10 Ways You Can Make LinkedIn a More Powerful Prospecting Tool

by Will Milano
It’s pretty much a given in today’s world that if you’re in a sales role, particularly in B2B sales or a complex selling environment, then you need to be on LinkedIn. Unlike many other social networks, LinkedIn is a professional platform that’s designed for business. It’s also the most-used social media platform by Fortune 500 companies, with 61 million senior-level influencers and 40 million decision-makers among its users.
But just having a LinkedIn profile doesn’t mean you’re “on LinkedIn.” The leads and deals aren’t going to start pouring in. ‘Being there’ is important. Any potential customers will check you and your company out there. But being there isn’t nearly enough. You have to actively and regularly use the network, be visible, add value, engage with people and, you know, be social. Not being active (or having an incomplete or dated profile), like it or not, sends a message too.
And