LinkedIn Sales Navigator For Dummies

Chapter 7

Becoming Top of Mind with Your Leads

IN THIS CHAPTER

Communicating with leads

Sorting through leads in Sales Navigator

Using PointDrive for content creation and management

You’ve put the time in. You’ve laid the groundwork. It’s time to really get down to the business of social selling. Now is the time you start pounding the pavement (metaphorically speaking, of course), and start interacting and engaging with the leads you’ve painstakingly collected. If you’ve followed all (or at least most) of my advice thus far, you’re more than ready to take your social-selling game to the next level.

In this chapter, I go into the nuts and bolts of how to engage with your leads on a regular basis to become and stay top of mind. I also show you how to narrow down the leads available to you in LinkedIn Sales Navigator into more tailored lists that produce results faster. Finally, I jump into the specifics of a great tool for interacting with leads that’s included with certain Team-level and Enterprise-level Sales Navigator plans: PointDrive.

Engaging with Leads

As I discuss in Chapter 1, social selling is about making connections with people first. The idea is that over time, you will ...