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Social Selling Case Study: Eric Mitchell Success Story

Eric Mitchell

Eric Mitchell is the head of sales and marketing at Mobitor. Before Eric introduced social selling to the Mobitor sales team, they focused on cold calling and using other old and outdated sales tactics that were not yielding sales.  Challenge While Eric has been using LinkedIn since the platform’s early days, he started in sales using traditional sales methods such as purchasing lists and cold calling. The cold calling in particular he found bothersome, as he felt awkward calling up prospects and starting up a conversation like they were old friends. He called this the carpet bombing approach as he was hitting everyone in a company looking for the right person and hoping that if he contacted enough people in the company that he would eventually get a hit. It was always a challenge finding the right person in the company, rather like finding a needle in a haystack. It all came to a boiling point. He was very frustrated and decided he had had enough of calling a prospect with the “till they buy or die” approach and suffering through sales leaders quoting Boiler Room, Wall Street and Glengarry Glen Ross. He knew there had to be a better […]

Everything You Need To Know About LinkedIn Marketing

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Are you ready to start taking advantage of the increased leads LinkedIn marketing is generating for other B2B companies and professionals? LinkedIn is a powerful lead generation tool but only if used correctly. The trouble is that most people aren’t using it correctly or may only be doing certain things correctly while dropping the ball in other important areas. Below you’ll find 21 of the best LinkedIn marketing resources that address the site’s main features, the most common questions from business owners, best practices and my favorite tips and tricks. This is definitely a page you’ll want to bookmark since each heading below addresses a key component of LinkedIn marketing along with a link to the best resource I have to get you more educated on that topic. Laying The Foundation For Your Success On LinkedIn 1. Have a Professional & Optimized LinkedIn Profile It’s crucial that you don’t start reaching out to potential prospects until your profile is complete and ready to make a great first impression. Recommended Reading: 21 Steps To The Perfect LinkedIn Profile 2. Get Found On Page One Of LinkedIn Search The next step after your profile is complete is to ensure you’re showing up […]

How To Get More Prospects To View Your LinkedIn Profile

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Why should you care about how to increase LinkedIn profile views? If you’ve laid the groundwork by completing your profile, getting your ideal clients to visit your profile is the first step in your sales funnel. This is where they learn more about you and how you can solve their problem before they decide to visit your website or reach out to you in some way. Once you get your prospects on to your LinkedIn profile, you can start to lay a path for them to take that gets them on to what I call the buyer’s journey. It’s imperative that your LinkedIn profile is fully complete and is optimized to impress your target market on the first impression. If you think your LinkedIn profile could use a bit of tweaking, make sure you read this article first. Where To Track LinkedIn Profile Views It will be tough to measure your progress without a simple way to track your profile views. You can keep in the loop by regularly checking the Who’s Viewed Your Profile page to see who and how many potential prospects are viewing your profile. To access it, hover over the Profile link in the top navigation […]

19 LinkedIn Ninja Tricks Experts Haven’t Taught You Yet

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Have you ever wondered if you’re missing some of the functions on LinkedIn that may help you with your business? It’s hard to keep up with all of the changes and functionality on social media sites. It’s something that my team and I do daily to make sure we stay up-to-date on all of the LinkedIn tips, tricks and changes. In this article I am going to share some of the best kept secrets (old and new) that include a special backdoor for adding new connections, how to send messages instead of paid InMails, extreme advanced search ninja tricks and much more. Each of these 19 LinkedIn tips are simple and easy to implement immediately! 1. The Secret Backdoor To Adding Connections If you want to connect with someone on LinkedIn, you’ve always had to say how you know them in your connection request. If you’re trying to meet new people on LinkedIn, selecting a group you share in common was previously an option for saying how you know that person when connecting. That option has recently vanished. Fear not. Brynne Tillman recently shared an excellent article showing you a backdoor trick for getting past it: Visit the profile of […]

B2B Lead Generation With LinkedIn: 72.8% More Sales For Social Selling Teams

B2B Lead Generation On LinkedIn

Are you skeptical that social media can be an effective lead and sales generating tool for your company? Many B2B companies aren’t seeing the benefits of social media to generate leads. While social media may be fine for personal use and has been shown to be of benefit in business to consumer markets, it has no place in the B2B business world…or does it? Businesses are owned and run by people. And it is people that make the buying decisions. But can social media really provide a systematically repeatable and measureable increase in leads and sales for your B2B company? This is a valid concern. In fact, according to a report by Gleanster [1], 93% of B2B marketers have ranked “measuring the return on social media campaigns” as their number one challenge with respect to social media marketing. The answer to this question is yes, but only if you do it the correct way. Some of the biggest B2B companies in the world have been using social media successfully for social selling such as ADP, CISCO, IBM and XEROX. In fact, in another report from Gleanster [2], they state that 85% of top performers had indicated that social media is a […]

Social Selling Case Study: Scott Logan of inContact

Scott Logan

Before using social selling, Marketing Campaign Manager Scott Logan and his sales team from inContact used popular lead generation tactics for sales teams. These included sending out regular emails then following up on inbound leads via phone as well as cold calling. The Challenge Over time Scott started to notice that his team’s email efforts were not producing the result they once had. They were increasingly challenged with finding true qualified leads, being able to reach the decision makers, and connecting with decision makers without annoying them. The Solution Scott decided to do some research. He looked at a variety of information that he found online as well as a slideshow called The Evolution of LinkedIn and discovered something called social selling. This piqued his interest. The more research he did, the more he realized the powerful potential of social selling and LinkedIn. Scott knew that he needed to be ahead of the game and get a handle on the concept and process of social selling. He also knew that he had to have a well-documented reporting process showing a clear ROI. Scott created a social selling process from scratch using the results of his research and the AB split […]

Social Selling Case Study: Darrel Griffin of Social4Sales

Darrel Griffin

Darrel Griffin is a Western Australia-based Signage Adviser with over 20 years of experience in B2B sales, predominantly in the UK. Due to the exceptional success of his social selling efforts, he has also launched a consultancy, Social4Sales, aimed at training fellow sales professionals in the art of social selling.  The Challenge Prior to using social selling or LinkedIn, Darrel was selling using a combination of cold calling and email prospecting. With little to no information about the companies he was contacting, he generally found himself resorting to calling the business to get the name and email address of the person he needed to contact from the gatekeeper. In the rare instances where this tactic did pay off, he would email the person and then follow up a few days later. The process required a lot of time and work with a very low to moderate return. Darrel knew he needed to find a better way to prospect for new leads. The Solution Darrel moved to Western Australia with his family in 2012. Starting from scratch and with no professional connections, he decided to immerse himself in social media as a way to build business relationships. He decided to focus […]

Breaking Down The LinkedIn Social Selling Funnel

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Are you still struggling to get results with social selling and LinkedIn? Social selling is not easy at first. It can feel unnatural and even awkward at times. This might be because many entrepreneurs and sales professionals think of it as a “tactic” rather than what it really is: a means to building and leveraging relationships. While this is quite generalized, people that are naturally strong at social selling are often not the ones that have an affinity for technology. Quite the opposite actually. They are usually more people oriented. Does this sound like you? If you’re struggling with social selling, the odds are high that you’re over thinking the technical side and undervaluing the relationship aspect of it.  Here is a 7-step system that will help you focus on what is most important in the social selling process and get you from finding prospects on LinkedIn to taking the relationship offline.   Step 1: Identify Prospects Social selling requires you to have a clear grasp on your target market, so begin by thinking of common titles your market would use to describe themselves. This will be a crucial part of finding prospects to connect with online. These titles relate […]

10 Data-Driven Steps To Dominate LinkedIn Publishing

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The problem with a lot of stats that come out on social media (and anything really) is that they don’t always provide you with insight that’s immediately actionable. OkDork and Search Wilderness analyzed 3,000 of the most successful LinkedIn Publishing posts that provided extremely powerful data that can help you dramatically increase the results of your next post on LinkedIn. I was so blown away by the data presented in their original post that I had to reach out to the original authors on Twitter to ask if I could create an infographic with it. Thankfully they agreed and that gives me the great pleasure of providing you with this top-notch, actionable information.

8 Reasons Why You Should Upgrade To LinkedIn Premium

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Is LinkedIn Premium actually worth the money? Many users will often find themselves wondering this at some point when they are offered a free trial to experience the features LinkedIn Premium offers. Although I am personally a LinkedIn Premium user, I’m not prepared to say everybody should be using it because that’s simply not true. I get value from using LinkedIn Premium because I make use of the additional features it provides. There are 4 different types of general LinkedIn Premium accounts: Free Business Business Plus Executive There are also 3 specialized versions of LinkedIn Premium that cater to three types of users: Recruiters Job Seekers Sales Professionals (aka LinkedIn Sales Navigator) If you’re actively using LinkedIn as a social selling tool, here are eight reasons why it might be advisable to go premium. 1. Additional Search Filters If you’ve read my book, The LinkedIn Code, you know one of the most valuable tools on LinkedIn is its advanced search. The advanced search results on LinkedIn are VERY reliable, because LinkedIn pulls the results from content within people’s profiles where they tend to share more information not commonly found on sites like Facebook or even Google+. Truthfully, you can access […]