1. Brief overview of the benefits of LinkedIn for selling. 2. What to update in your personal profile to be found in search. 3. Four ways to generate leads using LinkedIn. 4. Tips to help you make your time on LinkedIn efficient.

1. How to use LinkedIn
for lead generation.

2. WHAT WE’LL COVER
TODAY
MAKE IT EASY
Tips to help you make your time
on LinkedIn efficient.
WHY LINKEDIN
Brief overview of the benefits of
LinkedIn for sales.
PERSONAL PROFILES
What to update in your personal
profile to be found in search.
TIPS TO GENERATE LEADS
4 ways to generate leads using
LinkedIn.
01
02
03
04

3. Sales reps using social media as part of
their sales technique outsell 78% of
their peers. (Forbes)
Content shared by employees sees 8x
more engagement than content shared
through branded channels AND 61% of
consumers say they’re more likely to
research a product or service after seeing
a friend’s social media post about it.
(Social Media Today)
Brand messages shared by employees
on social media earn 561% more reach
than the same messages shared by the
brand’s social media channels. (Forbes)
WHY WE SHOULD
ALL BE ACTIVE IN
SOCIAL MEDIA

4. WHY LINKEDIN
LinkedIn saw a 55%
increase in conversations
among connections in
2020
33% of B2B decision
makers use LinkedIn to
research purchases
4 out of 5 people on LinkedIn
“drive business decisions”
LinkedIn traffic generates a
higher visitor-to-lead
conversion rate compared to
other social channels

5. WHY LINKEDIN
LinkedIn’s conversion rate is
almost 3x higher than both
Twitter (.69%) and Facebook
(.77%). (HubSpot)

6. 3 OF THE MOST
IMPORTANT ASPECTS
OF LINKEDIN
1. Profile
Your profile content helps
people find you.
2. Recommendations
Think of these as
recommendations for your
organization as well.
3. Groups
Join groups to find new
people to connect with.

7. Profile photo that focuses on your face.
Skip the funny pictures – according to
LinkedIn data, profiles with photos get 21x
more views and 36x more messages.
PROFILE
Descriptive headline that utilizes
frequently searched terms. What do you
want to show up in search for? What’s
your value proposition?
About section is where you can expand
on your headline. What makes you the
best at what you do?
Add a cover photo that
represents your business. What
could represent Unisan?

8. RECOMMENDATIONS
Personal recommendations reflect on
your organization and can help build
your credibility when reaching out to
people on LinkedIn. After you cold
outreach, your prospects will often
look up your personal profile on
LinkedIn, so it’s important you reflect
the organization in a positive light.

9. GROUPS
Join groups to learn and to connect
with more people. It’s most important
to participate in discussions and
share relevant content. When you do
this the other members of the group
are often notified of your activity.

10. 4 WAYS TO
GENERATE LEADS
ON LINKEDIN
1. Download your
connections to
generate lead lists.
3. Use personalized
cold outreach
messages.
2. Publish content
and become an
industry expert.
4. Use LinkedIn
Sales Navigator to
cold outreach.

11. DOWNLOAD YOUR CONTACTS
1.
2.
3.
Download your connections to generate
lead lists. If your connections’ email
addresses are public you’ll get their email
addresses, job title, company, and more.

12. PUBLISH CONTENT
5 best practices for LinkedIn posts:
● Include photos in all posts. Images receive 98%
more engagement than just text and LinkedIn
users are 11x more likely to read or click your
article when you include a photo.
● Use videos when possible. Videos are shared
75% more than images.
● Content posted in the morning usually earns the
highest engagement.
● LinkedIn has found that 20 posts per month can
help you reach 60% of your unique audience.You
reach roughly 20% of your audience per post.
● Always include links to drive traffic to your website
and a strong call-to-action.

13. PUBLISH CONTENT
A recent guide found that 91% of
executives rate LinkedIn as their first
choice for professionally relevant
content. Make sure that when posting on
LinkedIn, your content is focused on
providing educational value as opposed
to promotions. This can include how to’s,
guides, FAQs, etc.
Top phrases used in posts.

14. USE PERSONALIZED MESSAGES
Decision makers are spammed on LinkedIn with copy
and paste messages. Ideally, you should personalize
each and every one of your outreach messages and
likewise offer something in return to your contacts (i.e. a
special offer, a free quote, etc).
Example message:

15. USE LINKEDIN SALES NAVIGATOR
LinkedIn Sales Navigator allows sales teams to engage with contacts and accounts within the LinkedIn platform
without barriers. It also comes with a number of additional features and filters compared to the everyday platform.
Features include:
● Ability to send InMail to anyone without being
connected. The number of messages you get per
month changes with the level of the product.
● Additional filters when searching for people. There
are more than 20 different filters you can use to
segment your search.
● Save prospect lists and sort your list by tags you
create.
● Get recommended leads based on the sales
preferences you set.
● You can also integrate it with Outlook for more
efficiency.

16. USE LINKEDIN SALES NAVIGATOR
https://business.linkedin.com/sales-solutions/compare-plans

17. 3 WAYS TO PUBLISH TO LINKEDIN
Use the LinkedIn mobile
app to post while you’re
on-the-go.
Use LinkedIn for desktop
when you want to post
jobs or publish articles
straight to LinkedIn.
Use a social publishing
tool to schedule content
in advance.