Linkedin – Jan Wallen

We’re modifying our approach regarding the Sales Coach Newsletter this year.  Quite frankly, after 19 years of monthly publications, we’re running out of topics!!

So, we’ve asked some friends of ours in the sales business if they would be contributors to our monthly offering.  But first – a quick story, we were recently humbled by the fact that several of our clients have been posting “Redmondisms” around their offices – simple reminders of the basic concepts of successful selling – so here are a couple that are useful and tie in nicely with this month’s article:

  • Maintain a regular practice of outbound contact even when on a plateau or in a ditch.
  • You are really in the Calendar Management business, not in the sales business.  The most successful sales people are managing their own calendar along with managing the calendar of their prospect.

Now to our contributor this month – Jan Wallen

Jan is a social seller who uses #Social Selling to build relationships and close more sales. She’s the author of Mastering LinkedIn in 7 Days or Less and the forthcoming book on Social Selling Blueprint. Jan has built her business using her Social Selling Blueprint so that 95% of her clients and speaking engagements come from LinkedIn.

Social Selling: It’s All About Leverage

There’s a lot of buzz now about “social selling”. What is it? And does it really work?

Social selling is using LinkedIn and social media as one of the tools to find, reach and engage potential clients, build relationships and trust, and help companies solve their business challenges with your solution. Social media enhances what you already do – it’s not a substitute for good selling skills and a good sales process.

Does social selling really work?  Recent research shows that:

  • 78.6% of sales people using social media to sell out-performed those who weren’t using social media
  • Social media users were 23% more successful than their non-social media peers at exceeding quota by more than 10%
  • 50.1% of sales people who report using social media state that they spend less than 10% of their selling time using social media. That’s decent ROI

How do these social sellers do that?  It’s all about leverage:

1) Knowing the right people and being connected strategically to them

2) Building a network and relationships so your buyers know, like and trust you

3) Being known as the expert and thought leader.

LinkedIn makes it easy to find your decision-makers with targeted advanced searches and Company searches. When you find your decision-maker, you can make a cold call or send an unsolicited email to him or her (least effective), or you can leverage your expertise and your network to get through to them (most effective).

Find someone who knows both you and your decision-maker. That is, find your “shared connections”. These people can introduce you to your buyer, so you’re not a salesperson cold calling out of the blue.

Remember this:

  • 10% of executives respond to cold calls or unsolicited emails, yet
  • 84% will engage with a salesperson when they are connected through a friend or colleague and offer value (InsideView).

It’s all about leverage. How can you leverage your network to get more clients in less time?

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Why not check in with Jan and improve your Social Media offerings and skills?  Hey, maybe a Q1 goal to upgrade LinkedIn for you and your team.

Best wishes,


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