Description
Make selling a social affair! The ABCs of sales have changed. It’s no longer: A-Always, B-Be, C-Closing. The new way of selling is: A-Always, B-Be, C-Contributing to your buyer’s journey. Social selling is an effective way to engage with your customer, and the world’s most powerful social selling tool for any B2B sales professional is LinkedIn Sales Navigator. It allows you to gain access to more leads, more InMail, and data to track your efforts. With the help of LinkedIn Sales Navigator For Dummies, you’ll learn how to write effective InMail messages and engage with prospects on the world’s most successful professional networking site. Along with utilizing those features, you’ll also benefit from access to full profiles outside of your network, guidance on how to best optimize your own profile for sales opportunities, and much more. * Use lead recommendations to get in front of the right buyer * Analyze your social selling efforts with real-time data * Reach more leads with customized InMail messages * Save 30 – 60 minutes a day previously spent on acquisitions If you’re a B2B sales professional who is new to LinkedIn Sales Navigator, this is the one-stop resource you can’t be without. Perry van Beek is a pioneer in social selling with LinkedIn. He founded Social.ONE and has been assisting companies with LinkedIn marketing, lead generation, and social selling since 2009. Perry conducts training and presents keynotes at sales conferences throughout the world. Connect with him on LinkedIn at www.linkedin.com/in/perryvanbeek. Introduction 1 Part 1: Getting Ready to Generate Leads 5 Chapter 1: Selling Is a Social Business 7 Chapter 2: Determining Your Target Audience 19 Chapter 3: Mapping the Buyer’s Journey 27 Part 2: Building a Database of Leads 37 Chapter 4: Setting Up for Success 39 Chapter 5: Identifying Leads 51 Chapter 6: Saving Leads and Accounts 75 Part 3: Engaging with Leads 91 Chapter 7: Becoming Top of Mind with Your Leads 93 Chapter 8: Connecting with Leads 111 Part 4: Turning Leads into Valuable Relationships 123 Chapter 9: Developing a Daily Routine 125 Chapter 10: Using the Mobile App 139 Part 5: The Part of Tens 165 Chapter 11: Ten Tips for Advanced Lead Generation 167 Chapter 12: Ten Tips for Account Management 179 Chapter 13: Ten Social-Selling Leaders to Follow 191 Chapter 14: Ten More Social-Selling Resources 203 Index 211
