Category Archives: LinkedIn Training

Social Selling mini series: What is social selling really?

socialsellingSocial Selling … hhhmmm, it seems that you can hardly open a business magazine at the moment without someone mentioning this current buzzword of the sales fraternity. The trouble is there seems to be a bit of a difference of opinion as to what it’s all about … or perhaps put a different way, everyone seems to have their own opinion of what Social Selling really is and what it can offer.

At one end of the scale, it is the “holy grail” of business development which means you never have to talk to a prospect or customer again … the sales just fall into your lap! At the other end, it’s “pie in the sky rubbish” which will never deliver any real opportunities let alone concrete sales. The truth, as you might imagine, falls somewhere between these two extremes … exactly where will depend on your own outlook on the sales process and your perception of where the application of LinkedIn can add most value as a sales and business development tool.

And don’t think it doesn’t apply to you because you don’t sell … yes, YOU, you know who you are, shaking your head there. Let’s face it, who amongst us doesn’t have at least one foot (or one toe maybe, if you prefer) in the sales arena?

We all do really, much as we might hate to admit it. As Daniel Pink states (more…)

Article Categories: LinkedIn Search, LinkedIn Training, Social Selling
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What is LinkedIn’s Social Selling Index & how to benefit from it

Social Selling Index SSIWe now have access to an online tool called the Social Selling Index which is designed to give a snapshot of where you are in using LinkedIn as part of your sales – your social sales – activities. The details are displayed on your own page with references to how you rank in comparison to others within the same industry and your perceived peer group.

It is also couched with a number of references to LinkedIn’s Sales Navigator account – this is one of the premium account levels and the stream which is designed to help the sales professional to prospect and develop more business using social channels, and LinkedIn in particular.

What is the Social Selling Index?

The Social Selling Index (SSI) was a metric that LinkedIn introduced for companies at the start of 2014 and then for individuals towards the end of last year, and was available just to those with the upgraded Sales Navigator account. As of this month, this has now been made available to all of LinkedIn’s members.

Your SSI is represented as a score out of 100 with 4 different key areas each marked out of a maximum of 25 – these areas represent and try to measure the four pillars of Social Selling according to LinkedIn (ones that I broadly agree with) which are: (more…)

Article Categories: Businesses using LinkedIn, LinkedIn Training, Social Selling
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Searching your Connections’ connections on LinkedIn
… with extra oomph!

Searching LinkedIn ConnectionsThere has been a merry old dance this past week with a lot of users who spend a good amount of time on LinkedIn getting rather upset, including myself, as we discovered that the ability to engage in true networking on LinkedIn had taken a bit of a dent.

Essentially, it seemed as though the ability to search through the connections of your 1st level connections had been removed – well, a week later and it’s back again after a bit of “not sure what’s going on” from LinkedIn’s Customer Experience Advocates (Customer Service Reps to you and I).

In case you are unsure what all the fuss is about, the culprit is the little magnifying glass shown below which gives us the opportunity to do a search through the profiles of the connections of an individual connection, perhaps to request a referral of them in the most targeted of ways:

Magnifying glass to search connections on LinkedIn

Anyway, in the interim, myself and a number of others took the time to look at other ways to access this functionality and I have seen posted in a number of places a second suggested route to find these details.

My issue was that it didn’t go far enough because it didn’t allow us to do a full advanced search through our connections’ connections … however, with a little bit of playing, I have found a way to get full advanced search of connections which I believe to be HUGELY beneficial! (more…)

Article Categories: Advanced LinkedIn, B2B Advice for LinkedIn, Businesses using LinkedIn, LinkedIn Training, LinkedIn Updates
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LinkedIn’s “Project Manchester” – matching people and required skills in Manchester

City of Manchester signI’m a great fan of LinkedIn … as you might imagine … although it’s true that we don’t always see eye to eye on things!

However, watching breakfast television this week I saw that they had launched an initiative in Manchester that is aimed at helping to get more people on to LinkedIn with a profile and skills that properly reflects their skillset – this might be people already with a LinkedIn profile that needs improving or people yet to join the site who will be helped to get started in the right way. The aim is to help them be more findable and hence hopefully be more findable by local companies in the area looking for people with the relevant skills they have.

This is something that they are accompanying with the hashtag #ProjectManchester and they are doing (more…)

Article Categories: Jobseekers using LinkedIn, LinkedIn News, LinkedIn Tips, LinkedIn Training
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Tagging your Connections on LinkedIn

Sorting ConnectionsYour connections are key to everything that you do on LinkedIn – they really are the start point for all of your activity, either directly or as advocates for what you do. They form the core of your network and your 2nd level, 3rd level connections etc. all radiate out from them, so without them, you have no network! Fairly key, I think you’d agree!

One of our first steps therefore needs to be that we ensure that we connect up with our ‘real world’ network on LinkedIn, to gather the people that we have worked with, customers, suppliers and partners around you – this in turn will hopefully allow us to then work with them and tap into opportunities that will be jointly beneficial. These are after all the people who are best placed to recommend you, your expertise and the services or products that you offer or represent.

To help this ongoing process to happen most effectively, it’s important to be able to divide our connections up and be able to sort, categorise and filter them – that way, if you are looking to reach out and communicate to particular groups of people you will be able to do so as effectively as possible. Working with LinkedIn’s system to achieve this and then using that categorisation in a way which will benefit both you and them is consequently going to be very important. (more…)

Article Categories: Advanced LinkedIn, B2B Advice for LinkedIn, LinkedIn Tips, LinkedIn Training, Using LinkedIn
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Hi, my name’s Mark.
I’m on LinkedIn and I’m not looking for a new job

If that sounds like an introduction you might make at a “self help” group then maybe that’s not that far off the mark. Certainly, on occasions, I almost feel like I should be apologising for the fact I use LinkedIn in a variety of other ways. A situation not helped by people I meet who aren’t on LinkedIn and who tend to come out with the same reason – “well, why should I join, I’m not looking for a job”.

What does LinkedIn say, then?

Now, I lay much of the blame for this fairly and squarely at LinkedIn’s door – they make a lot of their money from their ‘hiring solutions’ so it’s understandable that they don’t (more…)

Article Categories: Businesses using LinkedIn, LinkedIn Training, Networking supercharged
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