LinkedIn Sales Navigator For Dummies

Book 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.

Table of contents

  1. Cover
  2. Introduction
    1. About This Book
    2. How This Book Is Organized
    3. Foolish Assumptions
    4. Icons Used in This Book
    5. Where to Go from Here
  3. Part 1: Getting Ready to Generate Leads
    1. Chapter 1: Selling Is a Social Business
      1. Defining Social Selling
      2. Looking at the Four Pillars of Social Selling
      3. Collecting, Connecting, Converting: The Formula for Success
      4. Exploring the Sales Navigator Plans
      5. Activating Your Sales Navigator Account
      6. Measuring Efforts with the Social Selling Index
      7. Opening Access with TeamLink
      8. Planning Your Roadmap for Social-Selling Success
    2. Chapter 2: Determining Your Target Audience
      1. Defining the Buying Personas
      2. Identifying Customers’ Pain Points
      3. Who Are the Stakeholders and What Are Their Dreams?
    3. Chapter 3: Mapping the Buyer’s Journey
      1. Understanding Where Customers Do Their Research
      2. Meeting the Customer: How Accessible Are You?
      3. Conducting the Transaction: What Motivates Your Customers?
      4. Creating Fans: Will Your Customers Recommend You?
      5. Up-selling or Cross-selling: Achieving the Customer’s Dream
  4. Part 2: Building a Database of Leads
    1. Chapter 4: Setting Up for Success
      1. Navigating the Home Page
      2. Filtering Your Updates
      3. Sharing Updates on LinkedIn
      4. Tracking Your Social Selling Index
      5. Tracking Who’s Viewed Your Profile
      6. Monitoring Your Recent Views and Searches
    2. Chapter 5: Identifying Leads
      1. Setting Key Preferences
      2. Performing a Quick Database Search
      3. Searching the LinkedIn Database Using Advanced Search
      4. Using Boolean Operators in Sales Navigator Searches
      5. Customizing Your Search Results
      6. Saving Your Searches
      7. Zeroing in on the Best Results with Sales Spotlights
    3. Chapter 6: Saving Leads and Accounts
      1. Saving a Lead
      2. Adding Tags and Notes to Your Leads
      3. Viewing Similar and Suggested Leads
      4. Saving an Account
      5. Adding Tags and Notes to Your Accounts
      6. Viewing Similar and Suggested Accounts
  5. Part 3: Engaging with Leads
    1. Chapter 7: Becoming Top of Mind with Your Leads
      1. Engaging with Leads
      2. Sorting Updates by Type
      3. Creating and Managing Content with PointDrive
    2. Chapter 8: Connecting with Leads
      1. Identifying Common Ground
      2. Reaching Out with Connection Requests
      3. Approaching with InMail Messages
  6. Part 4: Turning Leads into Valuable Relationships
    1. Chapter 9: Developing a Daily Routine
      1. Achieving Social-Selling Success in 30 Minutes
      2. Tracking Your Saved Leads and Accounts
      3. Monitoring Recommended Leads and Accounts
      4. Managing Your Sales Navigator Inbox
      5. Engaging with Leads Using PointDrive
    2. Chapter 10: Using the Mobile App
      1. Accessing the Sales Navigator App
      2. Monitoring Activity on Your Home Screen
      3. Perusing Recommendations in Today’s Discovery
      4. Searching with the Sales Navigator App
      5. Managing Saved Leads
      6. Accessing Your Account Settings
  7. Part 5: The Part of Tens
    1. Chapter 11: Ten Tips for Advanced Lead Generation
      1. Quantity versus Quality
      2. Saving Connections as Leads
      3. Increasing Response Rates and Engagement with Your Profile
      4. Best Practices for Requesting an Introduction
      5. Conversation Starters
      6. Managing Your Sales Navigator Inbox
      7. InMail Do’s and Don’ts
      8. Adding and Saving Your Default Signature
      9. Adding Attachments to Your InMail Messages
      10. LinkedIn Sales Navigator for Gmail
    2. Chapter 12: Ten Tips for Account Management
      1. Accessing Administrator Settings
      2. Viewing Account Types and Billing Information
      3. Connecting Sales Navigator to Your Company’s CRM System
      4. Managing Access to InMail and Messaging
      5. Enabling TeamLink
      6. Activating New Users
      7. Checking Activation Status and Sending Reminders
      8. Removing Users
      9. Viewing Usage Reports
      10. Exporting or Printing Usage Reports
    3. Chapter 13: Ten Social-Selling Leaders to Follow
      1. Melonie Dodaro
      2. Jan Willem Alphenaar
      3. Koka Sexton
      4. Neal Schaffer
      5. Mic Adam
      6. Richard van der Blom
      7. Alex Kroon
      8. Mark Williams
      9. Wendy van Gilst
      10. Gabe Villamizar
    4. Chapter 14: Ten More Social-Selling Resources
      1. LinkedIn Profile Cheat Sheet
      2. LinkedIn Unlocked
      3. LinkedIn Sales Blog
      4. Social Selling LinkedIn Search
      5. #Social Selling Twitter Search
      6. Anders Pink
      7. Top Dog Social Media
      8. Venture Harbour
      9. HubSpot Sales Blog
      10. Harvard Business Review
  8. About the Author
  9. Advertisement Page
  10. Connect with Dummies
  11. Index
  12. End User License Agreement

Product information

  • Title: LinkedIn Sales Navigator For Dummies
  • Author(s): Perry van Beek
  • Release date: September 2018
  • Publisher(s): For Dummies
  • ISBN: 9781119427681