In speaking with sales executives, I have discovered there are four stages of LinkedIn sophistication that a corporate sales team moves through. It follows the Technology Adoption Life Cycle Curve made famous by Geoffrey Moore in “Crossing the Chasm”.
The stages in order of increasing sophistication are:
1. LinkedIn? We don’t need no stinkin’ LinkedIn. …Continue reading
Do you regularly review the “Who’s Viewed Your Profile” section on LinkedIn? WVYP shows who’s been looking at your profile and how many times you have shown up in search results. Not only is a curiosity stimulator (“why was that person checking me out on LinkedIn?”), it can be a good source of leads – if you reach out to them. I regularly review the viewer’s Profile and send them a message if they look like a prospect (i.e. a sales executive). …Continue reading
A friend shared that he has not been able to add any LinkedIn Connections for the past week. When he clicks on the Connect button, the window just cycles forever and does not release. He wondered if he reached a limit. Customer Service confirmed that he did.
…Continue reading
I had been planning to write a blog about the new LinkedIn Company page features for a few weeks. Now I have to do it because LinkedIn enhancements are happening so fast that even I, a person that spends most of their day working on and learning LinkedIn, am getting behind. Plus, the latest one has the potential to become a marketing game-changer. Here is a quick review of three major features rolled out to Company Pages over the past few months: …Continue reading
Would you like to strengthen your relationships with your top LinkedIn Connections? Do you want to be top-of-mind with the movers and shakers in your business network? Here is a LinkedIn tip that will help. Tune into more Updates from fewer Connections. This is a two-step process. The first step is to tune into more updates. You can do this by entering the “Settings” are (under you name in the upper right hand corner) and going to the last tab at the bottom – the Account section. Click on “Customize the updates you see on your home page”. You will have the ability to enable home page views of the following: …Continue reading
Because I train B2B sales reps how to leverage LinkedIn, I sometimes get labeled a Social Media expert. That’s because LinkedIn, Facebook, and Twitter are often called the Big 3 of Social Media. Labeling me as a Social Media expert is either too kind or too insulting, but either way it is inaccurate. I am a sales expert who sees LinkedIn as a tool that salespeople can use to accomplish a task. …Continue reading
Did you know that you can join up to 50 LinkedIn Groups? Here are five reasons why you should join to the max:
1. Keep up to date on more topics of interest to more of your prospects.
2. You can send …Continue reading
Not all sales training is a waste, just some of it. A friend of mine works for a large technology company. He told me that his company completed four days of sales methodology training three months ago. When I asked him how it was going, he said, “We aren’t really using it. …Continue reading
When LinkedIn and Twitter integrated, LinkedIn co-founder Reid Hoffman and Twitter co-founder Biz Stone shot a video comparing the combination to chocolate and peanut butter. OK. Nice metaphor for the Reese’s lovers out there, but sometimes, you just …Continue reading
The previous post described 5 ways that LinkedIn IS like Salesforce. But just because LinkedIn is a software application used by salespeople to identify, connect and sell to prospects does not means it is Customer Relationship Management (CRM) software. …Continue reading
