Introduction 1 About This Book 2 How This Book Is Organized 2 Part 1: Getting Ready to Generate Leads 2 Part 2: Building a Database of Leads 2 Part 3: Engaging with Leads 2 Part 4: Turning Leads into Valuable Relationships 3 Part 5: The Part of Tens 3 Foolish Assumptions 3 Icons Used in This Book 4 Where to Go from Here 4 Part 1: Getting Ready to Generate Leads 5 Chapter 1: Selling Is a Social Business 7 Defining Social Selling 7 Looking at the Four Pillars of Social Selling 8 Collecting, Connecting, Converting: The Formula for Success 9 Exploring the Sales Navigator Plans 10 Activating Your Sales Navigator Account 12 Measuring Efforts with the Social Selling Index 15 Opening Access with TeamLink 16 Planning Your Roadmap for Social-Selling Success 17 Chapter 2: Determining Your Target Audience 19 Defining the Buying Personas 20 Identifying Customers'' Pain Points 22 Practice active listening 22 Ask customers what their pain points are 23 Find out what motivates them 23 Find common ground 23 Identify the most pressing issue 24 Who Are the Stakeholders and What Are Their Dreams? 24 Chapter 3: Mapping the Buyer''s Journey 27 Understanding Where Customers Do Their Research 28 Meeting the Customer: How Accessible Are You? 29 Conducting the Transaction: What Motivates Your Customers? 31 Creating Fans: Will Your Customers Recommend You? 32 Up-selling or Cross-selling: Achieving the Customer''s Dream 35 Part 2: Building a Database of Leads 37 Chapter 4: Setting Up for Success 39 Navigating the Home Page 39 Main navigation bar 40 Search bar 41 Update feed 42 Filtering Your Updates 42 Sharing Updates on LinkedIn 44 Tracking Your Social Selling Index 45 Tracking Who''s Viewed Your Profile 47 Monitoring Your Recent Views and Searches 49 Chapter 5: Identifying Leads 51 Setting Key Preferences 51 Performing a Quick Database Search 54 Searching the LinkedIn Database Using Advanced Search 57 Using Boolean Operators in Sales Navigator Searches 59 Customizing Your Search Results 61 Saving Your Searches 64 Receiving daily, weekly, or monthly email alerts 65 Modifying a saved search 66 Running a saved search again 66 Zeroing in on the Best Results with Sales Spotlights 67 Changed jobs 68 TeamLink leads 69 Mentioned in the news 70 Posted on LinkedIn within the past 30 days 71 Shared experiences 72 Leads that follow your company page 73 Chapter 6: Saving Leads and Accounts 75 Saving a Lead 75 From a company''s account page 76 From a search results page 77 Adding Tags and Notes to Your Leads 79 Viewing Similar and Suggested Leads 82 Saving an Account 84 Adding Tags and Notes to Your Accounts 85 Viewing Similar and Suggested Accounts 87 Part 3: Engaging with Leads 91 Chapter 7: Becoming Top of Mind with Your Leads 93 Engaging with Leads 93 Interacting with top updates 94 Interacting with recent updates 96 Sorting Updates by Type 97 Sales alerts 97 Job changes 98 Suggested leads 99 Lead news 100 Lead shares 101 Account news 101 Account shares 102 Top accounts 103 Creating and Managing Content with PointDrive 104 Creating presentations 104 Viewing team members'' presentations 107 Tracking customer interactions 108 Chapter 8: Connecting with Leads 111 Identifying Common Ground 112 Checking mutual interests 112 Pinpointing mutual connections 113 Determining mutual groups 116 Reaching Out with Connection Requests 118 Approaching with InMail Messages 120 Part 4: Turning Leads into Valuable Relationships 123 Chapter 9: Developing a Daily Routine 125 Achieving Social-Selling Success in 30 Minutes 126 Advertising in history 126 The social media game changer 127 Tracking Your Saved Leads and Accounts 128 Monitoring Recommended Leads and Accounts 130 Managing Your Sales Navigator Inbox 132 Engaging with Leads Using PointDrive 135 Chapter 10: Using the Mobile App 139 Accessing the Sales Navigator App 139 Monitoring Activity on Your Home Screen 142 Staying up to date on your leads'' activities 143 Filtering your updates 145 Engaging with your leads 145 Identifying potential new leads 146 Perusing Recommendations in Today''s Discovery 147 Searching with the Sales Navigator App 149 Using Boolean operators 150 Filtering leads with Sales Spotlights 151 Filtering accounts with Sales Spotlights 155 Applying additional filters 155 Managing Saved Leads 158 Adding and editing tags and notes 158 Sending and checking messages 161 Accessing Your Account Settings 162 Selecting your sales preferences 163 Determining your settings 163 Part 5: The Part of Tens 165 Chapter 11: Ten Tips for Advanced Lead Generation 167 Quantity versus Quality 167 Saving Connections as Leads 168 Increasing Response Rates and Engagement with Your Profile 169 Best Practices for Requesting an Introduction 170 Conversation Starters 171 Managing Your Sales Navigator Inbox 172 InMail Do''s and Don''ts 173 Adding and Saving Your Default Signature 174 Adding Attachments to Your InMail Messages 175 LinkedIn Sales Navigator for Gmail 177 Chapter 12: Ten Tips for Account Management 179 Accessing Administrator Settings 179 Viewing Account Types and Billing Information 180 Connecting Sales Navigator to Your Company''s CRM System 181 Managing Access to InMail and Messaging 182 Enabling TeamLink 183 Activating New Users 183 Checking Activation Status and Sending Reminders 186 Removing Users 186 Viewing Usage Reports 187 Exporting or Printing Usage Reports 190 Chapter 13: Ten Social-Selling Leaders to Follow 191 Melonie Dodaro 191 Jan Willem Alphenaar 192 Koka Sexton 193 Neal Schaffer 194 Mic Adam 195 Richard van der Blom 196 Alex Kroon 197 Mark Williams 198 Wendy van Gilst 199 Gabe Villamizar 200 Chapter 14: Ten More Social-Selling Resources 203 LinkedIn Profile Cheat Sheet 203 LinkedIn Unlocked 204 LinkedIn Sales Blog 205 Social Selling LinkedIn Search 205 #Social Selling Twitter Search 206 Anders Pink 207 Top Dog Social Media 207 Venture Harbour 208 HubSpot Sales Blog 209 Harvard Business Review 209 Index 211.