{"id":1358,"date":"2025-04-14T11:30:00","date_gmt":"2025-04-14T11:30:00","guid":{"rendered":"http:\/\/www.pascaller.com\/?p=1358"},"modified":"2025-04-30T11:11:07","modified_gmt":"2025-04-30T11:11:07","slug":"linkedin-for-social-selling-how-to-research-prospect-sell-on-platform-new-data","status":"publish","type":"post","link":"http:\/\/www.pascaller.com\/index.php\/2025\/04\/14\/linkedin-for-social-selling-how-to-research-prospect-sell-on-platform-new-data\/","title":{"rendered":"LinkedIn for Social Selling: How to Research, Prospect, &amp; Sell on Platform [+ New Data]"},"content":{"rendered":"<p><span style=\"font-size: var(--cl-text-font-size);font-weight: var(--cl-text-font-weight);color: var(--cl-text-color)\">If you haven\u2019t heard the news, I\u2019m here to deliver it: social selling on LinkedIn, my dear reader, is all the rage.<\/span><\/p>\n<p><span style=\"font-size: var(--cl-text-font-size);font-weight: var(--cl-text-font-weight);color: var(--cl-text-color)\"><a class=\"cta_button\" href=\"https:\/\/www.hubspot.com\/cs\/ci\/?pg=acf22817-09b6-4904-94a6-a1e704faf2f4&amp;pid=53&amp;ecid=&amp;hseid=&amp;hsic=\"><img loading=\"lazy\" class=\"hs-cta-img \" style=\"height: auto !important;width: auto !important;max-width: 100% !important;border-width: 0px;margin: 0 auto;margin-top: 20px;margin-bottom: 20px\" alt=\"Download 37 Tips for Social Selling on LinkedIn\" height=\"60\" width=\"431\" src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/53\/acf22817-09b6-4904-94a6-a1e704faf2f4.png\" align=\"middle\" \/><\/a><\/span><\/p>\n<p>Try picturing this: you connect with a prospect on a Thursday, have a discovery chat locked in by Tuesday, demo by Friday, and then boom \u2014 you\u2019ve got a deal closed before the weekend. We both know that this is a salesperson\u2019s dream.<\/p>\n<p>But you see, that magic doesn\u2019t just happen. You won\u2019t get those results without a stellar LinkedIn social selling strategy. And maybe you\u2019ve already got a LinkedIn social strategy that\u2019s working well; maybe you don\u2019t.<\/p>\n<p>Either way, to help you boost your effectiveness, I spoke to a few sales experts and asked them for their best tips for social selling on LinkedIn. Read on to learn their advice, strategies, and tactics to help you take your LinkedIn game to the next level.<\/p>\n<p><strong>Table of Contents:<\/strong><\/p>\n<ul>\n<li><a href=\"#module-featuredsnippet-pathweb-team-assetscomponent-modulesmodulesfeaturedsnippet-labelfeaturedsnippet-contenttypeparagraph-paragraphsocial-selling-on-linkedin-refers-to-using-linkedin-to-find-connect-with-and-build-relationships-with-leads-and-prospects-to-drive-sales-headerwhat-is-social-selling-on-linkedin-style-theme-white-paddingtop-xs-paddingbottom-xs\">What is social selling on LinkedIn?<\/a><\/li>\n<\/ul>\n<ul>\n<li><a href=\"#why-social-selling-is-so-effective-on-linkedin\">Why Social Selling is So Effective on LinkedIn<\/a><\/li>\n<li><a href=\"#linkedin-social-selling-mistakes-to-avoid\">LinkedIn Social Selling Mistakes to Avoid<\/a><\/li>\n<li><a href=\"#linkedin-social-selling-vs-traditional-selling\">LinkedIn Social Selling vs. Traditional Selling<\/a><\/li>\n<li><a href=\"#linkedin-social-selling-best-practices\">LinkedIn Social Selling Best Practices<\/a><\/li>\n<li><a href=\"#linkedin-profile-tips-for-salespeople\">LinkedIn Profile Tips for Salespeople<\/a><\/li>\n<li><a href=\"#social-selling-on-linkedin-examples\">Social Selling on LinkedIn: Examples<\/a><\/li>\n<li><a href=\"#how-to-build-your-personal-brand-on-linkedin\">How to Build Your Personal Brand on LinkedIn<\/a><\/li>\n<li><a href=\"#my-last-words-on-linkedin-faq\">My Last Words on LinkedIn [+ FAQ]<\/a><\/li>\n<\/ul>\n<p><a><\/a> <\/p>\n<h2>Why Social Selling is So Effective on LinkedIn<\/h2>\n<p>To help you better understand why salesfolks are turning to modern <a href=\"https:\/\/blog.hubspot.com\/sales\/sales-professionals-guide-to-social-selling\">social selling<\/a> and LinkedIn as their go-to strategy, I\u2019ve gathered some stats from <a href=\"https:\/\/www.hubspot.com\/state-of-marketing\">HubSpot\u2019s 2025 State of Social Trends Report<\/a> and <a href=\"https:\/\/blog.hubspot.com\/sales\/hubspot-sales-strategy-report\">2024 Sales Trends Report<\/a> about the broader landscape of selling \u2014 for companies and the customers they serve \u2014 on social:<\/p>\n<ul>\n<li><strong>70%<\/strong> of brands plan to sell products directly through social in 2025. (HubSpot State of Social Trends Report)<\/li>\n<li>Only <strong>40%<\/strong> of B2C marketers and <strong>30%<\/strong> of B2B marketers are currently selling their products on social platforms. (HubSpot State of Social Trends Report)<\/li>\n<li><strong>69%<\/strong> of marketers agree that more shopping will happen directly on social than on brand websites or third-party marketplaces in 2025. (HubSpot State of Social Trends Report)<\/li>\n<li><strong>45%<\/strong> of B2B companies use LinkedIn. (HubSpot State of Social Trends Report)<\/li>\n<li>Sales pros say that <strong>social media is among the top five (ranking at #4)<\/strong> most effective sales channels. (HubSpot Sales Trends Report)<\/li>\n<li><strong>Social media content is the most effective type of sales enablement content; salesfolks who use it<\/strong> in their role are <strong>58%<\/strong> more likely to perform over goal this year. (HubSpot Sales Trends Report)<\/li>\n<\/ul>\n<p>While there isn\u2019t much recently released research about the impact of social selling on LinkedIn specifically, I have a few guesses as to why social selling on LinkedIn has become so effective in recent years. Here\u2019s my philosophy:<\/p>\n<h3>1. User-generated content (UGC) has become more popular, which means social selling has become more popular.<\/h3>\n<p>As <a href=\"https:\/\/www.hubspot.com\/state-of-marketing\">HubSpot\u2019s 2025 State of Social Trends Report<\/a> revealed, <strong>24%<\/strong> of marketers say one of the most significant benefits of building social media communities is incentivizing <a href=\"https:\/\/blog.hubspot.com\/marketing\/what-is-ugc\">user-generated content<\/a>.<\/p>\n<p>At first glance, you may think this statistic isn\u2019t <em>super<\/em> telling, but allow me to explain further. If anything, this statistic <em>does<\/em> indicate a clear shift in how customers \u2014 your customers \u2014 respond to content in the new age of social media. They trust peer-created stories over highly polished branded messages.<\/p>\n<p>UGC allows salesfolks and companies to showcase real experiences with their products and\/or services. When a salesperson shares how a client solved a challenge using their solution \u2014 or even better, when the client shares it \u2014 that content feels trustworthy, relatable, and worth their investment (whether it be their time, money, WOM, etc.).<\/p>\n<h3>2. When it comes to social selling on LinkedIn, it\u2019s not about hard selling.<\/h3>\n<p>Social selling on LinkedIn is about two things: connection and context. It\u2019s about how the salesperson \u2014 or even other customers \u2014 has been able to extract value from a product or service and, moreover, how that value aligns with the needs of their extended communities.<\/p>\n<p>Rather than showing up in someone\u2019s inbox with an aggressive pitch, successful social sellers lead with:<\/p>\n<ul>\n<li><strong>Insight<\/strong><\/li>\n<li><strong>Experience<\/strong><\/li>\n<li><strong>Problem-solving content<\/strong><\/li>\n<li><strong>Honesty<\/strong> (especially about the results they\u2019ve seen)<\/li>\n<\/ul>\n<p>They tell stories. They break down lessons learned. They highlight use cases. This approach makes potential buyers more receptive because it comes across as helpful, not transactional.<\/p>\n<h3>3. Social selling on LinkedIn allows potential prospects to understand how a product or service works in the real world.<\/h3>\n<p>No one wants to feel like they\u2019re being swindled. With social selling, prospects get a sneak peek at how your solution is used, what outcomes it drives, and how others in similar roles benefit from it.<\/p>\n<p>It shifts the perspective from \u201chere\u2019s what we offer\u201d to \u201chere\u2019s what it looks like in action\u201d and \u201chere\u2019s how I made it work for me as someone in X role.\u201d When done well, this transparency builds curiosity, making prospects more likely to reach out or respond (when the time is right).<\/p>\n<h3>4. Social selling (in a more broad sense) allows for authentic, more organic customer relationship building.<\/h3>\n<p>Because salesfolks interact with customers over shared interests and\/or pain points through social selling tactics, they\u2019re more likely to build trust and rapport behind the sale. Thus, these relationships are rooted in conversation, not conversion.<\/p>\n<p>The result? Warmer leads, better customer retention, even referrals; here\u2019s why this happens:<\/p>\n<ul>\n<li><strong>People are far more likely to do business with someone who gets them<\/strong> without asking for anything in return (or forcing a pitch).<\/li>\n<li><strong>Down-to-earth conversations create memorable interactions<\/strong>, which increases the chances of being top-of-mind when a need arises.<\/li>\n<li><strong>Trust built over time often leads to introductions and referrals<\/strong> because happy prospects are more inclined to advocate for someone they\u2019ve built a real connection with.<\/li>\n<\/ul>\n<p>Although social selling on LinkedIn does indeed work, you should know what <em>not<\/em> to do before you do it. Next, I\u2019ll discuss what you want to avoid in your approach and outreach strategy.<\/p>\n<p><strong>Pro Tip:<\/strong> Before you develop your social selling strategy, it\u2019s crucial to determine how and what you\u2019ll use to manage your social media presence. <a href=\"https:\/\/www.hubspot.com\/products\/marketing\/social-inbox\">HubSpot\u2019s Social Media Management Software<\/a>, available through <a href=\"https:\/\/www.hubspot.com\/products\/marketingtarget=\">Marketing Hub<\/a>, can help you do that (but without all the cross-platform confusion and headaches). I recommend trying it, especially if monitoring mentions and engagement are top priorities for your social selling plans.<\/p>\n<p><a><\/a> <\/p>\n<h2>LinkedIn Social Selling Mistakes to Avoid<\/h2>\n<p>There\u2019s a learning curve for everything, my dear reader. It\u2019s easy to fumble the bag when you\u2019re new to LinkedIn, social selling, or both. However, the learning curve is <em>never<\/em> the problem. You\u2019re not the problem either. A lack of awareness, however, usually is.<\/p>\n<p>To help you sidestep errors that could set your LinkedIn <a href=\"https:\/\/blog.hubspot.com\/sales\/social-selling-video\">social selling efforts<\/a> back by months, here\u2019s what I suggest avoiding if you plan to prioritize LinkedIn for prospecting, fostering client\/customer relationships, and, most importantly, selling products and\/or services:<\/p>\n<h3>1. Avoid leading with a sales pitch. LinkedIn isn\u2019t Shark Tank.<\/h3>\n<p>Want to know the quickest way to get ghosted on LinkedIn? Hit someone with a sales pitch right after they accept your connection request.<\/p>\n<p>Here\u2019s why this will never work: it feels ambush-y. People want to connect with humans, not humans cosplaying as billboards. Social selling is about trust, so you need to offer legitimate value before you talk business.<\/p>\n<h3>2. Avoid abandoning your account.<\/h3>\n<p>You don\u2019t have to live on LinkedIn, but disappearing for weeks at a time won\u2019t help your visibility or build your credibility. You\u2019re building relationships; just like in real life, people notice when you ghost.<\/p>\n<p>So, keep your profile refreshed, relevant, and ready for engagement. Also, I recommend:<\/p>\n<ul>\n<li>Posting at least <strong>once or twice a week. <\/strong><\/li>\n<li><strong>Thoughtfully interacting<\/strong> with your network (this can be done in whatever way works for you, whether it be reposting, commenting, liking their content, etc).<\/li>\n<li><strong>Regularly checking and accepting connection requests <\/strong>(don\u2019t let them stack up \u2026 I\u2019m speaking from experience).<\/li>\n<\/ul>\n<h3>3. Avoid posting content that isn\u2019t relevant to what you\u2019re offering.<\/h3>\n<p>While personality and authenticity are important, your content should align with your brand, expertise, and services. Posting random memes or sharing news with zero tie-ins to your value proposition confuses your audience and, over time, dilutes your message.<\/p>\n<p>If you find yourself blanking on how to strike a balance between what you want to post and what you should post, I suggest asking yourself the following questions (then use your responses to build out content pillars that can guide your approach):<\/p>\n<ul>\n<li><em>Does this support how I want to be perceived?<\/em><\/li>\n<li><em>Will this help my audience solve problems, learn something, or see me as a go-to resource?<\/em><\/li>\n<li><em>Is this relevant to the services or solutions I offer directly or indirectly?<\/em><\/li>\n<li><em>Does this prompt my audience to think, engage, or take action in some way?<\/em><\/li>\n<\/ul>\n<p>Remember: every post is an opportunity to reinforce what you\u2019re known for.<\/p>\n<h3>4. Avoid ignoring engagement opportunities (\u2018cause that\u2019s where all the magic happens).<\/h3>\n<p>Engagement is LinkedIn\u2019s currency. If you want to see results quickly, you\u2019ve got to commit to consistently showing up and interacting with intention.<\/p>\n<p>Likes and comments aren\u2019t just social fluff \u2014 they\u2019re conversation starters. If someone comments on or likes your post, if they view your profile, that\u2019s a signal to interact, not ignore.<\/p>\n<p>That said, here\u2019s what I recommend doing if you\u2019re eager to build momentum on LinkedIn but unsure about where to start:<\/p>\n<ul>\n<li><strong>Reply to comments <\/strong>on your posts (I highly suggest blocking out time on your calendar just to scroll through comments and reply to ones that pique your interest, even if they weren\u2019t directly linked to your post).<\/li>\n<li><strong>Respond to DMs<\/strong> promptly (even a short, friendly reply goes a long way in keeping connections warm).<\/li>\n<li><strong>Tag folks <\/strong>(on opportunities that reminded you of them, on posts of tools or hacks they could utilize in their role, etc.).<\/li>\n<\/ul>\n<p><strong>Pro Tip: <\/strong>Using HubSpot\u2019s <a href=\"https:\/\/www.hubspot.com\/products\/artificial-intelligence\/AI-social\">AI Social Media Post Generator<\/a>, also available through <a href=\"https:\/\/www.hubspot.com\/products\/marketing%20target=\">Marketing Hub<\/a>, is an excellent time-saver for managing engagement opportunities without having to manually every notification you receive. With features like schedule and post, you can stay consistent (in every way, BTW) without being online 24\/7.<\/p>\n<p><a><\/a> <\/p>\n<h2>LinkedIn Social Selling vs. Traditional Selling<\/h2>\n<p>I\u2019m going to assume that you already know this. Still, I\u2019ll say it anyway: <a href=\"https:\/\/blog.hubspot.com\/sales\/social-selling-stats\">social selling<\/a> on LinkedIn and the well-known hustles (IYKYK) of traditional selling are two completely different ballgames.<\/p>\n<p>Times have changed, so social and traditional selling have inevitably gone through many lifecycles. However, at the core of <a href=\"https:\/\/blog.hubspot.com\/sales\/6-popular-sales-methodologies-summarized\">each methodology<\/a> lies simple differences. I\u2019ve put together a graphic and compiled a list of key contrasts to help you see the distinctions between the two. Take a look:<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a hubspot-branded graphic explaining the differences between traditional selling and social selling\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-2-20250410-3108549.webp\"><\/p>\n<h3>Traditional Selling<\/h3>\n<p>As briefly outlined in my graphic above, traditional selling is often transactional and focused on short-term wins. It\u2019s the cold call, the elevator pitch, the impersonal email blast, the networking small talk \u2026 I hope you\u2019re picking up what I\u2019m putting down. In short, traditional selling relies on high-effort, high-volume tactics to build business, such as:<\/p>\n<ul>\n<li><strong>A sales-first mindset <\/strong><\/li>\n<li><strong>Quota-driven tactics <\/strong><\/li>\n<li><strong>In-person meetings or networking events<\/strong> (as primary touchpoints)<\/li>\n<li><strong>One-size-fits-all pitches<\/strong><\/li>\n<\/ul>\n<p>Essentially, traditional selling involves any sales technique that converts leads quickly. And while this may have been efficient for a long time, it hasn\u2019t always prioritized being personable.<\/p>\n<p>Therefore, it\u2019s no longer the only (or the best) way to build a customer base, especially if your goal is to earn repeat business and loyal clients.<\/p>\n<h3>Social Selling<\/h3>\n<p>Conversely, social selling (quite literally) flips the script \u2014 and not the cold-calling one. Social selling is relationship-based and thrives on authentic engagement. Instead of forcing a pitch, you\u2019re gaining trust by:<\/p>\n<ul>\n<li><strong>Nurturing long-term opportunities<\/strong> (instead of pushing for quick wins)<\/li>\n<li><strong>Engaging with prospects through personalized outreach<\/strong><\/li>\n<li><strong>Creating and sharing relevant content <\/strong>to demonstrate authority and insight<\/li>\n<li><strong>Targeting quality over quantity<\/strong> by identifying the right-fit audience<\/li>\n<\/ul>\n<p>While traditional selling might get your foot in the door, social selling helps you stay in the room \u2014 and build something meaningful once you\u2019re there.<\/p>\n<p><a><\/a> <\/p>\n<h2>LinkedIn Social Selling Best Practices<\/h2>\n<p>So far, I\u2019ve covered why social selling on LinkedIn is effective, the mistakes you should avoid while building your presence, and how social selling differs from what you know (and love \u2026 or hate) about traditional selling. This means there\u2019s only one thing left for me to discuss: how to put your best foot forward when actually using LinkedIn to, well, sell.<\/p>\n<p>Throughout this blog post section, I\u2019ll guide you through how to do two foundational sales things on LinkedIn: prospecting and researching. I\u2019ll also cover tons of underused LinkedIn features you probably didn\u2019t know about.<\/p>\n<p>Let\u2019s get into it.<\/p>\n<h3>How to Prospect on LinkedIn<\/h3>\n<p>Here\u2019s something I never thought I\u2019d admit: LinkedIn is a <a href=\"https:\/\/blog.hubspot.com\/marketing\/beginner-inbound-lead-generation-guide-ht\">lead generation<\/a> goldmine, and there are tons of strategies for finding prospects. I\u2019ll discuss each, ranked from most common to least, and how you can utilize them to get the most out of your time on the platform:<\/p>\n<h3>1. Search<\/h3>\n<p>I\u2019ll start us off easy. Thanks to LinkedIn\u2019s vast user base, ability to see mutual connections, and a wide variety of filters, I\u2019d argue that its search capabilities are the most potent and well-known way to <a href=\"https:\/\/blog.hubspot.com\/sales\/23-questions-customers-needs-si\">identify potential customers<\/a>.<\/p>\n<p>If you have the free version of LinkedIn, you can look for prospects with the following qualifiers:<\/p>\n<ul>\n<li><strong>Connections<\/strong>: You can choose to find first-, second-, or third-degree connections. <a href=\"https:\/\/www.linkedin.com\/help\/linkedin\/answer\/110\/your-network-and-degrees-of-connection\">Here\u2019s the difference<\/a> between the three types.<\/li>\n<li><strong>Mutual Connections<\/strong>: This option lets you find a prospect connected to one of your current connections. This is a great way to find potential common areas that you can use to start a conversation.<\/li>\n<li><strong>Locations<\/strong>: You can find the prospects nearest to you or in your target geographical area.<\/li>\n<\/ul>\n<ul>\n<li><strong>Current Company: <\/strong>Use this filter to find prospects at target businesses.<\/li>\n<\/ul>\n<ul>\n<li><strong>Past Company<\/strong>: Use this filter to find prospects who share common ground with you. For instance, if they worked at one of your former employers, you can use this information to open up the conversation.<\/li>\n<\/ul>\n<ul>\n<li><strong>School: <\/strong>Another handy feature for finding common ground. You can use this filter to find alumni from your college who might be good prospects.<\/li>\n<\/ul>\n<ul>\n<li><strong>Industry<\/strong>: This filter lets you find prospects in target verticals.<\/li>\n<\/ul>\n<ul>\n<li><strong>Profile Language: <\/strong>If your company plans to expand internationally, you can use this filter to find prospects outside your country. Just be sure you can speak their language.<\/li>\n<\/ul>\n<ul>\n<li><strong>Open To<\/strong>: You likely won\u2019t use this filter. It lets you look for users who are open to pro bono consulting and joining nonprofit boards.<\/li>\n<li><strong>Service Categories<\/strong>: This filter lets you find prospects offering consulting services in various industries. It may be a good filter if you target freelancers in your <a href=\"https:\/\/blog.hubspot.com\/sales\/prospecting\">prospecting strategy<\/a>.<\/li>\n<li><strong>Keywords<\/strong>: This filter allows you to search by first name, last name, title, company, and school.<\/li>\n<\/ul>\n<h3>2. LinkedIn Sales Navigator (Paid)<\/h3>\n<p>I highly recommend investing in <a href=\"https:\/\/business.linkedin.com\/sales-solutions\/sales-navigator\">LinkedIn Sales Navigator<\/a> if you already do a fair amount of prospecting on the platform. Not only can LinkedIn Sales Navigator users run very specific searches, but they can also save leads and accounts <a href=\"https:\/\/blog.hubspot.com\/customers\/hubspots-integration-linkedin-sales-navigator\">to the HubSpot CRM<\/a> with a single click.<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 450px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot of the linkedin sales navigator and its search filters\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-3-20250410-5199855.webp\"><\/p>\n<p style=\"text-align: center;font-size: 12px\"><a href=\"https:\/\/business.linkedin.com\/sales-solutions\/compare-plans\/advanced-search-filters\"><em>Source<\/em><\/a><\/p>\n<p>Now, there are various tiers you can sign up for. They\u2019re as follows:<\/p>\n<ul>\n<li><strong>Sales Navigator Core: <\/strong>You get 50 monthly InMail messages and advanced filters. Best for individuals.<\/li>\n<li><strong>Sales Navigator Advanced:<\/strong> This is best for teams. It offers 50 monthly InMail messages, advanced filters, and administrative tools.<\/li>\n<li><strong><a href=\"https:\/\/blog.hubspot.com\/sales\/linkedin-sales-navigator-enterprise\">Sales Navigator Enterprise<\/a><\/strong><strong>:<\/strong> This is the best option for enterprise teams. It offers 50 monthly InMail messages, advanced filters, and CRM integrations.<\/li>\n<\/ul>\n<p>Check out all features and pricing <a href=\"https:\/\/business.linkedin.com\/sales-solutions\/compare-plans\">here<\/a>. When using Sales Navigator, you\u2019ll find two handy features for prospecting: Advanced Search Filters and Saved Search.<\/p>\n<h5>Advanced Search Filters<\/h5>\n<p><a href=\"https:\/\/evaboot.com\/blog\/how-to-use-linkedin-sales-navigator\">LinkedIn Sales Navigator users<\/a> can use 40+ advanced search filters that help you find the exact and most qualified prospects. Once you see them, you can prioritize those with the most connections to build rapport, and it surfaces the right signals to help you engage at the right time.<\/p>\n<h5>Saved Search<\/h5>\n<p>Suppose your <a href=\"https:\/\/blog.hubspot.com\/customers\/ideal-customer-profiles-and-buyer-personas-are-they-different\">ideal customer<\/a> is a product marketer at a medium-sized consumer goods company in the Pacific Northwest. Rather than periodically running a search for that type of prospect, set up a saved search.<\/p>\n<p>Then, depending on your timing preference (daily, weekly, or monthly), LinkedIn will send you email alerts with new search results. Essentially, you\u2019re getting a steady stream of pre-qualified prospects in your inbox.<\/p>\n<h3>3. \u201cPeople Also Viewed\u201d Sidebar<\/h3>\n<p>Once you\u2019ve found a prospect, navigate to their profile and find the \u201cPeople Also Viewed\u201d box in the right-hand column of their profile. As they say, \u201cThe friend of my prospect is another prospect.\u201d<\/p>\n<h3>4. Your Customers\u2019 Connections<\/h3>\n<p>Looking for referrals? After you\u2019ve closed a deal, look for status updates and posts from the customer stakeholders, especially your champion.<\/p>\n<p>When other LinkedIn users comment or like your content, investigate them to see if <a href=\"https:\/\/blog.hubspot.com\/sales\/bant\">they\u2019re qualified prospects<\/a>. Then, ask your current customer for an introduction or contact them directly (don\u2019t forget to mention your mutual connection).<\/p>\n<h3>5. Notifications<\/h3>\n<p>LinkedIn sends notifications when a connection changes their profile. (Prospects must individually opt-in to allow their connections to receive notifications of profile updates, so I recommend using this tactic in tandem with another one.)<\/p>\n<p>Every job change is a potential opportunity. Perhaps a customer is transitioning to a different company \u2014 they\u2019ll probably be eager to implement a tool they already know. Or maybe your champion just made a lateral move. Could their new department benefit from your product like their old one did?<\/p>\n<p>To see when people in your network have been promoted, changed jobs, or moved to a new company, periodically scroll through your Notifications section.<\/p>\n<h3>6. Lead Gen Forms<\/h3>\n<p>LinkedIn Lead Gen Forms come recommended by LinkedIn\u2019s VP of Marketing, <a href=\"https:\/\/www.linkedin.com\/in\/jimhabig\/\">Jim Habig<\/a>.<\/p>\n<p>He spoke to my colleague and called the native tool one of its most potent lead-generation tools. He told her, \u201cLinkedIn Lead Gen Forms streamline lead generation by auto-populating users\u2019 LinkedIn profile information when they click on your ad.\u201d<\/p>\n<p>He continued, \u201cThis simplifies the process for users, allowing them to submit their information easily and boosting lead generation efficiency. Furthermore, the collected data can be synchronized with your CRM system.\u201d<\/p>\n<p>I recommend using this tool in partnership with your marketing efforts. If you\u2019re putting out an ad on LinkedIn, use Lead Gen Form to capture information from anyone who interacts with your ad. Once you have their information, you have what you need for future nurturing opportunities.<\/p>\n<h3>7. LinkedIn Articles<\/h3>\n<p>To reach hundreds and potentially thousands of prospects, publish a LinkedIn Article (formerly LinkedIn Pulse) with advice or insights on a common pain point your customers face.<\/p>\n<p>You can tag coworkers, business acquaintances, and\/or customers in the comments to encourage some debate and make the post more visible. Then, wait for prospects to begin commenting.<\/p>\n<p>Plus, since you\u2019re discussing an issue that directly concerns them, there\u2019s a good chance most of the participants will need your product, and you can begin forging relationships.<\/p>\n<h3>8. Social Selling Index Score<\/h3>\n<p>Find out how well you\u2019re doing by checking your official <a href=\"https:\/\/www.linkedin.com\/sales\/ssi\">Social Selling Index (SSI)<\/a> score on LinkedIn (be sure to be logged in before clicking the link). This tells you how well you\u2019ve established <a href=\"https:\/\/blog.hubspot.com\/sales\/the-ultimate-guide-to-personal-branding\">your professional brand<\/a>, found the right people, engaged with insights, and built relationships.<\/p>\n<p>Here\u2019s a screenshot of my social selling index just to give you an idea of what it looks like. (Please don\u2019t use my score as a reference \u2026 aim much higher than 23!)<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot of a linkedin social selling index page\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-4-20250410-8390692.webp\"><\/p>\n<h3>How to Research on LinkedIn<\/h3>\n<p>Your prospect\u2019s LinkedIn profile tells you basic but essential facts, such as their title and company, primary responsibilities, job tenure, location, and industry.<\/p>\n<p>However, it also uncovers much more, like insight into their personalities, interests, and preferred communication styles. After skimming their LinkedIn summary and recommendations, try to gauge their character. How do others describe them? How do they describe themselves?<\/p>\n<p>Take a look at former HubSpot executive Dan Tyre\u2019s recommendations:<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot of dan tyre\u2019s recommendations from linkedin with sentences underlined with an orange line\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-5-20250410-2796257.webp\"><\/p>\n<p>Terms like \u201centhusiastic,\u201d \u201chigh energy,\u201d and \u201cpassionate\u201d are frequently mentioned. A rep selling to Tyre should strive to match his ebullience and optimism.<\/p>\n<p>You should also review your prospect\u2019s profile\u2019s highlights, featured, activity, and interests sections. Here\u2019s a brief overview of what you\u2019ll likely see when peeking through a prospect\u2019s profile:<\/p>\n<h3>1. Highlights<\/h3>\n<p>\u201cHighlights\u201d shows you any existing mutual connections and employment overlap. This is valuable fodder for building rapport; in your outreach email or InMail, you can mention something like, <em>\u201cI see you also did a stint at Dunder Mifflin\u201d <\/em>or \u201c<em>I\u2019m a friend of Pam Halpert\u2019s.\u201d<\/em><\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot dan tyre\u2019s linkedin \u2018highlights\u2019 section showcasing his work experience at hubspot and industrial growth\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-6-20250410-3317384.webp\"><\/p>\n<h3>2. Featured<\/h3>\n<p>LinkedIn\u2019s \u201cFeatured\u201d section shows your prospect\u2019s content chronologically. You can see which posts they\u2019ve liked, commented on, and\/or published themselves.<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\" a screenshot dan tyre\u2019s linkedin \u2018featured\u2019 section showcasing posts that he\u2019s written and chosen to pin at the top of his profile\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-7-20250410-1758955.webp\"><\/p>\n<h3>3. Activity<\/h3>\n<p>Next is the \u201cActivity\u201d section. This section gives you a feel for their personal and professional interests. Did they comment on a thought leadership piece about nutrition in the workplace?<\/p>\n<p>That could be a great jumping-off point for your first conversation. Did they like an excerpt from a book about leadership? Ask them for reading recommendations in your email.<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot dan tyre\u2019s linkedin \u2018activity\u2019 section showcasing posts he\u2019s shared or reacted to\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-8-20250410-6913969.webp\"><\/p>\n<h3>4. Interests<\/h3>\n<p>Finally, check out the Interests section. The companies, groups, influencers, and schools they follow or belong to will appear here. Get a quick overview of their role models, professional communities, and more.<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot dan tyre\u2019s linkedin \u2018interests\u2019 section showcasing profiles linkedin companies and individual linkedin users he\u2019s interested in\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-9-20250410-7074037.webp\"><\/p>\n<h2>LinkedIn Profile Tips for Salespeople<\/h2>\n<p>Because you work in sales, you already know you\u2019re targeting a different audience than most professionals. You want to appeal to prospects, not hiring managers and recruiters. To do so, you\u2019ll need a professional profile.<\/p>\n<div class=\"hs-embed-wrapper\" style=\"overflow: hidden;width: 100%;height: auto;padding: 0px;max-width: 560px;min-width: 256px;margin: auto\">\n<div class=\"hs-embed-content-wrapper\">\n<div style=\"overflow: hidden;max-width: 100%;padding-bottom: 56.25%;margin: 0px\">\n<p><iframe loading=\"lazy\" title=\"How To Create a Professional LinkedIn Profile\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube.com\/embed\/AJocoZEV7ew?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p><\/div>\n<\/p><\/div>\n<\/div>\n<p>That means your LinkedIn profile shouldn\u2019t show how great you are at selling. Do you think customers care that you went to President\u2019s Club or broke the team record for upsell revenue? Not in the slightest.<\/p>\n<p>These details only remind them you\u2019re a sales rep \u2014 which could encourage them to feel suspicious about your motives. So what <em>do<\/em> they care about? One thing: How have you helped customers similar to them.<\/p>\n<p>Here are some suggestions I think you should heavily consider if you want to take your LinkedIn profile from sales-focused to customer-focused:<\/p>\n<h3>1. LinkedIn Headline<\/h3>\n<p>There\u2019s a simple formula for creating a memorable, eye-catching LinkedIn headline:<\/p>\n<p><strong>\u201c[Title]: helping [prospects] do X.\u201d<\/strong><\/p>\n<p>For instance, you might use <strong>\u201cBDR: Helping SMBs adopt inbound marketing\u201d<\/strong> or <strong>Senior Sales Manager: Helping fitness studios go digital.\u201d<\/strong><\/p>\n<h3>LinkedIn Summary<\/h3>\n<p>Your <a href=\"https:\/\/blog.hubspot.com\/sales\/linkedin-summary-examples\">LinkedIn summary<\/a> should be one paragraph \u2014 two at the max. Prospects usually skim your profile, so anything longer won\u2019t be read.<\/p>\n<p>Describe your role, <a href=\"https:\/\/blog.hubspot.com\/sales\/unique-selling-proposition\">unique value proposition<\/a>, and passion for the job. And don\u2019t be afraid to give your summary a little personality. You want readers to feel like they know you already.<\/p>\n<p>Here\u2019s a sample summary:<\/p>\n<p><em>\u201cAs a senior account executive for Briton Foods, I get to work with corporations to reinvent their food and beverage programs and make them healthier, tastier, and cost-effective. I studied nutrition in college and am passionate about healthy food. But I\u2019ll be real: I eat almost as much chocolate as quinoa. Connect with me to learn how your company can start offering nutritious and delicious food to your employees.\u201d<\/em><\/p>\n<p>If you\u2019re feeling stuck, check out these <a href=\"https:\/\/blog.hubspot.com\/sales\/linkedin-summary-templates-sales\">LinkedIn summary examples for salespeople<\/a>.<\/p>\n<h3>2. LinkedIn Role Descriptions<\/h3>\n<p>Under your current position, you might write:<\/p>\n<ul>\n<li><em>Work with businesses in X, Y, and Z industries to reduce manufacturing defects by 3% on average<\/em><\/li>\n<\/ul>\n<ul>\n<li><em>Help customers reduce costs by $500,000<\/em><\/li>\n<\/ul>\n<ul>\n<li><em>Achieve 100% passing rate for safety standards for customers<\/em><\/li>\n<\/ul>\n<p>These accomplishments tell a potential buyer, \u201cI can positively impact your business.\u201d Once they believe that, they\u2019ll almost always accept your connection request, respond to your InMail, or agree to a call.<\/p>\n<h3>3. LinkedIn Profile Picture<\/h3>\n<p><a href=\"https:\/\/business.linkedin.com\/talent-solutions\/blog\/2014\/12\/5-tips-for-picking-the-right-linkedin-profile-picture\">According to LinkedIn\u2019s very own data<\/a>, simply having a picture \u2014 any picture \u2014 makes your profile 14 times more likely to be viewed.<\/p>\n<p>This makes sense to me \u2014 if you have a generic icon, you look like a spammer.<\/p>\n<p>But not all photos are created equal. Yours should represent you in the best light possible, meaning it looks like you, focuses on your face, has good lighting, and doesn\u2019t have a distracting background.<\/p>\n<p>I recommend hiring a professional photographer to take a headshot if you can afford it. It can cost a few hundred dollars upfront, but it\u2019s a rewarding investment for a professional profile. Alternatively, call in a favor with someone good with a camera.<\/p>\n<p>Once you\u2019ve chosen a final contender, I recommend asking those around you (manager, peers, trusted friends, etc) to look at your profile picture and give you their first impression.<\/p>\n<p>Do you seem friendly and open, or unapproachable and unprofessional? Getting feedback from multiple sources will reveal whether your image will help or hurt you.<\/p>\n<p>If you\u2019re feeling adventurous, you can create an AI-generated headshot. My teammate Caroline Forsey recently tested Media.io, and you can <a href=\"https:\/\/blog.hubspot.com\/ai\/ai-generated-headshots%20target=\">read about it here<\/a>.<\/p>\n<h3>Final Tips for Your LinkedIn Profile<\/h3>\n<p>The more fleshed-out your profile is, the more credible and legitimate you\u2019ll seem. You can add your X (formerly Twitter), Facebook, and Instagram profiles (if you use them professionally) for added social proof and linking. Your email and phone number should be visible as well, along with <a href=\"https:\/\/blog.hubspot.com\/marketing\/best-website-designs-list%20target=\">your company website.<\/a><\/p>\n<div class=\"hs-embed-wrapper\" style=\"overflow: hidden;width: 100%;height: auto;padding: 0px;max-width: 560px;min-width: 256px;margin: auto\">\n<div class=\"hs-embed-content-wrapper\">\n<div style=\"overflow: hidden;max-width: 100%;padding-bottom: 56.25%;margin: 0px\">\n<p><iframe loading=\"lazy\" title=\"LinkedIn Growth Hacks 2024 (DO THIS to Grow Your Network + Generate Leads)\" width=\"640\" height=\"360\" src=\"https:\/\/www.youtube.com\/embed\/Nf-ys465F8E?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p><\/div>\n<\/p><\/div>\n<\/div>\n<p>Now that your profile is up to par and you know how to look up and connect with leads on LinkedIn, I\u2019ll go over how to use the platform to land the sale.<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/barrettjking\/\">Barrett J. King<\/a>, Sr. Director of Revenue at <a href=\"https:\/\/www.newbreedrevenue.com\/\">New Breed<\/a>, says, \u201cFirst, let\u2019s recognize that social selling is everywhere now \u2014 whether it\u2019s individuals building personal brands or companies empowering their people to become go-to-market ambassadors on social. Because it\u2019s so common (especially on LinkedIn), you\u2019ll see exceptional social selling techniques right up alongside the noise.\u201d<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a hubspot-branded graphic showcasing a quote from barrett j. king, sr. director of revenue of revenue at new breed, on social selling has permeated the sales landscape\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-11-20250410-7804937.webp\"><\/p>\n<p>As I mentioned above, salespeople say social media is one of the most effective channels for selling. They also say it offers the highest quality leads, and high-performing salespeople are <strong>12% more likely <\/strong>to use it when selling. So, how are they achieving that success?<\/p>\n<h3>LinkedIn Social Selling Best Practices<\/h3>\n<p>I asked sales experts to share some of their best tips for social selling on LinkedIn, and you can leverage their advice to join the ranks of high-powered sellers. Here\u2019s what they had to say below:<\/p>\n<h4>1. Share valuable content.<\/h4>\n<p>First and foremost, you should share valuable, engaging content relevant to your ideal customer. Valuable content is the most relevant to your target audience and their pain points because otherwise, you risk speaking into the void.<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/tylermeckes\/\">Tyler Meckes<\/a>, Growth Strategist at <a href=\"https:\/\/impulsecreative.com\/revenue-engine\/sales-operations\">Impulse Creative<\/a>, told me, \u201cWith social selling, being too generic will leave your true value diluted and will not be as effective in converting to meetings or business. Instead of broadcasting broad messages, today\u2019s sophisticated, research-oriented buyers will see more value if the content you share strategically aligns with solving their specific pain points.\u201d<\/p>\n<p>I recommend sharing original content you (or your company) create, relevant insights from thought leaders in your target customer\u2019s industry, or a combination of both.<\/p>\n<p>Your overall goal is to share information that speaks to the main challenge or problem your prospects want to overcome because they feel more inclined to engage when they come across this content. It also helps build trust and rapport as you prime contacts for a potential sale.<\/p>\n<h4>2. Join LinkedIn groups that serve your target audience.<\/h4>\n<p>By joining LinkedIn groups, you can expand your potential reach and LinkedIn network, making it possible for those in the group to connect with you and view your profile even if you don\u2019t have any mutual connections.<\/p>\n<p>Don\u2019t limit yourself by only joining groups relevant to your industry. Seek out groups your ideal customers belong to and be an active, engaged member of the groups you join. If you actively engage in the groups you use, potential customers can come across your content and recognize you as a source of valuable information.<\/p>\n<p>Another bonus? Groups help you learn more about your audience. You can read through posts and comment threads to know what prospects are interested in and talking about, jump in and add helpful information, or even use what you\u2019ve learned as a starting point to send a private message and initiate the conversation.<\/p>\n<h4>3. Personalize connection requests.<\/h4>\n<p>When sending connection requests to prospects or individuals you don\u2019t know personally, including a personalized message is critical. By sending a personalized request, you provide the necessary context, telling this individual why they should add you to their network. This can help you stand out in a sea of generic requests.<\/p>\n<p>To add a personalized note, click the \u201cAdd a Note\u201d button when prompted before sending your connection request.<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot of an invitation to connect note on linkedin\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-12-20250410-4156253.webp\"><\/p>\n<p>The note doesn\u2019t have to be incredibly detailed, but it should provide context for your connection. Here\u2019s an example:<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot of a drafted invitation to connect note on linkedin\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-13-20250410-9398533.webp\"><\/p>\n<p>If you\u2019re feeling stuck, here are some points you could choose to include:<\/p>\n<ul>\n<li><strong>A personalized greeting<\/strong> using their name<\/li>\n<li><strong>Mutual connections<\/strong> (if applicable)<\/li>\n<li><strong>Mutual groups<\/strong> (if applicable)<\/li>\n<li><strong>A piece of content<\/strong> they engaged with<\/li>\n<li><strong>Experience on their profile<\/strong> that stuck out to you<\/li>\n<\/ul>\n<h4>4. Facilitate meaningful conversations.<\/h4>\n<p>Once you connect with a prospect on LinkedIn, keep the conversation going. The personalized message you send when making your connection request can be a good conversation starter. Still, it\u2019s probably not ideal to go in for sale immediately, and Meckes agrees. He says, \u201cAnother major issue I see [with social selling] is the all-too-familiar \u2018connect-and-pitch.\u2019\u201d<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a hubspot-branded graphic showcasing a quote from tyler meckes, growth strategist at impulse creative, on how the \u2018connect and pitch\u2019 method is outdated\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-14-20250410-9675585.webp\"><\/p>\n<p>Instead of asking for a meeting immediately in your initial request, you\u2019ll want to stay in touch, remain on their radar, and nurture your relationship before giving an ask.<\/p>\n<p>Meckes\u2019 shared his favorite cold-prospecting process with me:<\/p>\n<ol start=\"1\">\n<li><strong>Connect <\/strong>without any asks.<\/li>\n<li><strong>Follow<\/strong> the prospect\u2019s account to keep track of what they post.<\/li>\n<li><strong>Engage with<\/strong> their posts, share content they may be interested in to provide value, and, when appropriate, keep the conversation going by commenting on their posts.<\/li>\n<li><strong>Use a timely and relevant trigger<\/strong> from something they\u2019ve said to introduce how you\u2019ve helped others similar to them.<\/li>\n<li><strong>Use an interest-based call-to-action<\/strong> to determine if it\u2019s a significant enough pain worth solving.<\/li>\n<\/ol>\n<p>He says, \u201cOnly after you\u2019ve built rapport \u2013 and a relationship \u2013 have you earned the opportunity for your own \u2018ask.\u2019\u201d<\/p>\n<h4>5. Take conversations offline.<\/h4>\n<p>After building rapport, don\u2019t be afraid to take the conversation offline. When you feel the prospect is ready to begin having more serious sales conversations, offer to set up a phone call or meeting time to learn more about their concerns and offer solutions on behalf of your company.<\/p>\n<p><a><\/a> <\/p>\n<h2>Social Selling on LinkedIn: Examples<\/h2>\n<p>How do you begin social selling straight from your profile? Take a look at examples from top companies and salespeople on LinkedIn below:<\/p>\n<h3>1. The Hypothetical Question<\/h3>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a hubspot linkedin post example about being a cmo being tasked with doubling a company\u2019s brand awareness and where to start\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-15-20250410-9737703.webp\"><\/p>\n<p style=\"text-align: center;font-size: 12px\"><a href=\"https:\/\/www.linkedin.com\/posts\/hubspot_youre-hired-as-a-cmo-and-tasked-with-doubling-activity-6825793134329397248-qZDO\"><em>Source<\/em><\/a><\/p>\n<p>What better way to generate engagement on one of your posts than by asking a question?<\/p>\n<p>Why not ask a question directly addressing your target buyer?<\/p>\n<p>In this example from our LinkedIn page, we ask, \u201cYou\u2019re hired as a CMO and tasked with doubling your company\u2019s brand awareness. Where do you start?\u201d<\/p>\n<p>I find this post to be effective because:<\/p>\n<ul>\n<li><strong>CMOs<\/strong> are one of our target personas.<\/li>\n<li><strong>We get to understand their challenges<\/strong> with this question.<\/li>\n<li><strong>It prompts thought <\/strong>\u2014 it\u2019s not a question that can be answered by a simple yes or no.<\/li>\n<\/ul>\n<p>In the same way, I recommend asking questions that target the type of people you\u2019d like to sell to. Once you receive comments, respond, continue the conversation, and connect.<\/p>\n<h3>2. The Listicle<\/h3>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 450px;height: auto;max-width: 100%\" title=\"\" alt=\"a linkedin post example of a listicle-style post about things that salespeople do that are annoying\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-16-20250410-8575317.webp\"><\/p>\n<p>Yes, listicles still work. The best part? They\u2019re relatively easy to write and can touch upon topics your prospect will likely relate to.<\/p>\n<p>In this example, a sales leader shares which sales tactics annoy him. You don\u2019t have to write such a pointed listicle. Instead, you can touch upon common pain points that your prospects face. In that way, they can chime in and air their frustrations \u2014 and you can begin to position your product as the solution.<\/p>\n<p>Listicles that are short and to the point align with King\u2019s tip on simplicity: \u201cLonger posts aren\u2019t better posts,\u201d he says. \u201cIf you can get it across in 15 words, do it.\u201d<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a hubspot-branded graphic showcasing a quote from barrett j. king, sr. director of revenue of revenue at new breed, on how longer linkedin posts aren\u2019t better posts\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-17-20250410-7488258.webp\"><\/p>\n<h3>3. The Thought Leadership Post<\/h3>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a linkedin post example of a thought leadership style post about how to be better engineer\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-18-20250410-7542833.webp\"><\/p>\n<p>In this example, a representative from a software outsourcing company discusses what to look for when hiring a software engineer. He effectively addresses his <a href=\"https:\/\/blog.hubspot.com\/sales\/targeted-sales-prospecting-guide\">target prospect\u2019s<\/a> core desire: outsourcing software labor so that they can grow their business.<\/p>\n<p>Part of being a thought leader on LinkedIn means bringing your prospects a fresh, new perspective about what they want and need, and King says you can do so by being creative. He says, \u201cDon\u2019t copy other sellers and thought leaders. Be bold. Consider your experience and perspective, and meet audiences where they are.\u201d<\/p>\n<p>Meckes gives a similar tip based on the mistakes he\u2019s observed in other social sellers: \u201cOne of the biggest mistakes I see in social selling is also one of the biggest pitfalls of traditional selling \u2014 that is being too generic, casting too wide of a net, and ultimately not having any type of strategic approach to social outreach.\u201d<\/p>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a hubspot-branded graphic showcasing a quote from tyler meckes, growth strategist, impulse creative, about the biggest mistakes he\u2019s seen in social selling\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-19-20250410-9274791.webp\"><\/p>\n<h3>4. The Resource Pitch<\/h3>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 650px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot of a linkedin user\u2019s post offering suggestions about how to combat not getting coaching or consulting clients\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-20-20250410-361012.webp\"><\/p>\n<p>Yes, you can pitch directly on your posts \u2014 but you have to be strategic about it.<\/p>\n<p>In this example, the poster asks about a common pain point. She then outlines some steps her prospects could take to resolve the pain points and ends the post by inviting the users to comment \u201cCLOCKWORK\u201d to get a resource.<\/p>\n<p>To me, offering a resource is the key. By giving your prospects something for free, you can automatically begin a conversation once you send the resource to their inbox.<\/p>\n<h3>5. The Inspirational Story<\/h3>\n<p><img src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"margin-left: auto;margin-right: auto;width: 450px;height: auto;max-width: 100%\" title=\"\" alt=\"a screenshot of a linkedin user\u2019s post sharing an inspirational story about making the world a better place by helping others\" class=\"lazyload\" data-src=\"http:\/\/www.pascaller.com\/wp-content\/uploads\/2025\/04\/social-selling-linkedin-21-20250410-3073231.webp\"><\/p>\n<p>Share a quick narrative with a lesson learned, and you\u2019ll be sure to engage prospects who feel the same way.<\/p>\n<p>In this example, a TV professional shares a conversation about why she posts on LinkedIn. She ends the story with a positive takeaway and invites users to follow her hashtag.<\/p>\n<p>While it seems like inspirational stories are all over LinkedIn lately, there\u2019s nothing wrong with them \u2014 in fact, positivity can do a lot to brighten up your prospects\u2019 day. It\u2019s especially effective if the takeaway connects to your prospects\u2019 pain points.<\/p>\n<p><strong>Pro Tip:<\/strong> If you\u2019re struggling with <em>what<\/em> to post, I strongly recommend tapping into the beautiful, tremendous powers of AI. When utilized for social media, <a href=\"https:\/\/www.hubspot.com\/products\/marketing\/social-media-AI-agent\">HubSpot\u2019s Breeze AI<\/a> can suggest personalized posts tailored to your audience (and the best times and days for posting) and help you draft copy that feels true to your voice and style.<\/p>\n<p>Even if you don\u2019t want to use AI for all of your social media efforts, I think you should at least use it to spark ideas, streamline your workflow, and beat any dreaded content blocks.<\/p>\n<p><a><\/a> <\/p>\n<h2>How to Build Your Personal Brand on LinkedIn<\/h2>\n<p>A personal brand is the reputation you\u2019re known by. It can usually be summarized in three to eight words. For example, Jeff Bezos\u2019s personal brand might be \u201cDriven, passionate, hyper-intelligent, and business-minded.\u201d Tina Fey\u2019s could be \u201cFunny, strong, self-deprecating, quirky, and brave.\u201d<\/p>\n<p>Your personal brand isn\u2019t necessarily positive. If you\u2019re overly pushy with prospects, \u201caggressive\u201d will become part of your brand. If you\u2019re manipulative or dishonest, \u201cuntrustworthy\u201d will define you.<\/p>\n<p>Luckily, LinkedIn is a fantastic platform for intentionally shaping and promoting an appealing personal brand.<\/p>\n<p>First, identify the adjectives you want prospects and customers to know you for. These should be realistic but aspirational. To give you an idea, you might pick \u201cevent marketing expert\u201d even if you\u2019re still building your event marketing knowledge.<\/p>\n<p>Then, figure out what content you can create to showcase those traits.<\/p>\n<p>Here are the main areas of your profile that reflect your personal brand:<\/p>\n<ul>\n<li><strong>Your summary<\/strong><\/li>\n<li><strong>The recommendations<\/strong> you\u2019ve received<\/li>\n<li><strong>Your posts<\/strong><\/li>\n<\/ul>\n<p>I recommend creating \u201cthemes\u201d that run throughout your profile. For example, my summary might mention my passion and expertise in event marketing. Then, I\u2019d ask a coworker to recommend me and mention how valuable my events marketing strategy advice is to customers. I\u2019d also write a few posts about events marketing (i.e., how to get started, best practices, etc.).<\/p>\n<p>Then, when a prospect looks at my profile, they\u2019ll quickly see I\u2019m well-versed and a credible resource in events marketing.<\/p>\n<p><a><\/a> <\/p>\n<h2><strong>My Last Words on LinkedIn [+ FAQ]<\/strong><\/h2>\n<p>If you made it this far \u2014 first of all, you\u2019re a real one. Second, you now know that social selling on LinkedIn isn\u2019t just a buzzword; it\u2019s a strategy that works when done right.<\/p>\n<p>If you use LinkedIn correctly, it can be one of the most valuable tools in your arsenal \u2014 not just for finding leads but also for building genuine, trust-based relationships that turn into lasting business.<\/p>\n<p>So, flesh out your strategy, optimize your profile, and start connecting with buyers who actually <em>want<\/em> to hear from you.<\/p>\n<p>Oh, and if you\u2019ve got any lingering questions, I\u2019ve got you. Check out the FAQs below:<\/p>\n<ul>\n<li><a href=\"https:\/\/blog.hubspot.com\/sales\/linkedin-sales-insights\">What is LinkedIn Sales Insights?<\/a><\/li>\n<li><a href=\"https:\/\/blog.hubspot.com\/sales\/linkedin-commercial-use-limit\">How to Avoid LinkedIn\u2019s Commercial Use Limit<\/a><\/li>\n<li><a href=\"https:\/\/blog.hubspot.com\/sales\/optimize-linkedin-profile-social-selling-infographic-template\">How to Optimize Your LinkedIn Profile For Sales [Visual Template]<\/a><\/li>\n<\/ul>\n<p>And hey \u2014 if you\u2019re going to shoot your shot, ensure it\u2019s from the right angle.<\/p>\n<p><em>Editor&#8217;s note: This post was originally published in September 2017 and has been updated for comprehensiveness.<\/em><\/p>\n<p>&nbsp;<\/p>\n<p><img loading=\"lazy\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" alt=\"\" width=\"1\" height=\"1\" style=\"min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important\" class=\"lazyload\" data-src=\"https:\/\/track.hubspot.com\/__ptq.gif?a=53&amp;k=14&amp;r=https%3A%2F%2Fblog.hubspot.com%2Fsales%2Fsocial-selling-linkedin&amp;bu=https%253A%252F%252Fblog.hubspot.com%252Fsales&amp;bvt=rss\"><\/p>\n","protected":false},"excerpt":{"rendered":"<p>If you haven\u2019t heard the news, I\u2019m here to deliver it: social selling on LinkedIn, my dear reader,<\/p>\n","protected":false},"author":1,"featured_media":1360,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[12],"tags":[],"_links":{"self":[{"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/posts\/1358"}],"collection":[{"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/comments?post=1358"}],"version-history":[{"count":2,"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/posts\/1358\/revisions"}],"predecessor-version":[{"id":1380,"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/posts\/1358\/revisions\/1380"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/media\/1360"}],"wp:attachment":[{"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/media?parent=1358"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/categories?post=1358"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.pascaller.com\/index.php\/wp-json\/wp\/v2\/tags?post=1358"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}