B2B Social Selling - LinkedIn Sales Hacks
4.2 (25 ratings)
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B2B Social Selling - LinkedIn Sales Hacks

Learn specific sales focused LinkedIn tips and tricks to uncover more opportunities and gain the competitive advantage
4.2 (25 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
156 students enrolled
Created by Randy Whitcroft
Last updated 4/2016
Current price: $10 Original price: $30 Discount: 67% off
5 hours left at this price!
30-Day Money-Back Guarantee
  • 3 hours on-demand video
  • 5 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Convert LinkedIn interactions into offline one on one sales focused conversations
  • Uncover new sales opportunities, expand sales reach, and build reputation as an industry leader
  • Utilize proven methods on how to successfully find and engage with the right prospects, at the right time, and with the right information
  • Create a LinkedIn profile that speaks directly to your ideal prospects, positions you as an industry leader, and communicates why they should be engaging with you
  • Be found more easily by ranking higher in your prospects Google and LinkedIn search results
  • Leverage uncharted techniques and tactics within LinkedIn to gain more connections, followers, and competitive intelligence
View Curriculum
  • Basic understanding and experience using LinkedIn
  • Access to LinkedIn Free account is required however having a LinkedIn Premium account is preferred
  • A basic understanding of B2B sales terminology and general sales processes is recommended
  • Chrome browser is required to use one of third party tools covered within one lesson in the course. However, it is not required for any of the main lessons within the course

Are you a B2B sales professional? More specifically, are you a sales hunter? Are you someone who likes to control your own destiny and not sit back and wait for opportunity to come to you? If so, then this course is for you!

This course is for salespeople or sales development reps who are interested in learning how to find new sales opportunities and get the jump on your competition by leveraging LinkedIn along with its information and deep insights on its 400+ Million members. Recognizing that 75% of B2B buyers are now using social media to make purchasing decisions, and that 80% of B2B social media leads come from LinkedIn...learning how to effectively tap into this system has the potential to pay huge sales dividends.

In this course, you will learn a social selling process along with social engagement best practices. You will also learn how to recognize where a prospect is within their B2B buying journey. Combining these insights will empower you to position yourself in the right place, at the right time, and with the right information. 

Although you are most likely already familiar with LinkedIn and how to use it for sales prospecting, opportunity development, and customer retention...there are some sales focused hacks and tactics that are often overlooked, unknown, or even under utilized. In this course you will learn how to improve your prospecting skills and uncover new sales opportunities by leveraging these hidden sales gems.

You will learn how to build a solid LinkedIn presence that speaks directly to your prospects and clearly articulates the value that you have to offer. This will be the first thing that your potential customers see when they click on your profile which ranks higher than your competitors within search results.

You will learn how to identify and engage with the right groups and stakeholders on LinkedIn. Along with knowing how to cut through the "noise" to engage in conversations with these prospects, you will also learn proven methods on how to convert these interactions into new connections and offline sales conversations. 

You will also learn a number of tactics that you can use to tap into the opportunity that comes from your LinkedIn connections as well as a number of secrets on how to also tap into your competitors connections and activities.

There are a number of downloadable materials that will help you to get the most from this course and assist you to take your social selling capabilities to the next level.

As a 25+ year B2B sales veteran and an active LinkedIn user since January 2004...I have learned a number of sales specific tips and tricks that I now want to pass along to you. According to my LinkedIn Social Selling Index, I am ranked within the top 1% of sales professionals within the computer software industry. I have created this course to help you to get the most out of LinkedIn, and to empower you to know how to turn LinkedIn into your competitive sales advantage.

Who is the target audience?
  • This course if for B2B sales hunters who are not able (or do not wish) to rely solely upon marketing organizations or lead generation teams to provide incoming leads
  • This course is for sales professionals who already have some knowledge and experience in using LinkedIn. This course is not for anyone who is looking to learn the basics of how to use LinkedIn
  • This course is ideal for salespeople who want to learn how to apply social selling practices to uncover new sales opportunities, build relationships with prospects and customers using LinkedIn, and integrate elements of social media into their sales processes
  • This course is for anyone who is looking to learn how to successfully move online social interactions into offline sales conversations
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Curriculum For This Course
28 Lectures
Course Introduction & Foundation
5 Lectures 50:53

In this lesson we will discuss an overview of the course, the various sections, and topics covered throughout the course.

Preview 07:14

As salespeople, metrics are vital to our success and our ability to determine if we are on track or not. In this lecture we will discuss the recommended 3 key metrics to use to determine progress and success in this course.

The Metrics of Success

This is a high level overview of a typical B2B Buying Process. This helps you to know where your prospect is within the buying journey.

Preview 04:05

In this lesson we go deeper into discussing each of the 6 steps within a typical B2B buying process as well as discuss how to recognize where the buyer is within the buying journey.

The Buyers Journey In Detail

There are a number of social selling subtleties that need to be recognized. Engaging with prospects and customers using social channels often requires a different approach. In this lesson we will discuss a social selling process and how it can be mapped to the B2B buying process.

A Social Selling Process

Section 1 Quiz
3 questions
LinkedIn - Getting the Most From Your Profile
5 Lectures 43:00

In this lesson you will learn how to build your profile so that it speaks to your prospects, separates you from your competitors, highlights the value that you provide, and guides prospects towards the action that you would like them to take.

Your LinkedIn Profile

In this lesson you will learn how to research and identify keywords that will increase your exposure to potential customers and have you rank higher within their LinkedIn and Google search results.

Profile Tactic 1 - Keywords

In this lesson we will review how to go about getting your own personal custom LinkedIn URL.

Profile Tactic 2 - Custom URL

Work samples are one of the greatest ways to create more depth to your profile and to communicate to potential customers your value along with social proof. We will discuss how to leverage Work Samples to your advantage.

Preview 05:21

Profile views are both an opportunity as well as a risk. Learn how to maximize your opportunity and mitigate your risk.

Profile Tactic 4 - Profile Views

Section 2 Quiz
3 questions
LinkedIn - Search
5 Lectures 27:53

LinkedIn is a massive database. Learn how to leverage search and filters to tap into the immense amount of information and insights that are available within LinkedIn.

Using LinkedIn Search

With change comes opportunity. Learn how to leverage job listings within LInkedIn to your advantage.

Search Tactic 1 - Jobs

Have you ever come across a LinkedIn profile where the name is only listed as "LinkedIn Member"? In this lesson you will learn a tactic on how to trick the system to give you this information.

Search Tactic 2 - Private LinkedIn Members

Learn how go beyond basic or advance search and utilize Boolean search within LinkedIn to zero in on information that you are looking for.

Search Tactic 3 - Boolean Search

Not only will saved searches save you time...they can even proactively inform you of updates within LinkedIn. Learn how to leverage saved searches to your advantage.

Search Tactic 4 - Saved Search
LinkedIn - Groups
5 Lectures 37:12

In this lesson we discuss LinkedIn Groups and the opportunities that exist within them. You will learn a number of key best practices to use when engaging with groups.

Groups Overview

In this lesson learn how to find the right groups that will enable you to engage in more conversations, gain more contacts, and move more interactions into offline sales conversations.

Groups Tactic 1 - Choosing The Right Groups

Learn how to engage publicly as well a privately with group conversations. Learn a tactic on how to turn your competitors group conversations into opportunities for you.

Groups Tactic 2 - Replying in Groups

Learn effective and proven ways to create engagement with prospects and potential customers using LinkedIn Groups.

Groups Tactic 3 - Engagement Secrets

Tap into recent activity to monitor what your prospects, customers, and even your competitors are discussing on LinkedIn.

Groups Tactic 4 - Recent Activity & Recap

Section 4 Quiz
3 questions
LinkedIn - Connections
7 Lectures 18:49

In this lesson we discuss the value of connections and the opportunities that can come from effectively leveraging your current connections.

Connections Overview

In this lesson you will learn how to utilize the people also viewed capabilities within LinkedIn along with how to stop LinkedIn from suggesting your competitors to your prospects and customers.

Connections Tactic 1 - People Also Viewed

Learn how to leverage this often unknown or under utilized feature of LinkedIn to find new opportunities, make new connections, and get warm introductions into prospect accounts.

Connections Tactic 2- Alumni

Another unknown or under utilized feature of LinkedIn. Learn how to leverage Tags, Notes, and Reminders to help you remain front of mind with your prospects and customers.

Connections Tactic 3- Tags, Notes, Reminders

Skills and endorsements are a great way to showcase your skills and have them validated by your network. However, did you know this is also a great way to tap into your competitors network? You will learn how in this lesson.

Connections Tactic 4- Skills and Endorsments

Learn how to leverage the Follow capabilities to your advantage.

Connections Tactic 5 - Follow

There is one other tool that can help you easily find the other social media account of your customers, prospects, and connections. Learn about this within this lesson.

Connections Tactic 6 - Other Tools
Summary and Wrap Up
1 Lecture 03:04

Final wrap up of the course and some final thoughts to leave you with.

Recap of Course & Next Steps
About the Instructor
Randy Whitcroft
4.2 Average rating
45 Reviews
871 Students
3 Courses
Selling and building customer relationships. That's my life!

Hi! My name is Randy Whitcroft and I wanted to take a moment just to give you a bit more information about me and the background that has led me to become an instructor here on Udemy.

First off, I have over 25 years of hands-on sales, management, and customer engagement experience. The majority of my experience is in selling technology solutions within the B2B marketplace. Throughout my career, I have engaged and sold to many of the Fortune 500 companies as well as government agencies right across North America. I spent the early part of my career with several technology companies including Corel Corporation and Rational Software which was ultimately acquired by IBM. I left IBM in 2003 start my own company (Ideas2Revenue), since this point myself and my team have had the privilege of assisting over 55 organizations right across North America to increase their revenues through the building of lasting customer relationships. 

I am a published author and I remain actively involved within our local business community. I am often called upon as a regular speaker and instructor at the Carleton University Lead To Win program, I am a member of the Invest Ottawa mentorship program, and a very active member of the Sales Professionals of Ottawa association where I have just completed a 2 year term as the President of the association.

The bottom line is that I love selling! My success has been in B2B sales predominantly within the technology sector, and my ultimate passion is to help organizations to build lasting mutually beneficial relationships by aligning themselves with their customers and supporters.

I hope that you get as much value out of my training as I have had enjoyment in creating it for you!

Happy Selling!