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Sales Training

[Video] Why you should follow companies

A big part of social selling involves listening for trigger events. But if you aren’t following companies it’s very easy to miss vital information and insights that may lead you to initiate a new sales cycle or advance an existing one. Such events may include: Promotions and New Executives Product News Mergers and Acquisitions This is probably […]

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Sales Training

[Video] The right way to accept connection invites on LinkedIn

Accepting an invitation to connect means nothing if it doesn’t start a real business conversation. If you have 500+ connections that you’ve never had a dialogue with, then you’re basically collecting baseball cards. The problem with the LinkedIn® system is that it makes accepting invitations very easy. All you have to do is click a little […]

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Sales Training

[Video] How do you approach people you may know on LinkedIn?

Last week I showed you how to use the People You May Know feature on LinkedIn®. This week I want to show you how to reach out to prospective connections. As with most things in life. There is a bit of a formula that you can follow. And this 48-second video shows you what it […]

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Sales Training

[Video] How to use LinkedIn’s People You May Know tool

At last count there were over 364 million members on LinkedIn®. How many of them are in your network? It doesn’t actually matter how many people are in your network today because out of those 364 million others there are bound to be more you should get to know. LinkedIn®‘s People You May Know feature is the […]

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LinkedIn Training Sales Sales Engagement Sales Prospecting Sales Training

LinkedIn’s Ambitious Introduction Feature and Six Degrees of Separation

A few weeks ago I sounded a false alarm over the demise of LinkedIn’s Connection Strength feature.  It turns out that LinkedIn simply moved this valuable relationship-ranking feature from the obvious “How You’re Connected” section to the less intuitive hidden drop-down arrow on the main profile section. Recently, introduction requests from two of my Level […]

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LinkedIn Training Sales Sales Training Social Selling

LinkedIn Brightens Up My Birthday

Do you know people who downplay their birthdays?  I am not one of them. I love celebrating my birthday and having people make a fuss over me. That’s why I was excited to receive 45 “Happy Birthday” wishes from LinkedIn Connections yesterday. Ever since LinkedIn unveiled the Contact Reminders feature last year, I’ve been training […]

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Sales Sales Training

LinkedIn and the Recruiting Industry

I recently spoke twice at the California Staffing Professionals annual conference.  One session was called “LinkedIn for Salespeople” and the other one was called “LinkedIn for Recruiters”. These two different audiences led to some observations: LinkedIn usage among recruiters is high. Jobvite’s 2012 social recruiting survey shows LinkedIn usage among recruiters is 93%. Like salespeople, […]