Chapter
Activating Your Sales Navigator Account
Measuring Efforts with the Social Selling Index
Opening Access with TeamLink
Planning Your Roadmap for Social-Selling Success
Chapter 2 Determining Your Target Audience
Defining the Buying Personas
Identifying Customers’ Pain Points
Practice active listening
Ask customers what their pain points are
Find out what motivates them
Identify the most pressing issue
Who Are the Stakeholders and What Are Their Dreams?
Chapter 3 Mapping the Buyer’s Journey
Understanding Where Customers Do Their Research
Meeting the Customer: How Accessible Are You?
Conducting the Transaction: What Motivates Your Customers?
Creating Fans: Will Your Customers Recommend You?
Up-selling or Cross-selling: Achieving the Customer’s Dream
Part 2 Building a Database of Leads
Chapter 4 Setting Up for Success
Sharing Updates on LinkedIn
Tracking Your Social Selling Index
Tracking Who’s Viewed Your Profile
Monitoring Your Recent Views and Searches
Chapter 5 Identifying Leads
Performing a Quick Database Search
Searching the LinkedIn Database Using Advanced Search
Using Boolean Operators in Sales Navigator Searches
Customizing Your Search Results
Receiving daily, weekly, or monthly email alerts
Running a saved search again
Zeroing in on the Best Results with Sales Spotlights
Posted on LinkedIn within the past 30 days
Leads that follow your company page
Chapter 6 Saving Leads and Accounts
From a company’s account page
From a search results page
Adding Tags and Notes to Your Leads
Viewing Similar and Suggested Leads
Adding Tags and Notes to Your Accounts
Viewing Similar and Suggested Accounts
Part 3 Engaging with Leads
Chapter 7 Becoming Top of Mind with Your Leads
Interacting with top updates
Interacting with recent updates
Creating and Managing Content with PointDrive
Viewing team members’ presentations
Tracking customer interactions
Chapter 8 Connecting with Leads
Identifying Common Ground
Checking mutual interests
Pinpointing mutual connections
Determining mutual groups
Reaching Out with Connection Requests
Approaching with InMail Messages
Part 4 Turning Leads into Valuable Relationships
Chapter 9 Developing a Daily Routine
Achieving Social-Selling Success in 30 Minutes
The social media game changer
Tracking Your Saved Leads and Accounts
Monitoring Recommended Leads and Accounts
Managing Your Sales Navigator Inbox
Engaging with Leads Using PointDrive
Chapter 10 Using the Mobile App
Accessing the Sales Navigator App
Monitoring Activity on Your Home Screen
Staying up to date on your leads’ activities
Identifying potential new leads
Perusing Recommendations in Today’s Discovery
Searching with the Sales Navigator App
Filtering leads with Sales Spotlights
Filtering accounts with Sales Spotlights
Applying additional filters
Adding and editing tags and notes
Sending and checking messages
Accessing Your Account Settings
Selecting your sales preferences
Determining your settings
Chapter 11 Ten Tips for Advanced Lead Generation
Saving Connections as Leads
Increasing Response Rates and Engagement with Your Profile
Best Practices for Requesting an Introduction
Managing Your Sales Navigator Inbox
Adding and Saving Your Default Signature
Adding Attachments to Your InMail Messages
LinkedIn Sales Navigator for Gmail
Chapter 12 Ten Tips for Account Management
Accessing Administrator Settings
Viewing Account Types and Billing Information
Connecting Sales Navigator to Your Company’s CRM System
Managing Access to InMail and Messaging
Checking Activation Status and Sending Reminders
Exporting or Printing Usage Reports
Chapter 13 Ten Social-Selling Leaders to Follow
Chapter 14 Ten More Social-Selling Resources
LinkedIn Profile Cheat Sheet
Social Selling LinkedIn Search
#Social Selling Twitter Search
LinkedIn Sales Navigator For Dummies
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