Kim Peterson is the Content Marketing Specialist at LeanData, where she digs deep into all aspects of the SaaS sales process and shares her findings through multiple content channels. Connect with Kim on LinkedIn.
Social selling is a HUGE part of modern day lead generation. In fact, 42% of buyers research the sellers who contact them by viewing the seller’s LinkedIn profile.
Like it or not, people check you out.
And by the same token, you’ll likely find and connect with potential customers through LinkedIn. But it’s not all pitching and peddling.
Social selling is about developing a one-to-one relationship with a single individual, with sales being the long-term goal. A meaningful relationship initiated on LinkedIn is built on commonalities, respect, and reciprocity. But you’ve got to show up to the game to be a player.
So here are some simple and easy tips to help you set up a LinkedIn profile that invites connection:
1. Upload a Professional Profile Photo
If you’re a party animal on the weekend, a hard-core cyclist, or a big-game hunter, great, happy for you, but don’t put that kind of photo in your LinkedIn profile. That also applies to pictures of your adorable children, ivy-league college graduation, your German Shepherd “Zeus,” or your most creative Halloween costume. Don’t do it.
You want your LinkedIn profile to help build relationships and develop a key element of sales: trust. Your photo should be a clear, high-resolution headshot that communicates, “I’m professional.”
2. Craft a Compelling Headline
First, you should know that LinkedIn uses your current job title for your headline as a default. That’s a start, but it won’t make you stand out. You’ve got 220 characters to spotlight your awesomeness — don’t waste it. Your headline is a great place to highlight your skills and personality.
Take some inspiration from 6sense Senior Director of Sales Development Ernest Owusu, whose headline reads, “Retired NFL Athlete | Sales Development Leader at 6sense.”
But don’t get intimidated by the NFL mic drop. LeanData SDR Anthony Yu has a solid headline that states, “Modernizing Salesforce & Go-to-Market Operations – US Army Vet.” Think about how your job helps people and share the value of your brand. Choose brief words that carry impact.
3. Optimize Your “About” Summary Section
A descriptive LinkedIn summary can be a great value-add for social selling. Your “About” section is part of the LinkedIn algorithm and may make you more visible in search. So take the opportunity to introduce yourself. It’s not a Jerry Maguire manifesto moment, but can be powerful if you have a unique or inspiring story about your career journey.
Write in first person, include concrete data if available, and again, show some personality. If you’re not confident in your writing skills, find an online writing tool to check your work. And don’t be afraid to ask someone on your company’s content marketing or public relations team to look it over.
Need an example? 6sense Enterprise Business Development Representative Aaron Torres has a clean, professional summary. Well done!
4. Showcase Relevant Work Experiences
Here’s the meat and potatoes (or tempeh and kale if that’s your thing) of your LinkedIn profile. In the experience section, showcase all of your relevant work experiences in reverse chronological order. Include key achievements and results. Write a one–sentence overview of what the company does, one sentence describing your primary responsibilities, and list two or three key achievements.
Do I really have to say it? Don’t lie or exaggerate your experience or qualifications.
5. Get Specific with Your Education
Just as you did in the work experience section, list your educational institutions in reverse chronological order. Only include the schools, colleges, and universities relevant to your profession. You may have gone to elementary school with Mr. Beast, a fun fact with men aged 25 to 34, but don’t include that here.
Make sure to list any extracurricular activities you participated in as well as awards or honors you received from the education institutions. For example, Marissa Harbath, SDR Manager at LeanData, included her participation in college sports as well as an adventuresome study abroad experience.
6. Keep Your Profile Up to Date
Whether you’re updating that socks-and-slides look or upskilling your tech expertise, for social selling to work effectively, your LinkedIn profile must stay up to date. Make an effort to regularly refresh your profile with new experiences, skills, and achievements.
Did you become LeanData certified? Are you now a Salesforce administrator? Were you a guest on a podcast or spoke at a conference? Did you present at your company’s sales kickoff meetings? These accomplishments boost your personal brand, but only if you share them.
Top Performers Make the Most of LinkedIn
The State of Sales 2022 study found that top sales performers are more likely to use LinkedIn to share company content and expand their network. So if you cringe when you hear the word “LinkedIn” and you work in sales — especially tech sales, it’s time to flip the script.
Having a quality LinkedIn profile is the bare minimum to social selling.
Read more content from LeanData here.
About LeanData
Today’s growth leaders power their B2B selling with LeanData, the gold standard in modern revenue orchestration and an essential element of the modern revenue tech stack. The LeanData Revenue Orchestration Platform, powered by No-Code Automation, simplifies and accelerates coordination of all the people, processes and plays needed to transform buyer signals into buying decisions.
LeanData is inspiring a global movement among its community of over 5,000 OpsStars worldwide, empowering them with revenue operations excellence that translates into compelling buyer experiences and competitive advantage. As a result, LeanData’s platform is a tech stack essential for modern revenue teams, with more than 1,000 B2B leaders relying on LeanData, including Salesloft, Snowflake, Clari, VMWare, Hewlett Packard Enterprise and more. For more information, please visit https://www.leandata.com/.
