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LinkedIn Membership Levels: Free vs Premium vs Sales Navigator

Over the last couple of weeks, I have received numerous emails and messages asking me questions about the differences between the LinkedIn membership levels, Premium Business Plus and Sales Navigator Professional. In fact, many people currently using Business Premium Plus want to know what benefits are left to having this account level or if they must upgrade to LinkedIn Sales Navigator to be able to accomplish their lead generation and social selling goals. I have put together a breakdown of the different features and tools included in each LinkedIn membership level, the cost and how they can be of benefit to you. Free LinkedIn Membership Let’s start with free LinkedIn accounts, as I have had plenty of questions come in from community members regarding the LinkedIn free membership. With so many important features gone, many are left wondering if LinkedIn is still useful with a free account or if they now need to pay for it to remain worthwhile to invest their time and resources in. With the removal of the Notes & Tags feature and the downgrade of the LinkedIn Advanced Search tool, lead generation has become more work with the free account. Not only must you use outside tools […]

LinkedIn Advanced Search Now Only Available with Sales Navigator [Tutorial]

Have you used LinkedIn’s advanced search to find people and/or companies for lead generation? With LinkedIn’s recent changes they have removed most of the advanced search functionality. This move is essentially forcing those that are using LinkedIn for lead generation to upgrade to Sales Navigator. In this article I am going to provide an in-depth look at how to use LinkedIn Sales Navigator’s Advanced Search as part of your lead generation and social selling process. Many within my community have expressed frustration at having to modify their lead gen process with the recent changes to LinkedIn. I am happy to report that only slightly modifications will be necessary to your existing process if you use Sales Navigator. Because it is a LinkedIn product, it already looks and functions similar to what you are used to. There are also additional benefits to using Sales Navigator as this product is built for the purpose of lead generation. You should be able to create an even more efficient and effective process using it, as you become more familiar and fine tune your process. The biggest downside is the cost. But, depending on what a sale is worth for you, it will be worth […]

3-Step LinkedIn Social Selling & Lead Generation Process

Does social selling seem too difficult or time consuming to include as part of your daily routine? Do you need an effective daily lead generation plan that produces results and is designed for your busy schedule? Social selling is just another way of saying lead generation. It is an essential part of every business strategy to find your ideal clients and build a relationship with them, so that when they need what you offer, they will come to you. But why is LinkedIn social selling so important? Because today, a sale is a journey, not an action. Today companies choose who to work with based on who has become part of their buying journey. Your ideal clients are doing independent research and looking for information to help them make an educated choice about how they will spend their money and ultimately they will choose the company/person who has assisted in their buying journey. The good news is that you can find these ideal clients, build a relationship with them and establish yourself as a trusted expert on LinkedIn. Here is a daily LinkedIn social selling plan broken down into three manageable steps to help you effectively and efficiently manage your […]

61 LinkedIn Tips For Business: From Beginner to Power User

  Have you wondered what type of results you can get using LinkedIn for business? Or maybe you are wondering if there’s enough of an ROI on your LinkedIn activities? It can seem like there is never enough time in the day to do all the things you want or need to do to grow your business. You may even struggle with finding the time to read articles like this one – even if that article could make you more efficient, more effective and ultimately generate more leads and sales. I have complied my best 61 LinkedIn tips for business, which includes great nuggets whether you are new to LinkedIn or a power user, in this easy to read and easy to share blog post (including a SlideShare presentation). Here are 61 LinkedIn Tips For Business View All 61 LinkedIn Tips For Business For Quick Reference I have added all 61 of these LinkedIn tips into a handy Slideshare presentation. LinkedIn Etiquette Tips Tip 1: LinkedIn is a business social network and people expect things to be professional at all times. LinkedIn is a business social network and people expect things to be professional at all times. Click To Tweet Tip […]

Top 3 Social Selling Myths (and what actually works)

Selling has always been social. Long before the days of Facebook or Twitter, people looked to their peers for recommendations, and to trusted reviewers and industry experts for advice on what course they should take. But these days, instead of actively seeking out information, we get so many different messages from so many different directions that our ideas about a brand seem to form without us even realizing it. In fact, research suggests that 90% of all our buying decisions are made subconsciously. This means that your potential clients are out there on the internet right now, forming their opinion of your brand (and your competitors’ brands) – and they might not even know what it was that shaped their opinion along the way. Want to get your message out there and start shaping these perceptions yourself? Then you’ll have to get in on the action. Did you know that the average American adult now spends 15.5 hours exposed to media messages every day? And, now that we spend so much of our time engaged in the digital-social space of our phones and social networks, the sheer scale of this influencing stimuli has exploded. This means that we’re getting most […]

Social Selling In 30 Minutes a Day

Have you heard about how effective social selling is on LinkedIn? Perhaps you’ve been struggling to get results on LinkedIn or spending too much time with too little of an ROI? You don’t need to spend hours every day on LinkedIn to be successful at social selling. If you follow a daily routine that only includes those tasks which further your goals, you can quickly and easily generate new leads and build relationships with potential prospects in as little as 30 minutes a day. A social selling campaign should position you as a credible expert in your field, bring you closer to your target market and move more conversations offline, aka the place where sales actually happen. There are three prerequisites before starting your social selling campaign: A complete, professional and search optimized LinkedIn profile A minimum of 3-5 recommendations on your profile Join up to 100 LinkedIn groups that your target audience will belong to Want to use this infographic on your blog? Send us an email so we can help you promote it! 1. Post a Status Update Once a Day Provide value by sharing quality content every day with your connections. This should be something that will be […]

Social Selling Case Study: Doug Ales of ABB

A 25-year veteran with a large power and automation technology company, ABB, Doug Ales helps people achieve dependable, justifiable, and safe electrical systems. His employer markets their products through a network of electrical wholesale distributors, so not only must Doug compete for his customer’s business, but he must also vie for his distributor’s attention. Using a “solution sales” strategy that was two decades old, Doug wanted to see if social selling could accelerate his growth. The Challenge In Doug’s industry, the local electrical distributor provides the customer’s connection; Doug provides the application experience. By working together, they grow their mutual business. Could social selling help Doug accelerate networking, build relationships, and grow sales? After deciding to give social selling a try, Doug polished his LinkedIn profile and optimized it for specific keywords. He then began posting regular status updates, engaging in LinkedIn Group discussions and growing his network with people who were engaging on social media. However, he soon discovered that the industrial executives that he needed to connect with were mostly inactive on social media. Doug learned how to gauge a person’s activity on LinkedIn and then found that the connections he wanted most usually had a LinkedIn profile […]

7 Tactics To Connect With Decision Makers On LinkedIn

Have you been wasting a lot of time and energy trying to get in touch decision makers in your target market? Do you struggle with figuring out who is the right person to reach out to in a company that could facilitate an introduction to the decision maker? If you are like many entrepreneurs, business owners and sales professionals, you may be struggling to find and connect with those all important decision makers that are essential to your ability to make a sale. The good news is that LinkedIn provides an effective way to by-pass gatekeepers and find and connect with your prospects.  Yet many people still don’t take advantage of this either because they lack the knowledge or believe that it will be too time consuming or difficult to learn or use. I will provide you with seven essential tactics that you can start to use today that will help you get on the radar of the decision makers and connect with them. 1. Have A Complete & Professional LinkedIn Profile Before you begin any activities that will put you in front of key decision makers, you must first ensure that you have a profile that is professional, search-optimized […]

The Top 10 Social Media Articles of 2014

There’s something about the New Year that really gets me rejuvenated. The idea of fresh beginnings and a clean slate gives me the energy to tackle even bigger projects and beat the records I set the year before. Part of that process for me includes looking at the most popular articles of the year from my blog so I can continue to provide more of the content my audience loves and less of anything else. I noticed a couple interesting trends as well: Readers LOVE hearing what “the experts” have to say All articles contained information that was immediately useful and actionable in some way I used a combination of web site traffic and social shares to determine the most popular articles. As you can see below, social shares were the largest ranking factor in the final decision but web traffic co-related pretty closely. *All social share stats are based on calculations done on December 29, 2014 1. 7 Experts Tell You How To Generate Leads With Social Media Published October 15, 2014 8396 Social Shares I talked to seven experts on social media, social selling and lead generation to find out the answer to one question: where are businesses […]

Social Selling Case Study: Eric Mitchell Success Story

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 […]