The Ultimate LinkedIn Sales Guide

FOREWORD

‘This book will become THE guide for businesses, salespeople and sales teams everywhere who want to learn and master LinkedIn for prospecting, lead‐generation and selling’.

In modern sales, an omni‐channel approach to prospecting and sales engagement gives you the highest probability of reaching the right prospect, at the right time, with the right message. From the phone and email to video, direct and text messaging, and social media, B2B sales professionals have more ways to engage prospects than at any time in history.

LinkedIn, in particular, has become a crucial part of the modern B2B toolkit. For the sales profession, LinkedIn is the most important technological advancement since the telephone.

I've endured my share of salespeople who whine that they are not comfortable on social media, don't know how to use it, think it is a waste of time, and mostly complain that they don't have time for it. If you are in this camp, then you need to wake up – and fast!

There has never been a time in sales when so much information about so many buyers was this easy to access. And not just contact information, but context. Through the social channel, we gain glimpses into our prospects' behaviour, desires, preferences, and triggers that drive buying behaviour and open buying windows.

It is critical that you include LinkedIn in your sales strategy. As a sales tool, it is essential. No matter what you are selling, LinkedIn is no longer optional.

To be blunt, it is stupid to ignore ...