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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

“We’re Proficient on LinkedIn - Thanks?!” - Are you BOOKING Meetings With LinkedIn?

Posted by Jamie Shanks on Jun 5, 2013 11:10:56 AM

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LinkedIn Meetings

Do you even know what “proficient on LinkedIn” even means? It’s a lame excuse to not understanding the powers of Social Selling. The second question in my Headline “are your reps booking meetings with LinkedIn” is the ONLY question you need to be asking yourself.

I’m going to try a tactic from Daniel Pink’s book “To Sell is Human” and pose this question:

ARE YOUR SALES REPS BOOKING MEETINGS AND LANDING BUSINESS BECAUSE OF LINKEDIN?

If you answer - "No" – good news, there are solutions. Click Here for dozens of Social Selling tips.

If you answer – "Well, they are using it to research companies before a call". Then I suggest you start reading more about Social Selling, because that’s like saying “I have the new Apple iPhone 5 so I can only make clearer telephone calls…”

If you answer – "I think we’re pretty good" – then you’re at a fundamental “fork in the road”.

  • 1. Your team is booking meetings with LinkedIn, and you’re way ahead of the game.
  • 2. You didn’t bother to check your CRM for Opportunity Sources, but you subjectively think that’s true because you saw a few reps on LinkedIn last week.
  • 3. You think all sales training sucks, and you’re methods are all that matter.

For those sales leaders that have their sales reps booking meetings using LinkedIn, Twitter and other Social Selling tools – Congratulations! You’re on a path to helping define a bright future for your sales team.

Those sales leaders that are uniformed or playing ignorance to Social Selling – I honestly feel sorry for you. I can name a company in almost every B2B industry that’s already on the Social Selling path, and they are crushing their numbers. Your CEO will wonder how the competition is winning these deals, and you’ll be scrambling for answers.

TIP – you might as well know the answer now (from world leading sales leaders like Jill Konrath) – check out this quick video.

The Bottom Line

If you don’t want to be left behind the 8 ball – you need to start to take action. The following dozen blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out 42 LinkedIn Tips

Jamie Shanks

Find the topic of Social Selling interesting?
Click Here to book a time in my calendar to explore further!

Jamie Shanks

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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