{"product_id":"linkedin-sales-navigator-for-dummies-isbn-9781119427681","title":"LinkedIn Sales Navigator For Dummies","description":"\u003cb\u003eMake selling a social affair!\u003c\/b\u003e \u003cp\u003eThe ABCs of sales have changed. It's no longer: A-Always, B-Be, C-Closing. The new way of selling is: A-Always, B-Be, C-Contributing to your buyer's journey. Social selling is an effective way to engage with your customer, and the world's most powerful social selling tool for any B2B sales professional is LinkedIn Sales Navigator. It allows you to gain access to more leads, more InMail, and data to track your efforts.\u003c\/p\u003e \u003cp\u003eWith the help of \u003ci\u003eLinkedIn Sales Navigator For Dummies\u003c\/i\u003e, you'll learn how to write effective InMail messages and engage with prospects on the world's most successful professional networking site. Along with utilizing those features, you'll also benefit from access to full profiles outside of your network, guidance on how to best optimize your own profile for sales opportunities, and much more.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eUse lead recommendations to get in front of the right buyer\u003c\/li\u003e \u003cli\u003eAnalyze your social selling efforts with real-time data\u003c\/li\u003e \u003cli\u003eReach more leads with customized InMail messages\u003c\/li\u003e \u003cli\u003eSave 30 - 60 minutes a day previously spent on acquisitions\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eIf you're a B2B sales professional who is new to LinkedIn Sales Navigator, this is the one-stop resource you can't be without.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction\u003c\/b\u003e\u003cb\u003e 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAbout This Book 2\u003c\/p\u003e \u003cp\u003eHow This Book Is Organized 2\u003c\/p\u003e \u003cp\u003ePart 1: Getting Ready to Generate Leads 2\u003c\/p\u003e \u003cp\u003ePart 2: Building a Database of Leads 2\u003c\/p\u003e \u003cp\u003ePart 3: Engaging with Leads 2\u003c\/p\u003e \u003cp\u003ePart 4: Turning Leads into Valuable Relationships 3\u003c\/p\u003e \u003cp\u003ePart 5: The Part of Tens 3\u003c\/p\u003e \u003cp\u003eFoolish Assumptions 3\u003c\/p\u003e \u003cp\u003eIcons Used in This Book 4\u003c\/p\u003e \u003cp\u003eWhere to Go from Here 4\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1: Getting Ready to Generate Leads\u003c\/b\u003e\u003cb\u003e 5\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1: Selling Is a Social Business\u003c\/b\u003e\u003cb\u003e 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining Social Selling 7\u003c\/p\u003e \u003cp\u003eLooking at the Four Pillars of Social Selling 8\u003c\/p\u003e \u003cp\u003eCollecting, Connecting, Converting: The Formula for Success 9\u003c\/p\u003e \u003cp\u003eExploring the Sales Navigator Plans 10\u003c\/p\u003e \u003cp\u003eActivating Your Sales Navigator Account 12\u003c\/p\u003e \u003cp\u003eMeasuring Efforts with the Social Selling Index 15\u003c\/p\u003e \u003cp\u003eOpening Access with TeamLink 16\u003c\/p\u003e \u003cp\u003ePlanning Your Roadmap for Social-Selling Success 17\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2: Determining Your Target Audience\u003c\/b\u003e\u003cb\u003e 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining the Buying Personas 20\u003c\/p\u003e \u003cp\u003eIdentifying Customers’ Pain Points 22\u003c\/p\u003e \u003cp\u003ePractice active listening 22\u003c\/p\u003e \u003cp\u003eAsk customers what their pain points are 23\u003c\/p\u003e \u003cp\u003eFind out what motivates them 23\u003c\/p\u003e \u003cp\u003eFind common ground 23\u003c\/p\u003e \u003cp\u003eIdentify the most pressing issue 24\u003c\/p\u003e \u003cp\u003eWho Are the Stakeholders and What Are Their Dreams? 24\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3: Mapping the Buyer’s Journey\u003c\/b\u003e\u003cb\u003e 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstanding Where Customers Do Their Research 28\u003c\/p\u003e \u003cp\u003eMeeting the Customer: How Accessible Are You? 29\u003c\/p\u003e \u003cp\u003eConducting the Transaction: What Motivates Your Customers? 31\u003c\/p\u003e \u003cp\u003eCreating Fans: Will Your Customers Recommend You? 32\u003c\/p\u003e \u003cp\u003eUp-selling or Cross-selling: Achieving the Customer’s Dream 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2: Building a Database of Leads\u003c\/b\u003e\u003cb\u003e 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4: Setting Up for Success\u003c\/b\u003e\u003cb\u003e 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNavigating the Home Page 39\u003c\/p\u003e \u003cp\u003eMain navigation bar 40\u003c\/p\u003e \u003cp\u003eSearch bar 41\u003c\/p\u003e \u003cp\u003eUpdate feed 42\u003c\/p\u003e \u003cp\u003eFiltering Your Updates 42\u003c\/p\u003e \u003cp\u003eSharing Updates on LinkedIn 44\u003c\/p\u003e \u003cp\u003eTracking Your Social Selling Index 45\u003c\/p\u003e \u003cp\u003eTracking Who’s Viewed Your Profile 47\u003c\/p\u003e \u003cp\u003eMonitoring Your Recent Views and Searches 49\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5: Identifying Leads\u003c\/b\u003e\u003cb\u003e 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSetting Key Preferences 51\u003c\/p\u003e \u003cp\u003ePerforming a Quick Database Search 54\u003c\/p\u003e \u003cp\u003eSearching the LinkedIn Database Using Advanced Search 57\u003c\/p\u003e \u003cp\u003eUsing Boolean Operators in Sales Navigator Searches 59\u003c\/p\u003e \u003cp\u003eCustomizing Your Search Results 61\u003c\/p\u003e \u003cp\u003eSaving Your Searches 64\u003c\/p\u003e \u003cp\u003eReceiving daily, weekly, or monthly email alerts 65\u003c\/p\u003e \u003cp\u003eModifying a saved search 66\u003c\/p\u003e \u003cp\u003eRunning a saved search again 66\u003c\/p\u003e \u003cp\u003eZeroing in on the Best Results with Sales Spotlights 67\u003c\/p\u003e \u003cp\u003eChanged jobs 68\u003c\/p\u003e \u003cp\u003eTeamLink leads 69\u003c\/p\u003e \u003cp\u003eMentioned in the news 70\u003c\/p\u003e \u003cp\u003ePosted on LinkedIn within the past 30 days 71\u003c\/p\u003e \u003cp\u003eShared experiences 72\u003c\/p\u003e \u003cp\u003eLeads that follow your company page 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6: Saving Leads and Accounts\u003c\/b\u003e\u003cb\u003e 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSaving a Lead 75\u003c\/p\u003e \u003cp\u003eFrom a company’s account page 76\u003c\/p\u003e \u003cp\u003eFrom a search results page 77\u003c\/p\u003e \u003cp\u003eAdding Tags and Notes to Your Leads 79\u003c\/p\u003e \u003cp\u003eViewing Similar and Suggested Leads 82\u003c\/p\u003e \u003cp\u003eSaving an Account 84\u003c\/p\u003e \u003cp\u003eAdding Tags and Notes to Your Accounts 85\u003c\/p\u003e \u003cp\u003eViewing Similar and Suggested Accounts 87\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3: Engaging with Leads\u003c\/b\u003e\u003cb\u003e 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7: Becoming Top of Mind with Your Leads\u003c\/b\u003e\u003cb\u003e 93\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEngaging with Leads 93\u003c\/p\u003e \u003cp\u003eInteracting with top updates 94\u003c\/p\u003e \u003cp\u003eInteracting with recent updates 96\u003c\/p\u003e \u003cp\u003eSorting Updates by Type 97\u003c\/p\u003e \u003cp\u003eSales alerts 97\u003c\/p\u003e \u003cp\u003eJob changes 98\u003c\/p\u003e \u003cp\u003eSuggested leads 99\u003c\/p\u003e \u003cp\u003eLead news 100\u003c\/p\u003e \u003cp\u003eLead shares 101\u003c\/p\u003e \u003cp\u003eAccount news 101\u003c\/p\u003e \u003cp\u003eAccount shares 102\u003c\/p\u003e \u003cp\u003eTop accounts 103\u003c\/p\u003e \u003cp\u003eCreating and Managing Content with PointDrive 104\u003c\/p\u003e \u003cp\u003eCreating presentations 104\u003c\/p\u003e \u003cp\u003eViewing team members’ presentations 107\u003c\/p\u003e \u003cp\u003eTracking customer interactions 108\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8: Connecting with Leads\u003c\/b\u003e\u003cb\u003e 111\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdentifying Common Ground 112\u003c\/p\u003e \u003cp\u003eChecking mutual interests 112\u003c\/p\u003e \u003cp\u003ePinpointing mutual connections 113\u003c\/p\u003e \u003cp\u003eDetermining mutual groups 116\u003c\/p\u003e \u003cp\u003eReaching Out with Connection Requests 118\u003c\/p\u003e \u003cp\u003eApproaching with InMail Messages 120\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4: Turning Leads into Valuable Relationships \u003c\/b\u003e\u003cb\u003e123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9: Developing a Daily Routine\u003c\/b\u003e\u003cb\u003e 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAchieving Social-Selling Success in 30 Minutes 126\u003c\/p\u003e \u003cp\u003eAdvertising in history 126\u003c\/p\u003e \u003cp\u003eThe social media game changer 127\u003c\/p\u003e \u003cp\u003eTracking Your Saved Leads and Accounts 128\u003c\/p\u003e \u003cp\u003eMonitoring Recommended Leads and Accounts 130\u003c\/p\u003e \u003cp\u003eManaging Your Sales Navigator Inbox 132\u003c\/p\u003e \u003cp\u003eEngaging with Leads Using PointDrive 135\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10: Using the Mobile App\u003c\/b\u003e\u003cb\u003e 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAccessing the Sales Navigator App 139\u003c\/p\u003e \u003cp\u003eMonitoring Activity on Your Home Screen 142\u003c\/p\u003e \u003cp\u003eStaying up to date on your leads’ activities 143\u003c\/p\u003e \u003cp\u003eFiltering your updates 145\u003c\/p\u003e \u003cp\u003eEngaging with your leads 145\u003c\/p\u003e \u003cp\u003eIdentifying potential new leads 146\u003c\/p\u003e \u003cp\u003ePerusing Recommendations in Today’s Discovery 147\u003c\/p\u003e \u003cp\u003eSearching with the Sales Navigator App 149\u003c\/p\u003e \u003cp\u003eUsing Boolean operators 150\u003c\/p\u003e \u003cp\u003eFiltering leads with Sales Spotlights 151\u003c\/p\u003e \u003cp\u003eFiltering accounts with Sales Spotlights 155\u003c\/p\u003e \u003cp\u003eApplying additional filters 155\u003c\/p\u003e \u003cp\u003eManaging Saved Leads 158\u003c\/p\u003e \u003cp\u003eAdding and editing tags and notes 158\u003c\/p\u003e \u003cp\u003eSending and checking messages 161\u003c\/p\u003e \u003cp\u003eAccessing Your Account Settings 162\u003c\/p\u003e \u003cp\u003eSelecting your sales preferences 163\u003c\/p\u003e \u003cp\u003eDetermining your settings 163\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5: The Part of Tens\u003c\/b\u003e\u003cb\u003e 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11: Ten Tips for Advanced Lead Generation\u003c\/b\u003e\u003cb\u003e 167\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eQuantity versus Quality 167\u003c\/p\u003e \u003cp\u003eSaving Connections as Leads 168\u003c\/p\u003e \u003cp\u003eIncreasing Response Rates and Engagement with Your Profile 169\u003c\/p\u003e \u003cp\u003eBest Practices for Requesting an Introduction 170\u003c\/p\u003e \u003cp\u003eConversation Starters 171\u003c\/p\u003e \u003cp\u003eManaging Your Sales Navigator Inbox 172\u003c\/p\u003e \u003cp\u003eInMail Do’s and Don’ts 173\u003c\/p\u003e \u003cp\u003eAdding and Saving Your Default Signature 174\u003c\/p\u003e \u003cp\u003eAdding Attachments to Your InMail Messages 175\u003c\/p\u003e \u003cp\u003eLinkedIn Sales Navigator for Gmail 177\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12: Ten Tips for Account Management\u003c\/b\u003e\u003cb\u003e 179\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAccessing Administrator Settings 179\u003c\/p\u003e \u003cp\u003eViewing Account Types and Billing Information 180\u003c\/p\u003e \u003cp\u003eConnecting Sales Navigator to Your Company’s CRM System 181\u003c\/p\u003e \u003cp\u003eManaging Access to InMail and Messaging 182\u003c\/p\u003e \u003cp\u003eEnabling TeamLink 183\u003c\/p\u003e \u003cp\u003eActivating New Users 183\u003c\/p\u003e \u003cp\u003eChecking Activation Status and Sending Reminders 186\u003c\/p\u003e \u003cp\u003eRemoving Users 186\u003c\/p\u003e \u003cp\u003eViewing Usage Reports 187\u003c\/p\u003e \u003cp\u003eExporting or Printing Usage Reports 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13: Ten Social-Selling Leaders to Follow\u003c\/b\u003e\u003cb\u003e 191\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMelonie Dodaro 191\u003c\/p\u003e \u003cp\u003eJan Willem Alphenaar 192\u003c\/p\u003e \u003cp\u003eKoka Sexton 193\u003c\/p\u003e \u003cp\u003eNeal Schaffer 194\u003c\/p\u003e \u003cp\u003eMic Adam 195\u003c\/p\u003e \u003cp\u003eRichard van der Blom 196\u003c\/p\u003e \u003cp\u003eAlex Kroon 197\u003c\/p\u003e \u003cp\u003eMark Williams 198\u003c\/p\u003e \u003cp\u003eWendy van Gilst 199\u003c\/p\u003e \u003cp\u003eGabe Villamizar 200\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14: Ten More Social-Selling Resources\u003c\/b\u003e\u003cb\u003e 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLinkedIn Profile Cheat Sheet 203\u003c\/p\u003e \u003cp\u003eLinkedIn Unlocked 204\u003c\/p\u003e \u003cp\u003eLinkedIn Sales Blog 205\u003c\/p\u003e \u003cp\u003eSocial Selling LinkedIn Search 205\u003c\/p\u003e \u003cp\u003e#Social Selling Twitter Search 206\u003c\/p\u003e \u003cp\u003eAnders Pink 207\u003c\/p\u003e \u003cp\u003eTop Dog Social Media 207\u003c\/p\u003e \u003cp\u003eVenture Harbour 208\u003c\/p\u003e \u003cp\u003eHubSpot Sales Blog 209\u003c\/p\u003e \u003cp\u003eHarvard Business Review 209\u003c\/p\u003e \u003cp\u003eIndex 211\u003c\/p\u003e  \u003cp\u003e\u003cb\u003ePerry van Beek\u003c\/b\u003e is a pioneer in social selling with LinkedIn. He founded Social.ONE and has been assisting companies with LinkedIn marketing, lead generation, and social selling since 2009. Perry conducts training and presents keynotes at sales conferences throughout the world. Connect with him on LinkedIn at www.linkedin.com\/in\/perryvanbeek.   \u003c\/p\u003e\u003cul\u003e \u003cli\u003eUse lead recommendations to connect to the right buyer\u003c\/li\u003e \u003cli\u003eAnalyze your selling efforts with real-time data\u003c\/li\u003e \u003cli\u003eReach more leads with custom InMail\u003csup\u003e®\u003c\/sup\u003e messages\u003c\/li\u003e \u003c\/ul\u003e\t \u003cp\u003e\u003cb\u003eSocial selling with LinkedIn gets results!\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eYour best B2B prospects are on LinkedIn, and LinkedIn Sales Navigator is the powerful sales tool you need. Learning to take advantage of it will get you more leads, provide data to help you track your efforts, and get your message in front of the right people at the right time. This straightforward guide shows you how to write effective InMail messages, maximize lead recommendations, access full profiles outside your network, optimize your own profile for the best sales opportunities, and more. It's time to make selling social! Inside... \u003c\/p\u003e\u003cul\u003e\t \u003cb\u003e\u003cli\u003eMaster the dashboard\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eMap your buyer's journey\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eBuild and search the database\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eConduct an advanced lead search\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eSave and analyze leads\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eTurn leads into relationships\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eReach out through InMail\u003c\/li\u003e\u003c\/b\u003e \u003cb\u003e\u003cli\u003eUse the mobile app\u003c\/li\u003e\u003c\/b\u003e \u003c\/ul\u003e","brand":"For Dummies","offers":[{"title":"Default Title","offer_id":47989533212901,"sku":"NP9781119427681","price":29.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119427681.jpg?v=1761784491","url":"https:\/\/k12savings.com\/products\/linkedin-sales-navigator-for-dummies-isbn-9781119427681","provider":"K12savings","version":"1.0","type":"link"}