Bob Woods  00:00

Greetings, Sports fans, and Welcome to Making Sales Social Live brought to you by Social Sales Link. I’m Bob Woods, the LinkedIn Sherpa. This podcast episode will have nothing to do with sports by the way. And I’m joined by fellow LinkedIn and social selling professional who’s also known as the LinkedIn whisperer. Brynne Tillman. Hey, Brynne.

Brynne Tillman  00:20

Hi. I was wondering why you opened up with sports fans.

Bob Woods  00:24

So you know, Let’s talk about this game. Talk about who’s who at first Pacer. So I don’t know, I can’t even think of anything. That’s how wacky that was. But we’re going to talk about something that may sound a little wacky at first. Yeah, think about it, it makes a lot of sense. 

Outro  00:44

Welcome to Making Sales Social Live, as we share LinkedIn, and social selling training strategies and tips that will have an immediate impact on your business. Join Brynne Tillman, and me Bob Woods every week, Making Sales Social Live. This is the recorded version of our weekly Making Sales Social Live show.

Bob Woods  01:07

So we’re going to be talking about using the LinkedIn Jobs tab and the whole jobs functionality behind it. 

Brynne Tillman  01:16

For sales.

Bob Woods  01:17

For sales, And part and for sales. Yes, exactly. So when, you know, most people way back when and even today, use LinkedIn for career advancement. And then on the flip side, companies and recruiters use it to look for people who are looking to advance careers and hoping to get them into their companies. 

We’re talking a little bit differently today, we’re talking about using all of those functions. But instead for salespeople who are looking for companies that might need their products or services, and it can be done. And it’s no guarantee. It’s a way that most people are probably not doing it. But there is a wealth of information that you can find from job listings, believe it or not.

Brynne Tillman  02:04

Yeah, I’m excited to talk about this. It’s really simple to do. And like you said, very few people are leveraging it. So should I get started or you get started?

Bob Woods  02:14

I will toss out , I’ll toss out the purse. The first pitch too.

Brynne Tillman  02:19

There you go,He brought it full circle.

Bob Woods  02:22

Exactly. Here we go. So would you like to know when companies are hiring? Because that’s an indication that companies are growing, when they’re growing. They just might need whatever services that you provide. And it’s going to be impossible to talk about, like specific industries and things like that there. 

There may be a template to that, where you’re like, “Oh, I don’t know if I could use this at all”. But if you’re in one of those types of sales positions, where you work really well, when companies are growing to sell your products or services into that right there is gold.

Brynne Tillman  02:59

Yeah. So let’s think about this. Who are your buyers? For us, our buyers could be chief marketing officers or Chief Revenue officers or a sales enablement. So what we want to do is start to find out when there are new positions open for those roles. Why? Because when someone else comes in new into that company, they’re open to hearing new ideas they’re being brought in to make change. 

So we know we want to keep monitoring that. Right? So ABC company is hiring a new chief marketing officer, there are a few things I want to do. The first thing is where did their old one go? Because there’s an opportunity there too. Right? But let’s, you know, we want to keep an eye on this, the new marketing officer that might come in, and ultimately start valuable conversations with them, Once they’ve been hired. 

And we’ll know that based on the fact that for following this company, and there is someone that’s hired, we can continuously look for, you know, hop in, we’ve saved this company somewhere if you have Sales Navigator, you’ve saved in Sales Navigator and they’ll alert you when there’s a new change. But ultimately, there’s gold in that knowledge in understanding that there is a new person in the role that’s a buyer. Yeah, I love that.

Bob Woods  04:35

So you got all that as well as talking really quick about the Sales Navigator function. And you can actually see this in LinkedIn premium in some form, I think when companies are increasing growth LinkedIn actually recognizes this and lets you know that these companies are growing. 

Brynne Tillman  04:54

Yeah. So you can do searches based on department growth or entire company growth inside of LinkedIn. You can search, I’m trying to think in premium. I don’t think you can do that anymore in premium, but you can search companies by company size. So it’s definitely a Sales Navigator, all the fun things went to Sales Navigator. 

So, but ultimately, yeah, you can monitor companies that are growing. But I really truly believe this little trick in the jobs app where you are notified when a new job is posted, based on the titles you sell to is golden, you can get in earlier than anyone else into those conversations.

Bob Woods  05:37

That’s huge. That’s absolutely huge. So you know, using LinkedIn and something that it’s already good at for your purposes, but yet weren’t designed for your purposes, but get in there, use it. And hopefully, you can get some sales conversation started and get things farther down the road with those new people as well. Just like Brynne said, “The person left for a reason if they went to another company, you can get that conversation started as well.”.

Brynne Tillman  06:03

Absolutely.

Bob Woods  06:04

Yeah. So the other thing that I like, and this is where it’s going to get a little specialized, and not everyone is going to be able to take advantage of this. So this is where you can get using LinkedIn job alerts is an area where you can get intelligence on the products or services that they use, that the stuff that you sell might be ancillary to in other words, you know.

If you sell like a plugin for Salesforce or something like that, if they’re coming in, if these companies are advertising for a new Salesforce administrator, or higher up, you know, maybe even a VP of sales or something like that a VP of sales is going to a new VP of sales is going to come in and look at everything. 

So why not get in with them as they’re coming in, to potentially sell towards something that they already have within their business? And I just mentioned just one little brief, you know, very specialized example. But I know that in all of these industries, there are similar types of situations. And you can definitely take advantage of those.

Brynne Tillman  07:07

Yeah, I mean, and I may be doubling because I was reading at the same time. But let’s say you sell to a company that has Salesforce, did you say this? Because I was reading? Yeah, okay, so you have so you’re selling into a company that has Salesforce, sometimes it’s difficult to identify, even though Sales Navigator has technologies used, sometimes it’s difficult to identify what products or services a company is you using, and the fact that they’re hiring a Salesforce administrator, lets you know immediately that’s a company that sells that. 

So what I recommend everyone do is look at what technologies if you’re not a technology person, so if you sell to marketing, maybe you want to know who has a HubSpot admin, maybe want to know someone that needs Canva skills, Right? All of these things can be found inside of the open jobs. So look for those skills that are complementary to what you do. And you’ll start to identify not just the people to talk to but the companies, which I think I repeated what you said there. Bob, But…

Bob Woods  08:27

No it’s okay. It’s a little bit of a further explanation. So, you know, It’s like I was saying before, these are things that you’re not necessarily going to get just from studying the company in general, because when companies are looking for people, and they’re looking for specific people, they’re going to tell you what they need, because they have a need for it, if you have a product or service, that you know, like with the Salesforce example, “You sell something that’s associated with Salesforce, there’s a need there, that’s when you can go in.” 

And like I said before, “There are a lot of different instances and a lot of different industries that have that similar type of situation.” So definitely look for those. And I think that we’re going to wrap up with the fact that Brynne alluded to this already. Yeah, I just want to kind of put a bow on everything. You can get all this stuff. You don’t have to be on LinkedIn jobs all the time, because LinkedIn will let you know when your criteria has been found in a new listing, and it will let you know.

Brynne Tillman  09:31

And you do that through making sure that you clicked on the bell for job alerts. 

Bob Woods  09:36

Right? 

Brynne Tillman  09:37

Right? So you want to make sure that you’ve clicked on that and then you will be updated as those happen. But you know, this is a completely underutilized area and we recommend that you utilize it a little bit more.

Bob Woods  09:52

Yeah. So go into it, play around with it. This is something that you’re going to definitely need to devote a little bit of time to play around with. But I think that, you know, you may find some things that we’re not thinking of that you can use job alerts, or that you can use just LinkedIn jobs in general for I should say, and, you know, if you do let us know, because we would love to hear about. 

So with that in mind, thanks again for joining us on Making Sales Social Live. If you’re with us right now, live on LinkedIn, YouTube, Facebook, Twitter, or any of those types of places right now, we do this every week. So keep an eye out for those live sessions. If you’re listening to us on our podcast, so we’re recorded and you haven’t subscribed already, go ahead and hit that subscribe or follow button so you’ll be able to see all of our previous shows and be alerted when new ones dropped more deets on the podcast are at socialsales.link.com/podcast. 

We do this show every week and we also do our making sales social interview series where we talk with leaders and experts in sales, marketing, business and many many more areas. So when you are out and about this week, make sure that your sales are…

Brynne Tillman  11:01

Social. Bye guys.

Outro  11:04

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