LinkedInsider Top Hits: Selling & Sales Navigator

Whether or not your official title includes the word “sales,” most of us sell in some way. From pitching your product or service to a new customer to recruiting a new team member or getting buy-in on an idea, having sharp sales skills can help you achieve your professional goals. If you’re looking for some inspiration or a new way to tackle your latest sales challenge, explore this curated round-up of “top hits” on selling and Sales Navigator to find the support you need. 

Are You Asking the Right Questions?

Have you ever hit a wall in your recruiting or sales approach? You’re not alone. While it can be frustrating to feel like you’re not making traction, sometimes all it takes is a new approach. This article will help you gain clarity with a prospect or candidate just by asking the right questions. 

A 4-Step Sales Navigator Approach to Find Your Targets

While LinkedIn offers some useful search functionality in its free...

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Work-Life Balance: Does It Exist And How To Find It

It’s the mythical pot of gold at the end of the rainbow. A pig with wings. The unicorn of the working world. You may know it as the all-elusive “work-life” balance. Everyone’s talking about it—how they need it and want it, but the question remains, does it even exist? 

My take is this: yes, work-life balance exists, but it’s not a destination; it’s a constant quest. In fact, it’s really more of a mindset. I say this as someone who admittedly is not the world’s expert on finding balance between work and life. However, after hitting full-on burnout a few years ago and living to tell the tale, I’ve learned a thing or two. I know how to prioritize balance, and (hopefully), how to avoid hitting my breaking point again.

My take is this: yes, work-life balance exists, but it’s not a destination; it’s a constant quest.

Here’s my recipe for work-life balance: 



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The Power Of Kindness And Other Pandemic Lessons I’ve Learned

There’s no question that you’ve faced a change of some kind in the past few years. Some people experienced big changes—moving from the office to the home office, managing gaps in childcare, recovering from an illness, or grieving the loss of a loved one. For others, change came in the form of a thousand tiny inconveniences that, taken together, felt significant—altering plans with friends, postponing travel, or canceling birthdays. 

Personally, I experienced a combination of big and small changes, many hard, but many good, too. Amid the stress and discomfort, I found space for more reflection, more perspective, and so much more grace, both for myself and others. 

Even though I would never wish for a pandemic, I can say with confidence that my life now, both professionally and personally, is better than it was before March of 2020. Why? Because all this change has changed me and my clients in ways I think we needed. More than ever before in my...

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How To Take A Cue From Sales Navigator "Spotlights"

How much time would you save if you only reached out to people you knew would say “yes” to the job, product, or service you’re selling? Unfortunately, that’s not exactly how the prospecting process works. As we both know, you’re bound to have lots of prospects at the top of the funnel who never become sales—and that’s okay. 

But what if I told you there was a way you could target people or companies that have a good chance of actually engaging with you? Just imagine if you could stop wasting your time on outreach that ultimately gets ignored and focus on prospects who are ready to hear from you. The Sales Navigator “Spotlights” feature helps you do just that.  

Sales Navigator Spotlights allow you to identify leads (people) and accounts (companies) among your search results that are most likely to respond to your outreach. Sales Navigator offers several different types of Spotlights including: 

  • Job...

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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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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. 



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

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How To Be A Good Host In Your Sales Process

Have you ever visited a friend and felt instantly at home? Or perhaps, you’ve been lucky enough to stay at a particularly hospitable hotel. From a warm greeting when you arrive to fresh guest linens and maybe even a mint on your pillow, all the little details taken together contribute toward a sense of ease. They show you that your host prepared for your arrival, anticipated your needs, and invested in ensuring your experience is pleasant. 

Just like a good host or hostess, a strong salesperson prioritizes hospitality from the very first interaction with a prospect. Maybe you’re not having quite as many in-person sales conversations these days, but luckily, your hospitable touches don’t have to be fluffed pillows and towel swans. LinkedIn can help you collect all the information you need to make your prospects’ experiences comfortable and memorable. 

Before any sales conversation—whether via email, phone, or face-to-face—take time...

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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. 


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

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How This 1 LinkedIn Prospecting Tactic Can Be A Game Changer For You

There are dozens of ways to effectively prospect.


Maybe...And if you know that perfect formula, give me a call!

Now, are there useful prospecting formulas?

Absolutely. In fact, I would guess that any successful salesperson would agree that it is often a combination of multiple tactics that lead to new business deals.

LinkedIn is one communication channel that facilitates sales. I teach specifically the multitude of ways the platform can be used throughout the prospecting process. Ultimately, LinkedIn acts as an entry point for conversation, specifically if you are in a business that requires a live conversation and relationship-building to earn the sale.

To that end, the secret LinkedIn prospecting tactic that can be a game-changer for you is quite simple: Pick up the phone!

My sales trainer, mentor and friend, Walker McKay of No BS Sales School taught me this essential tactic years ago.

Do not fall...

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