Autorentext

JEB BLOUNT is the world's most sought-after sales coach and speaker. He is the CEO of the international sales training and consulting firm Sales Gravy, an adviser to a who's who of the world's leading organizations and their executives, and author of 17 of the most definitive books ever written about sales and sales leadership. BRYNNE TILLMAN is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling.

Klappentext

Combine LinkedIn and AI to multiply your selling potential

Most sales professionals and entrepreneurs are desperate to find new techniques to help them break through the overwhelming noise and get the attention of high-value decision makers. They want to make fewer cold calls, face less resistance, and have more meaningful conversations.

This is why Jeb Blount (the world's most Fanatical Prospector) and Brynne Tillman (the LinkedIn Whisperer) joined forces to create The LinkedIn Edge-the definitive playbook for combining LinkedIn, AI, and proven outbound prospecting strategies to build bigger, better, and more qualified pipelines. In this highly practical guide, you will learn the tactics, techniques, frameworks, and secret shortcuts that transform LinkedIn into a list-building, prospecting, referral-getting, lead-generation machine that will help you sell more, win more, and earn more.

You'll learn how to:

• Leverage LinkedIn + AI to build better, more effective prospecting lists
• Integrate LinkedIn into your outbound prospecting sequences to increase engagement
• Find decision-makers on LinkedIn using smart targeting strategies
• Use AI tools to streamline research and get crucial contact information
• Write prospecting messages that convert with proven frameworks + AI
• Multi-thread and penetrate buying committees to bend win probability in your favor through deeper relationships
• Jump over gatekeepers and get direct introductions to c-level decision makers
• Leverage your network to warm up cold calls and generate referrals
• Get prospects to accept your LinkedIn connection requests
• Turn LinkedIn into a powerful lead-gen engine that brings hot buyers to you
• Deploy the 5s familiarity framework to build name recognition, authority, trust
• Get more prospecting done, in less time, with better results

• The LinkedIn Edge* is not the typical "social selling" book focused on vanity metrics or going viral. There is no fluff or shallow "moon launch" techniques that never really work.

  This is a step-by-step playbook, written by practitioners. It is about what works in the real world, in the grind of the sales trenches-blending fast prospecting outreach with systematic relationship building sequences to engage prospects with confidence, consistency, and relevance.

  With each chapter and every lesson, you'll learn how LinkedIn mastery combined with an AI edge can give you almost superhuman prospecting powers that will explode your pipeline and your income.

  Inhalt

  Preface xi

  Part 1: Fast Prospecting

  1 The Pipe Is Life 3

  2 Targeting Your ICP 7

  3 Build Prospecting Lists Fast 19

  4 Building Lists from LinkedIn Engagement Signals 23

  5 Job Transition Trigger Events 26

  6 Leveraging LinkedIn Search for List Building 30

  7 Prospecting Sequences 43

  8 Integrating Soft LinkedIn Touches and Tags into Your Prospecting Sequence 48

  9 Using InMail in Your Prospecting Sequence 54

  10 Integrating LinkedIn Direct Messaging into Your Prospecting Sequence 66

  11 Crafting Prospecting Messages That Break Through the Noise 76

  Part 2: Slow Prospecting

  12 Familiarity 91

  13 A Slow, Deliberate Prospecting Journey 95

  14 The Law of Cumulative Impact 100

  15 Develop a Slow Prospecting Plan and Metrics 106

  16 Managing Your LinkedIn Inbox 110

  17 The BTN Method 116

  Part 3: Your Network Is Your Net Worth

  18 Your Network Edge 125

  19 The Seven People You Need in Your Network 130

  20 Optimizing and Refining Your Existing LinkedIn Network 136

  21 Always Be Connecting 139

  22 Sending Effective Connection Requests 143

  23 Avoid the Bait-and-Switch Connection Request 153

  24 Rules and Best Practices for Accepting Connection Requests 157

  25 Nurture Your Network 161

  26 Multi-threading 173

  27 Making the Shift from Cold Calls to Warm Introductions 181

  28 Social Proximity and the Best Path In 187

  Part 4: Personal Branding and the LinkedIn Profile Lead Machine

  29 If You Are Not a Brand, You Are a Commodity 195

  30 Personal Brand Audit 198

  31 The LinkedIn Profile Makeover 209

  32 The Middle Hooks 220

  33 Credentials and Credibility 232

  Part 5: Differentiation, Thought Leadership, and Authority

  34 Authority in the Age of Transparency 251

  35 Socially Surrounding Targeted Prospects with the Five S Framework 254

  36 Streaming: Creating and Posting Original Content That Builds Your Authority 258

  37 Sharing: Building Authority Through Content Curation 267

  38 Stop the Scroll: Creative Inspiration for Content That Connects 273

  39 Search and the LinkedIn Algorithm 286

  40 Showing Up in Comments and Conversation 291

  About the Authors 297

  Index 301