Article
Social Selling on LinkedIn: Complete Guide to Generate Pipeline
apollo.io
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Insert the video as a raw clip. It shouldn’t be a link that takes your prospect out of their LinkedIn messages. Here’s a helpful video for attaching video files to a LinkedIn message. “Make the thumbnail personalized. “Make it a mini preview of what you’re going to talk about,” Melissa says, “I’ll do a picture of myself or a picture of the prospect…I always put a banner at the bottom of the time commitment, too.”” Identify their channel of choice. Maybe, they aren’t that active on LinkedIn. Apply these same principles to Twitter/X, Instagram, or Slack communities to meet your prospects where they’re at.
Invite to connect, personalized note: 39 of 50 accepted “Whether you get an accepted connection request with or without an initial message, sending highly-personalized voice notes or videos can be the differentiator you need to expedite these new relationships.” “Go back to voice notes [within LinkedIn], 1:1 videos, things that AI can’t replicate yet. It’s a good way to show that you’re actually human as opposed to an automated message,” saysFlorin Tatulea, Head of Sales Development atCommon Room.
With over 930 million people on LinkedIn,hundreds of millions of whichplay a role in decision making, the platform’s pool of prospects is more akin to an ocean. It’s uniquely different from other engagement channels for a few key reasons: “Professional and personal data. On LinkedIn you can find work history, industry, and company information plus personal interests, opinions, and engagement history. All of this is valuable qualification and personalization data you can use across outbound.” Business context. People go to LinkedIn for business topics and career development, making them extra receptive to B2B messaging.
Over the last few years,Alex Boyd, Founder ofRevenueZen, has built a social selling empire that consistently brings in34% of his business’s revenue, totaling over $5 million. “According to Alex, you don’t need viral posts, hundreds of thousands of followers, or a big fancy brand to make LinkedIn a legitimate source of generating pipeline.” People buy from people they trust, and regular interaction on social networks and visible social proof create that trust. In this section of the book, we’ll cover how to build pipeline from LinkedIn — credibly, authentically, and honestly — and show you exactly how it leads to tangible revenue.
With over 930 million people on LinkedIn,hundreds of millions of whichplay a role in decision making, the platform’s pool of prospects is more akin to an ocean. It’s uniquely different from other engagement channels for a few key reasons: “Professional and personal data. On LinkedIn you can find work history, industry, and company information plus personal interests, opinions, and engagement history. All of this is valuable qualification and personalization data you can use across outbound.” Business context. People go to LinkedIn for business topics and career development, making them extra receptive to B2B messaging.
Over the last few years,Alex Boyd, Founder ofRevenueZen, has built a social selling empire that consistently brings in34% of his business’s revenue, totaling over $5 million. “All you need to understand is thatsocial selling is about helping people publicly.” People buy from people they trust, and regular interaction on social networks and visible social proof create that trust. In this section of the book, we’ll cover how to build pipeline from LinkedIn — credibly, authentically, and honestly — and show you exactly how it leads to tangible revenue.
According to Alex, you don’t need viral posts, hundreds of thousands of followers, or a big fancy brand to make LinkedIn a legitimate source of generating pipeline. All you need to understand is thatsocial selling is about helping people publicly. “People buy from people they trust, and regular interaction on social networks and visible social proof create that trust.” Learn:
3. Play the long game “When you rush into the DMs of everyone who comments on your post and pitch to them without any context, it breaks a prospect’s sense of psychological safety and instantly creates “a moat around you as a seller that nobody wants to cross,” says Alex.” Instead, slow down your interactions.Zoehas found that consistently posting content that keeps you top-of-mind brings buyers to you at the moment they are ready to have that conversation.
LinkedIn is uniquely suited for B2B lead generation but at its core, it’s still a social media platform.Whatyou post andhowyou present yourself affect the likelihood of your prospects responding. ““I look at posting on LinkedIn as marketing,” saysBrendan Short, Head of Product-led Sales at Apollo, “You can connect with people and direct message them, which is essentially cold outbound, but there is a huge outbound play for building an audience and nurturing them through LinkedIn posting.”” Zoe Hartsfield, one of today’s top LinkedIn sales voices, is an example of a self-made salesperson who built a robust network through consistently posting and focusing on personal brand. When she was a quota-carrying rep, Zoe consistently hit 50-60% of her quota through LinkedIn by following a simple posting framework (see figure 5.1).
2. Tell stories of your customer’s success “LinkedIn gives you a large reach for sharing real, tangible social proof.” This goes back to Alex’s method of learning to write a real story based around specific, crispy numbers — Increased SQLs by 25%. Slashed costs by 70%. Boosted ARR by 65%. It’s even better if you can include these results with an image.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.