Sales & Support 1-888-220-7361

Jill Konrath and Ardath Albee released an e-book based on a survey of LinkedIn users and their conclusion is that top LinkedIn sellers view the social network as essential to their marketing efforts. “Cracking the LinkedIn Sales Code” shares some insightful statistics about how these top sellers use LinkedIn to nurture prospects and build their businesses.

Konrath and Ardath share five key findings in their report:

  1. LinkedIn “contributes” to opportunity creation.
  2. The most frequent LinkedIn activity is prospect research.
  3. Top sellers use more of LinkedIn’s capabilities than other users.
  4. Top sellers also pay close attention to their professional “presence” on LinkedIn.
  5. The biggest obstacle to using LinkedIn effectively is knowledge of its capabilities.

It is clear after reading the report that top sellers on LinkedIn have a completely different mindset than average users. They frequently close more sales than the average user and find more qualified prospects too. In other words, they actually have a LinkedIn strategy.

Konrath and Albee are careful to note, however, that merely using LinkedIn the same way that top sellers do won’t guarantee sales success. Putting in the time doesn’t translate into sales (BTW, top sellers spend 6 hours or more a week on LinkedIn).

When you consider that in a typical 5 day work week a power user will spend 1-1/4 hours per day on LinkedIn and contribute to 30 or more LinkedIn groups, then it’s clear that top sellers are people who are active on LinkedIn. It makes me wonder if they are active on other social networks too.

What do you think? Are you using LinkedIn like a top seller/power user?

Leave a Reply

XHTML: You can use these tags: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <s> <strike> <strong>