb Blount, Brynne Tillman

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