Contributed by Leo Dirr, PR Journalist at InsideSales Blog and

How can you reach busy decision makers in today’s fast-paced business climate?

Cold calling isn’t as effective as it used to be. Buyers prefer to engage in meaningful conversations with people they trust. A sales dialer provides powerful leverage when it is paired with best practices, such as social selling techniques.

LinkedIn provides a place where more than 300 million professionals gather to learn from one another and find solutions to their biggest challenges. This community creates valuable opportunities to build your brand and expand your professional network.

Sales professionals who use social selling achieve greater success, according to LinkedIn’s research.

Social sellers:

  • Produce 45 percent more opportunities.
  • Are 51 percent more likely to hit quota.
  • Are 3 times more likely to go to president’s club.

The LinkedIn experience revolves around three core social selling concepts: identity, network and knowledge.

1. Identity

What is your professional brand? How do you want people to perceive you?

Your LinkedIn profile is not a resume. It’s a place to build your brand. Include a professional picture of yourself. Display useful content. Write a summary that shows your prospects and buyers why they should do business with you.

2. Network

Who do you know? How well do you know them?

LinkedIn empowers you to find your own prospects. You don’t have to rely on the marketing team to send you leads. Expand your network by intelligently creating new connections.

Don’t spam people you don’t know with connection requests. Make sure you have a solid reason for reaching out. Focus on quality relationships, not quantity.

3. Knowledge

What do you know? Where can you add value?

Build your brand by establishing yourself as an expert in your field. Share relevant content. It doesn’t always have to be original content. Post links to other people’s insights and add your own analysis.

Comment in relevant groups and discussions. Demonstrate that you understand your buyers’ challenges and know how to help them.  

If you’re wondering how effective you are as a social seller, and how you can improve, LinkedIn has a tool that will tell you. The Social Selling Index measures your performance in four categories and assigns you a score from 0 to 100.

Developing your social selling skills is one of the best investments you can make. LinkedIn will help you sell more with less stress than ever before.

About Leo Dirr

Leo is a corporate journalist and content marketer at​ He creates content that educates and inspires sales leaders. He believes storytelling is the key to engaging busy buyers. Connect with him on LinkedIn. ​​