Scott Allen and LinkedIn for sales

LinkedIn
Profile is your presence...
In description of your job, make sure you're writing for search. Less about "I accomplished this, I accomplished that"

Adding contacts: if zillions of people, invite by groups "Since we know each other by chamber of commerce..."
"I don't know person" -- If they get 5 of those, they get suspended.
Expertise request: I'm interested in X. Could we spend 20 minutes on the phone or engage in e-mail exchange.

Lead Generation/acquisition through linkedin
1. Finding (can contact directly if it says open to that sort of stuff) 85 percent of requests that reach target are accepted - connect through some other commonality, or expertise request as an entree. They are not a prospect, they are a relationship
2. Being Found - Have all of the relevant keywords in your profile somewheres
3. Attracting through interaction - Linkedin Answers - choose favorite topic and look for questions to answer to share your expertise. Make introduction requests - route through different people. How to keep people in mind. Read whole profile, look for common ground

Sales acceleration
1. Researching your prospect
2. Industry & solution research - Help you find solutions/products/whatever
3. Finding solution partners

Solution delivery
1. Finding solution partners/subcontractors
2. Solidifying new relationships via linkedin

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