Introduction 1
About This Book 2
How This Book Is Organized 2
Part 1: Getting Ready to Generate Leads 2
Part 2: Building a Database of Leads 2
Part 3: Engaging with Leads 2
Part 4: Turning Leads into Valuable Relationships 3
Part 5: The Part of Tens 3
Foolish Assumptions 3
Icons Used in This Book 4
Where to Go from Here 4
Part 1: Getting Ready to Generate Leads 5
Chapter 1: Selling Is a Social Business 7
Defining Social Selling 7
Looking at the Four Pillars of Social Selling 8
Collecting, Connecting, Converting: The Formula for Success 9
Exploring the Sales Navigator Plans 10
Activating Your Sales Navigator Account 12
Measuring Efforts with the Social Selling Index 15
Opening Access with TeamLink 16
Planning Your Roadmap for Social-Selling Success 17
Chapter 2: Determining Your Target Audience 19
Defining the Buying Personas 20
Identifying Customers' Pain Points 22
Practice active listening 22
Ask customers what their pain points are 23
Find out what motivates them 23
Find common ground 23
Identify the most pressing issue 24
Who Are the Stakeholders and What Are Their Dreams? 24
Chapter 3: Mapping the Buyer's Journey 27
Understanding Where Customers Do Their Research 28
Meeting the Customer: How Accessible Are You? 29
Conducting the Transaction: What Motivates Your Customers? 31
Creating Fans: Will Your Customers Recommend You? 32
Up-selling or Cross-selling: Achieving the Customer's Dream 35
Part 2: Building a Database of Leads 37
Chapter 4: Setting Up for Success 39
Navigating the Home Page 39
Main navigation bar 40
Search bar 41
Update feed 42
Filtering Your Updates 42
Sharing Updates on LinkedIn 44
Tracking Your Social Selling Index 45
Tracking Who's Viewed Your Profile 47
Monitoring Your Recent Views and Searches 49
Chapter 5: Identifying Leads 51
Setting Key Preferences 51
Performing a Quick Database Search 54
Searching the LinkedIn Database Using Advanced Search 57
Using Boolean Operators in Sales Navigator Searches 59
Customizing Your Search Results 61
Saving Your Searches 64
Receiving daily, weekly, or monthly email alerts 65
Modifying a saved search 66
Running a saved search again 66
Zeroing in on the Best Results with Sales Spotlights 67
Changed jobs 68
TeamLink leads 69
Mentioned in the news 70
Posted on LinkedIn within the past 30 days 71
Shared experiences 72
Leads that follow your company page 73
Chapter 6: Saving Leads and Accounts 75
Saving a Lead 75
From a company's account page 76
From a search results page 77
Adding Tags and Notes to Your Leads 79
Viewing Similar and Suggested Leads 82
Saving an Account 84
Adding Tags and Notes to Your Accounts 85
Viewing Similar and Suggested Accounts 87
Part 3: Engaging with Leads 91
Chapter 7: Becoming Top of Mind with Your Leads 93
Engaging with Leads 93
Interacting with top updates 94
Interacting with recent updates 96
Sorting Updates by Type 97
Sales alerts 97
Job changes 98
Suggested leads 99
Lead news 100
Lead shares 101
Account news 101
Account shares 102
Top accounts 103
Creating and Managing Content with PointDrive 104
Creating presentations 104
Viewing team members' presentations 107
Tracking customer interactions 108
Chapter 8: Connecting with Leads 111
Identifying Common Ground 112
Checking mutual interests 112
Pinpointing mutual connections 113
Determining mutual groups 116
Reaching Out with Connection Requests 118
Approaching with InMail Messages 120
Part 4: Turning Leads into Valuable Relationships 123
Chapter 9: Developing a Daily Routine 125
Achieving Social-Selling Success in 30 Minutes 126
Advertising in history 126
The social media game changer 127
Tracking Your Saved Leads and Accounts 128
Monitoring Recommended Leads and Accounts 130
Managing Your Sales Navigator Inbox 132
Engaging with Leads Using PointDrive 135
Chapter 10: Using the Mobile App 139
Accessing the Sales Navigator App 139
Monitoring Activity on Your Home Screen 142
Staying up to date on your leads' activities 143
Filtering your updates 145
Engaging with your leads 145
Identifying potential new leads 146
Perusing Recommendations in Today's Discovery 147
Searching with the Sales Navigator App 149
Using Boolean operators 150
Filtering leads with Sales Spotlights 151
Filtering accounts with Sales Spotlights 155
Applying additional filters 155
Managing Saved Leads 158
Adding and editing tags and notes 158
Sending and checking messages 161
Accessing Your Account Settings 162
Selecting your sales preferences 163
Determining your settings 163
Part 5: The Part of Tens 165
Chapter 11: Ten Tips for Advanced Lead Generation 167
Quantity versus Quality 167
Saving Connections as Leads 168
Increasing Response Rates and Engagement with Your Profile 169
Best Practices for Requesting an Introduction 170
Conversation Starters 171
Managing Your Sales Navigator Inbox 172
InMail Do's and Don'ts 173
Adding and Saving Your Default Signature 174
Adding Attachments to Your InMail Messages 175
LinkedIn Sales Navigator for Gmail 177
Chapter 12: Ten Tips for Account Management 179
Accessing Administrator Settings 179
Viewing Account Types and Billing Information 180
Connecting Sales Navigator to Your Company's CRM System 181
Managing Access to InMail and Messaging 182
Enabling TeamLink 183
Activating New Users 183
Checking Activation Status and Sending Reminders 186
Removing Users 186
Viewing Usage Reports 187
Exporting or Printing Usage Reports 190
Chapter 13: Ten Social-Selling Leaders to Follow 191
Melonie Dodaro 191
Jan Willem Alphenaar 192
Koka Sexton 193
Neal Schaffer 194
Mic Adam 195
Richard van der Blom 196
Alex Kroon 197
Mark Williams 198
Wendy van Gilst 199
Gabe Villamizar 200
Chapter 14: Ten More Social-Selling Resources 203
LinkedIn Profile Cheat Sheet 203
LinkedIn Unlocked 204
LinkedIn Sales Blog 205
Social Selling LinkedIn Search 205
#Social Selling Twitter Search 206
Anders Pink 207
Top Dog Social Media 207
Venture Harbour 208
HubSpot Sales Blog 209
Harvard Business Review 209
Index 211
