Turn Your Search Results Into Lead Lists With Sales Navigator

Not to play favorites, but if I had to choose my top LinkedIn subscription, Sales Navigator would win every time. Of all my clients who can benefit from a paid version of LinkedIn, I would say 80 to 90 percent of them choose Sales Navigator, too. (I even recommend this option to many recruiters over LinkedIn’s Recruiter Lite option!) 

Why? The tools and features Sales Navigator offers are unmatched for identifying and nurturing the right targets—whether they’re potential customers, employers, candidates, or partners. If you’re not already familiar with Sales Navigator’s powerful search tools, start with this article to get acquainted. In it, I break down what it means to conduct an Advanced Search. 

Once you’re set with a saved search, then it’s time to turn your search results into sales results. I’ve said it before and I’ll say it again, even the most dialed-in search isn’t enough to actually start closing....

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LinkedInsider Top Hits: Everything You Need To Know About LinkedIn Content

Like top hits on music billboards, LinkedIn content always ranks among our most popular topics. So, I thought it was time to pull together a little roundup of articles on the subject—our “Hot 7” on content if you will. If you have content questions and you’ve landed here in search of some answers, you’re in the right place! From what to post to when and how, I’m answering all your biggest LinkedIn content questions. It’s your self-serve source for all things LinkedIn content. 

 

5 COMMON MYTHS PEOPLE BELIEVE ABOUT LINKEDIN ENGAGEMENT

Are you a LinkedIn content skeptic? In this article, I bust the top five myths of LinkedIn content creation and make the case that everyone can benefit from joining in on the conversation. 

 

THE SNOWBALL EFFECT

Like creating a giant snowball, getting started with LinkedIn content is the hardest part. Try this simple challenge to give you the momentum you need to get going. 

 

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5 Common Myths People Believe About LinkedIn Engagement

Every now and then, I meet a LinkedIn skeptic—someone who understands the importance of a professional profile but doesn’t see the value of actually engaging on the platform. By now, I think I’ve heard all the excuses, from lack of time to doubt about the impact. Do you fall into the skeptic camp? Allow me the opportunity to change your mind. 

MYTH 1:  UNLESS I’M SELLING SOMETHING, ENGAGING ON LINKEDIN WON’T BENEFIT ME. 

If you’re not already active on LinkedIn, my question to you is, “How else are you staying on people’s radar?” Even beyond the sales benefits (which are many!), staying top of mind is helpful for all sorts of business reasons. Just by seeing your face and name on their feed, your colleagues and connections are more likely to remember you when they have a new opportunity, connection, or idea to share that could propel your career or business. 

“Staying top of mind is helpful for all...

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Are You Asking The Right Questions?

Raise your hand if you’ve ever hit a wall in your sales or recruiting process! We’ve all been there. Anyone who works in a sales or recruiting role will tell you, no technique or process yields a “yes” 100 percent of the time. If there were a perfect process, everyone would do it. 

Whether you’re finding the right candidate for an open position or attracting a new customer, there’s a human on the other end of your process—and that complicates things. Because you can never quite predict what will resonate with someone else, it’s important to test new approaches, look at the data, and keep what works.

If there were a perfect process, everyone would do it.

Next time you’re feeling stuck, try a new approach. Here’s an idea for your digital or LinkedIn outreach communications: Ask for the clarity you need. As simple as it sounds, embracing the right kinds of questions can be a game-changer. Instead of...

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Grow Your Network Faster With Sales Navigator

I recently asked our social media account followers what they want to do better this year, as it relates to LinkedIn. So many of you told me you need help networking. That’s no surprise, because no matter where you are in your career, networking is an essential part of leveling up what you do. 

When it comes to networking on LinkedIn, I’d be remiss not to talk about Sales Navigator. If you’re trying to grow your network, professional contacts or prospects, Sales Navigator can help you do that more efficiently at a larger scale. I’ve rounded up the questions I hear most about Sales Navigator. See how my Sales Navigator philosophy can help you get the most bang for your buck, whether you’re considering buying a Sales Navigator subscription or you’re an existing subscriber looking to improve the way you use your tools. 

 

IS SALES NAVIGATOR WORTH IT? 

Sales Navigator is one of several paid individual subscriptions LinkedIn...

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What To Look For In A LinkedIn Trainer, Speaker And Consultant

When one year or quarter comes to a close and another one begins, many companies begin assessing the needs and goals they have for the next year. Finding the right partner to help grow and support your business can be a challenge. Sometimes, it’s difficult to know how to assess a potential vendor, especially if their expertise is very different from your own. 

When prospective clients come to me, they’re usually looking for a consultant to reach a key personal or business goal through LinkedIn. My support comes in a range of different formats. Whether I’m training clients in a one-on-one or group setting or speaking at a conference, corporate annual meeting, or a sales incentive trip gathering, I am ultimately always seeking to equip my clients with the tools and knowledge they need to connect with purpose and drive their revenue. 

As a business owner, I am often on both sides of the equation—being vetted by prospective clients and vetting my own...

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Missing The “Connect” Button? It’s There.

If you’ve ever tried to grow your LinkedIn network, you might have encountered a startling roadblock. Usually, making a new connection on LinkedIn is just a matter of clicking the “Connect” button inside a person’s profile and attaching a personalized invitation note. Occasionally, however, you might find that the connect button isn’t visible. 

Before you panic, know that LinkedIn users have the ability to turn off their “Connect” button and instead feature a “Follow” button in the same space on their profile. If you can’t find the “Connect” button right away, don’t worry. It’s still there, you’ll just need an extra click to find it. 

IF THE CONNECT BUTTON IS MISSING, FOLLOW THESE TWO SIMPLE STEPS: 

  1. Click the “More” button inside the person’s profile.

 

2. Select the “Connect” button from the dropdown menu.

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How Do You Stack Up On LinkedIn’s Social Selling Index?

If you work in sales, you already know the importance of quantifying your efforts. In fact, you’re probably well accustomed to scorecards, benchmarks, and KPIs. Each can provide clarity around where your strengths and weaknesses lie—an essential part of improving.

Now, I want to introduce you to one more tool to add to your performance metric toolset. Enter, LinkedIn’s Social Selling Index (SSI), a proprietary tool LinkedIn introduced within 12 months of launching Sales Navigator. The SSI is designed to help you measure how you’re resonating on LinkedIn. It quantifies a dimension of sales success, social selling, that’s otherwise very “squishy.” 

Let’s review a few quick tips to help you understand the SSI, locate your score, and improve your performance. 

WHAT IT IS  

The term ”social selling” refers to the relational aspect of selling, including sales conversations and other forms of authentic...

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Why Your Company Should Be On LinkedIn

Having a website has become a prerequisite to starting a business. If your business doesn’t exist online, well, it may as well not exist. That’s because being found is critical to gaining traction. Whether you like it or not, your prospects are vetting you online, sometimes before they even begin a conversation with you. LinkedIn is also an essential part of establishing your company’s digital presence, so if your business does not already have a presence on LinkedIn, it should. Not convinced? Let me see if I can change your mind. 

GET FOUND FASTER 

If you’ve ever been to a networking event or conference, you probably can relate to that frustrating feeling when someone’s name is right on the tip of your tongue but you can’t quite remember it. In some cases, you might even recall where someone works although his or her name escapes you. That’s one reason why it is recommended to associate your name and personal profile with...

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Creating LinkedIn Content That Draws A Crowd

If you’ve ever watched a street performer in a big city, you’ve probably experienced a strange phenomenon. What begins as a small audience of passersby grows almost instantly into a massive crowd. It’s funny how that happens. People hate to miss out. When they see others gathering, they tend to stop, too, to figure out what all the fuss is about. 

Often, a similar effect happens with LinkedIn content. When a critical mass of people forms around a post, suddenly it gains momentum very quickly. More and more people react and comment on content when they see that many others have, too. Engagement breeds engagement, and a few dozen reactions and comments grow to several hundred. 

I consider myself a student of these sorts of posts. I’m always looking to see what I can learn from content that has gained massive traction on LinkedIn. Of course, unlike that street performer in the square, not all LinkedIn traction is organic. We know that some content...

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