Facebook, Twitter, Instagram, Linkedin – there’s a huge chance that your ideal customer has an account on at least one of them. As our role as business developers continues to evolve, the technologies and techniques we use to connect with prospects has changed as well. My guest today is Kurt Shaver of The Sales Foundry, an expert on leveraging social selling and using Linkedin as part of the sales process. We discuss how to research and connect with prospects on Linkedin, becoming an business expert on your social media platforms, and the essential skills all new sales development reps need to have.

Episode Highlights:

• Why is social selling important?
• The evolution of Linkedin: Outbound prospecting and inbound marketing
• Inbound marketing for the new SDR
• Broadcasting and curating
• Essential outbound marketing skills for the new SDR
• Working in time blocks while prospecting on Linkedin
• Researching and using Linkedin as a disqualification machine
• What does Kurt Shaver do?

Resources:

Connect with Kurt Shaver on Linkedin, follow him on Twitter, and visit him on the web at The Sales Foundry  

Quotes/Tweets:

“The primary function of Linkedin is lead generation”- Kurt Shaver

“When everyone is on a social network, each person is essentially a mini marketer”- Kurt

“Your number one priority is to leverage a common connection with your ideal customer”- Kurt

“Ten connections per day, 22 business days per month, means 220 more connections. That’s how you build your network” - Marylou