Daniel Disney - The Ultimate LinkedIn Sales Guide

‘LinkedIn is the number 1 platform for professionals and plays a very important part in being successful and growing your career, so why not learn from the best?! Daniel is not only a great example of what success on LinkedIn looks like, he's also the best in inspiring how to become a successful social seller on LinkedIn. He takes you by the hand and makes sure you do it right during every step you take to become a successful LinkedIn social seller. I believe this book is a must‐have for professionals out there who want to grow and develop themselves on this incredibly powerful platform’.

Wendy Van Gilst – Client Solutions Manager at LinkedIn

‘Do yourself a favour and read Dan's book! Your future income and personal brand will thank you. Whether you're newer to LinkedIn or a seasoned pro, this book is a masterclass on social selling. All the best new tactics and strategies (backed by data) that you can easily action today.

Tired of getting ghosted? As a marketing leader, I get pitched A LOT on LinkedIn but 99% of messages get ignored. The 1% that get my attention? They follow Dan's golden rules for social selling. Now you can steal Dan's full playbook. Seriously, get it. He's unpacked all the secret sauce on how he built a raving fan base of 640,000+ and a 7‐figure business using the exact same social selling tips and tricks. Get your unfair advantage on LinkedIn with Dan's new book. It's the best investment you can make in 2021’.

Mark P. Jung – Head of Marketing at Dooly.ai

‘This is the book I wished I had written! In short, this is a “one stop shop” for everything you need to know about how to really use LinkedIn and all packaged up and delivered in Daniel's inimitable style. I picked up a lot of new tips and tricks and feel confident that anyone who implements even some of these will see an increase in their social selling KPIs’.

Shane Burchett – Channel Development Manager at Canon

‘Sequels are often a disappointment, but not this one! It would be difficult to follow the ever‐growing list of LinkedIn gurus and even more difficult to decipher the sometimes conflicting advice, which is why I stick with Dan. The valuable content shared throughout this book, the first book and his LinkedIn profile is real, practical and ironically, isn't just about generating likes and shares!

There's only one thing better than reading this book, and that's hiring Dan for live training. Dan has made a difference to our ability to capitalise on LinkedIn's wealth of opportunity. Thank you Dan and keep up the incredible work’.

Luke Warren – Chief Executive Officer at Kinetic Software

‘ The Ultimate LinkedIn Sales Guide is an excellent sequel to The Million Pound LinkedIn Message . In his 2 ndbook (User's Manual) Daniel goes deeper into explaining how you can become more proficient at social selling and get more out of LinkedIn's powerful platform. Dan is an entertaining storyteller and he makes social selling easy to understand and to start doing, from how to search for high level prospects, to best practices for creating and sharing content, how to engage your target customers, build your brand, expand your network and increase sales.

We were blessed to have Dan train our international sales team back in January 2020, just before the Covid‐19 pandemic hit the global economy and shut down travel and customer visits. Dan opened our eyes to all the possibilities and opportunities and he converted our team into Social Selling Evangelists. His training continues to pay off and we are generating leads and closing sales all over the world, every week, by just doing what he taught us. This book is a must read for adaptive sales leaders who want to stay relevant and who want to thrive, win and remain successful in a rapidly changing world’.

Jim Skelly – Vice President, International Sales at Cambro Manufacturing

‘ The Million Pound LinkedIn Message is the best book I've read on LinkedIn and I've read all of them. So I was excited about reading Daniel's Disney's follow‐up, The Ultimate LinkedIn Sales Guide .

So many books are worth reading until 50 pages, then they often become repetitive. This book continues to inform, educate and give massive value to the reader and will make a difference to anyone who wants to understand how to leverage LinkedIn to build their profile and generate more sales. It's tough writing a good book. Bravo on writing two excellent books’.

Niraj Kapur – Best Selling Sales Author, Trainer & Coach

1 Cover

2 Praise for The Ultimate LinkedIn Sales Guide

3 Title Page

4 Copyright

5 Dedication

6 FOREWORD

7 ABOUT THE AUTHOR MY LINKEDIN JOURNEY

8 INTRODUCTION UNFORTUNATELY, MOST OF THOSE SALESPEOPLE FAILED WHY DO YOU THINK COLD‐CALLING HAS AN AVERAGE SUCCESS RATE OF 2%? BACK TO THIS STORY… WHY AREN'T YOU? LINKEDIN/SOCIAL SELLING STATISTICS

9 PART 1: ABOUT LINKEDIN CHAPTER 1: THE HISTORY OF LINKEDIN CHAPTER 2: LINKEDIN FREE VERSUS PREMIUM/SALES NAVIGATOR CHAPTER 3: THE PILLARS OF LINKEDIN SUCCESS

10 PART 2: THE PERFECT PROFILE CHAPTER 4: CREATING A FULLY OPTIMISED LINKEDIN PROFILE CHAPTER 5: YOUR DIGITAL SUIT OR DRESS… 80% THOUGHT THEIR PROFILE WAS ALREADY GOOD ENOUGH CHAPTER 6: COMMON LINKEDIN PROFILE MISTAKES POOR PROFILE PICTURE NO BACKGROUND/BANNER IMAGE WEAK OR NO SUMMARY THE SALESPERSON SUMMARY ZERO RECOMMENDATIONS CREATING A CUSTOMER‐FOCUSED LINKEDIN PROFILE CHAPTER 7: BUILDING THE ULTIMATE LINKEDIN PROFILE LINKEDIN PROFILE URL LINKEDIN PROFILE PHOTO LINKEDIN PROFILES WITH PROFESSIONAL HEADSHOTS GET 14X MORE PROFILE VIEWS (SOURCE: LINKEDIN) PROFILE PHOTO TIPS LINKEDIN BACKGROUND/BANNER IMAGE LINKEDIN NAME AND HEADLINE DANIEL DISNEY LINKEDIN AUTHOR, SPEAKER & TRAINER LINKEDIN HEADLINE AN IMPORTANT TRUTH: STYLE 1 – THE JOB TITLE STYLE 2 – WE HELP PEOPLE … STYLE 3 – BULLET POINTS LINKEDIN SUMMARY SUMMARY STRUCTURE HERE IS MY LINKEDIN SUMMARY: CONTACT DETAILS FEATURED SECTION LINKEDIN ARTICLES AND ACTIVITY LINKEDIN WORK EXPERIENCE UPLOADING MEDIA MEDIA FILE TYPES SUPPORTED ON LINKEDIN IMPORTANT: LINKEDIN ENDORSEMENTS LINKEDIN SKILLS QUIZ LINKEDIN RECOMMENDATIONS TWO BIRDS … KEEPING YOUR PROFILE UP TO DATE

11 PART 3: GROWING YOUR NETWORK CHAPTER 8: USING LINKEDIN SEARCHES BUILDING YOUR IDEAL CUSTOMER PROFILE SEARCHING LINKEDIN BASIC SEARCH IMPORTANT NOTE – LINKEDIN SEARCH LIMITS LINKEDIN FILTERED BASIC SEARCH LINKEDIN CONTENT SEARCH LINKEDIN BOOLEAN SEARCH OR NOT GHOST SEARCHES CHAPTER 9: GROWING YOUR LINKEDIN NETWORK AVERAGE LINKEDIN NETWORK SIZE IMPORTANT – ONE CONNECTION IS NOT JUST ONE CONNECTION … THERE ARE TWO WAYS TO GROW YOUR NETWORK … DON'T TRY TO TAKE SHORTCUTS … ADD NO MORE THAN 20–25 PEOPLE PER DAY HOW DO I KNOW IF THEY DON'T ACCEPT? YOU CAN WITHDRAW REQUESTS … CHAPTER 10: SENDING PERSONALISED CONNECTION REQUESTS CONNECT VS. FOLLOW TO CUSTOMISE OR NOT TO CUSTOMISE … HOWEVER … CUSTOMISATION EXAMPLES WHAT SHOULD YOU DO IF THEY DON'T ACCEPT YOUR REQUEST?

12 PART 4: MESSAGING CHAPTER 11: LINKEDIN MESSAGING INMAIL VS MESSAGE NO ONE LIKES SPAM NO ONE LIKES SPAM! EXAMPLES THE ‘WAY TOO LONG’ MESSAGE THE ‘WAY TOO SHORT’ MESSAGE THE ‘HERE'S MY CALENDAR LINK’ MESSAGE CHAPTER 12: LINKEDIN MESSAGE TEMPLATES THE ‘HOW WE CAN HELP YOU’ TEMPLATE THE CASE STUDY TEMPLATE THE CONTENT COMPLIMENT TEMPLATE THE EXPERT OPINION TEMPLATE AUTHENTICITY REALLY IS KEY … CHAPTER 13: LINKEDIN AUDIO AND VIDEO MESSAGES WILL THEY WORK FOR EVERYONE? VIDEO MESSAGES VIDYARD HOW LONG SHOULD A LINKEDIN VIDEO MESSAGE BE? WHERE SHOULD I RECORD THE VIDEO? WHAT SHOULD I SAY IN THE VIDEO? TO SCRIPT OR NOT TO SCRIPT … THIS IS WHERE YOU NEED TO FIND THE SWEET SPOT IN BETWEEN … QUICK EXAMPLE GUIDELINE: AVOID THE ‘UMS’ AND ‘ERMS’ IT'S ALL ABOUT MAKING THE RIGHT IMPRESSION LINKEDIN VIDEO SALES SCRIPTS LINKEDIN VIDEO MESSAGE SCRIPTS LINKEDIN AUDIO MESSAGES/VOICE NOTES OTHER LINKEDIN MESSAGING OPTIONS