In this episode of the How to Succeed Podcast, social selling expert Richard Bliss from BlissPoint Consulting shares valuable insights on succeeding at social selling on LinkedIn. The discussion covers the evolution of LinkedIn as the go-to platform, emphasizing its ubiquity compared to other social media platforms. Listeners will gain practical tips on leveraging LinkedIn to generate leads, enhance their pipeline, and optimize social selling strategies. 

Bliss explains that the algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms like Facebook or Instagram, which are more focused on entertainment. He points out that the algorithm on LinkedIn rewards meaningful interactions that lead to conversations rather than simply garnering likes or views. This shift in mindset is crucial for salespeople looking to succeed on the platform.

Tune in to learn how to navigate the changing landscape of social selling and maximize your results on LinkedIn.

 

Timestamps: 

 

00:02:47 The upside-down world of social selling.

00:06:03 LinkedIn content engagement strategies.

00:08:37 LinkedIn sales strategies.

00:11:15 Commenting for Sales Success.

00:14:33 LinkedIn networking strategies.

00:19:14 Underrated sales prospecting techniques.

00:22:27 Cold email techniques.

00:27:28 Engaging sales team strategy.

00:31:13 Overcoming career setback.

00:34:21 Leadership and communication skills.

Key Highlights:

• LinkedIn has become the go-to platform for social selling, with widespread adoption among professionals.

• The purpose of LinkedIn is to connect with prospects and customers and build relationships, rather than entertain or distract.

• The algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms.

• Posting text-only content on LinkedIn generates more reach and engagement compared to videos or graphics.

• Engaging in conversations by leaving comments on prospects' posts is more effective than sending direct messages or connection requests.

• Leveraging the mentioned feature on LinkedIn can grab the attention of prospects without directly reaching out to them.

• Sales Navigator can be a valuable tool for tracking and finding prospects, but it should be used in conjunction with understanding the fundamentals of LinkedIn.

• Using AI tools like ChatGPT can help generate ideas for comments and responses to prospects' posts.

• Authentic engagement and conversations with prospects are more important than trying to cheat the algorithm or use specific posting techniques.

• Success in social selling on LinkedIn is measured by the number of people you can help and the level of enjoyment you derive from your work.

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