LinkedIn Edge

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.

• Preface xiPart 1: Fast Prospecting1 The Pipe Is Life 32 Targeting Your ICP 73 Build Prospecting Lists Fast 194 Building Lists from LinkedIn Engagement Signals 235 Job Transition Trigger Events 266 Leveraging LinkedIn Search for List Building 307 Prospecting Sequences 438 Integrating Soft LinkedIn Touches and Tags into Your Prospecting Sequence 489 Using InMail in Your Prospecting Sequence 5410 Integrating LinkedIn Direct Messaging into Your Prospecting Sequence 6611 Crafting Prospecting Messages That Break Through the Noise 76Part 2: Slow Prospecting12 Familiarity 9113 A Slow, Deliberate Prospecting Journey 9514 The Law of Cumulative Impact 10015 Develop a Slow Prospecting Plan and Metrics 10616 Managing Your LinkedIn Inbox 11017 The BTN Method 116Part 3: Your Network Is Your Net Worth18 Your Network Edge 12519 The Seven People You Need in Your Network 13020 Optimizing and Refining Your Existing LinkedIn Network 13621 Always Be Connecting 13922 Sending Effective Connection Requests 14323 Avoid the Bait-and-Switch Connection Request 15324 Rules and Best Practices for Accepting Connection Requests 15725 Nurture Your Network 16126 Multi-threading 17327 Making the Shift from Cold Calls to Warm Introductions 18128 Social Proximity and the Best Path In 187Part 4: Personal Branding and the LinkedIn Profile Lead Machine29 If You Are Not a Brand, You Are a Commodity 19530 Personal Brand Audit 19831 The LinkedIn Profile Makeover 20932 The Middle Hooks 22033 Credentials and Credibility 232Part 5: Differentiation, Thought Leadership, and Authority34 Authority in the Age of Transparency 25135 Socially Surrounding Targeted Prospects with the Five S Framework 25436 Streaming: Creating and Posting Original Content That Builds Your Authority 25837 Sharing: Building Authority Through Content Curation 26738 Stop the Scroll: Creative Inspiration for Content That Connects 27339 Search and the LinkedIn Algorithm 28640 Showing Up in Comments and Conversation 291About the Authors 297Index 301