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We’re working with the topic – how can we use LinkedIn during the sales process?

We began with prospecting, and let’s continue with our identified candidate – and get into research mode.

It’s got to be part of your qualification process, right?

Without the magnifying glass

Searching for – and finding – a great prospect is only the beginning of any sales process. You’ve got to take things further and make sure your prospect “fits” your sales criteria. LinkedIn continues to be useful…

Background

On a personal level, your prospect’s profile may provide you with extensive information about who they are, where they came from, and what they’re interested in.

Consider every part of the profile – headline, summary, expertise, job descriptions, groups and other interests, education, recommendations, and even web sites.

On a corporate level, be sure to check for a company profile. This will include demographics about employees, employee changes, and general trends.

Take information from either source and try some general google searches – to see what other interesting details might come up.

Common connections

Last but not least, you’ll be able to find out who you know in common.

And if you don’t know anyone in common, you might find a group that you share in common.

And even beyond that, you might find someone else that you can reach – and could parlay that to reach your initial prospect.

But I’m getting ahead of myself – next up – the Introduction.

To your continued success,

steve

Steven Tylock
http://www.linkedinpersonaltrainer.com
http://www.linkedin.com/in/stevetylock