Business & Career Uses of Linkedin – Martin Brossman

Understanding Linkedin both for business and your career, managed by Martin Brossman

Posts Tagged ‘Linkedin Expert in Raleigh’

Using LinkedIn for Sales – Part 2

Posted by Martin Brossman on 08/09/2009

I have been coaching high-quota Sales Professionals for many years and believe LinkedIn is one of the most important free sales tools available today.

Remember, LinkedIn is a professional tool for solving tasks. It is not a cold calling list or directory of your target clients. It IS a first place to check for current and future contacts and business, due to the high quality of the data when it is present. Since each profile is about an individual, automatic self-interest is generated for being well-represented on the web.

If you look at a person’s profile, you will get all the information they choose to make available, and also you can get a sense of how much they use LinkedIn. For example, you can note whether their Public Profile consists of their name vs. the pre-assigned random numbers and letters. If they have personalized it they are likely using LinkedIn frequently. Next, notice how many recommendations they have, how many connections they have, if they have a picture, and whether they filled out their profile. These factors all point to how comfortable they are with using LinkedIn, and possibly how receptive they will be in accepting your introduction.

Know your target clients and businesses and observe how close you are to them through LinkedIn connections. Who do you your ideal clients trust and how well connected are they to you? You want to keep building your connections closer to your clients and that is done by relating to them and building their trust, not just by sending them an invite to connect. Are there a few people that seem to be more connected to your ideal clients than others? If so, these people need to be a higher priority for building and maintaining relationships.

It’s important to understand that this is a dynamic process which still involves building trust and connections, just like traditional networking has all along–which means investing in quality people who are on the path to where you want to be.
If you are a sales professional, LinkedIn is not only a big asset to your own career but also to the company you work for. If you set up your web link back to the company web site (using the Other option) and use the right keywords in your profile that your customers use, you will enhance the web presence of your company and yourself. A true win-win. This also makes it easier for your contacts to refer YOU to other members of their company by just referring people to your public profile.
That last tip I want to share today about your LinkedIn profile is: make sure to clearly have your contact information easy to find, especially your phone number. Make sure to first include it in the Contact Settings area at the bottom of your profile, but if you are in sales I would also add it at the top in your Summary area.

Last, when should you upgrade your LinkedIn profile to the paid version? When you keep running up against the notice that says you need to upgrade to get the information you need. LinkedIn is very generous in giving a lot for the free service, so use all of it.
Since LinkedIn does such a great organic job of enhancing the brand of a business by having all their key people correctly listed on LinkedIn, you could add more value to your customers by offering resources for them to be on LinkedIn. That may be you or someone who provides LinkedIn training.

Martin Brossman can be reached at (919) 847-4757 – and see his LinkedIn resources or on Twitter:


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People Who Gained Employment on LinkeIn

Posted by Martin Brossman on 03/13/2009

A few stories about people that got jobs or business using Linkedin. These replies came from a question I asked on LinkedIn:

“The job in question was never advertised and is my current role. One of my contacts is a head hunter who had been given an assignment to find a new SVp EMEA, we knew each other originally via some common connections and had recently linked networks. He gave me a call to ask if I knew anyone as he had posed a no name job profile on LinkedIn… I said me and after several rounds of interviews against 34 other candidates I was offered the position. ” – Preferred be anonymous

I got my current job partially through using an Introduction while in the interview process…
Bryan C Webb, P. Eng.

I am a LinkedIn Success. I connected with Chuck Hester, Director of Communications at iContact. When I saw an open sales position with iContact I contacted Chuck ask asked if he could ask the hiring manager to take a look at my resume. Two weeks later I was hired.
It is important to keep in mind that it is up to you during the interview to impress the hiring manager and remember the reputation of the person who offered to help. Greg Hyer –

In February, I am being flown to Chicago to be a keynote speaker at an professional association’s annual conference. The event planner found me through Linkedin.
Dan Galloway –

As an Outplacement counselor, I recommend Linkedin to all my clients who constantly use it as a source of Leads, Research, and Networking. Many of my clients have found their new position through a connection on Linkedin. Martin Brossman has presented to our clients how to effectively use Linkedin in their Job Search. This exceptional presentation launched an effective tool for my clients. Thank YOU- Martin –
Mary Cichocki –

I am currently working on a short-term project because I responded to a comment in one of my Linkedin groups. It’s an extremely interesting project at a great company with wonderful people.
Linda Bogie –

I am a LinkedIn Success. I connected with Chuck Hester, Director of Communications at iContact. When I saw an open sales position with iContact I contacted Chuck ask asked if he could ask the hiring manager to take a look at my resume. Two weeks later I was hired.
It is important to keep in mind that it is up to you during the interview to impress the hiring manager and remember the reputation of the person who offered to help. Links:

I have received several offers from LinkedIn Members. I have also been approached a number of times. Unfortunately, I have not accepted a position as a direct result of my LinkedIn membership. However, it has been present at every stage of the hiring process. Typically, 4 out of every 5 recruiters or hiring managers reference some information listed on LinkedIn. On many occasions, I have been asked about a person I recommended or a recommendation someone left for me. A few times, I have even been able to solidify a relationship during an interview because of a common connection. The funniest LinkedIn incident occurred last year, I was interviewing for a position. While I was waiting, a gentleman “bumped” into me in the hall wall. We then sparked up a great conversation during my wait. Later in the day, I interviewed with the same gentleman. As it turns out, he was the hiring manager. He had researched me on LinkedIn, saw my picture, and hunted me down. His goal was to get to know me outside of the interview process. I hope this helps your blog and inspires other LinkedIn users. By the way, if you would like to assist me in landing my first job via LinkedIn, Feel free to check out my profile: or my website at

In prior positions, I twice hired executives through I posted the position, received a significant amount of interest, was able to conduct all the necessary pre-interview due diligence on LinkedIn, and made offers post-interview that were accepted.
Amit Malhotra –

I have received profitable consulting and speaking engagements, job offers, and personally utilized LinkedIn resources to seek candidates for positions that I had available. LinkedIn is a fantastic tool for staying in touch with people, profession updates, and groups that offer great services to individuals and communities. Dorene Weiland –

Yes. I’ve placed 23 people with clients in North Carolina (manufacturing and high tech) using LinkedIn. It’s the most useful tool out there to identify top talent. Amanda Moore -

I have been hired by a contact initiated via LinkedIn and I believe I’ve helped a few people connect for new jobs too…
Anna Marshall -

LinkedIn is a great tool for that. I use LinkedIn daily as a recruiting tool. The added benefit is that my candidates can research me just as much as I can research them so that they know exactly whom they are working with. In a career move, its important to have that leverage.
Adam Staton -

My present assignment was gained by a consultant who included me in his contacts some months ago. That connection contributes to get in contact with people from the same recruitment company.
I am convinced about the efficiency of a tool like LinkedIn to gain a job or an assignment. But the results depend mainly from you, by the usage you are doing of LinkedIn. Depend if you are using LinkedIn as a network tools or as a “phone book”.
Eric Saint-Guillain –

yes – my latest job came through a connection in my network – been here for 18 months now 🙂
Guy Tweedale –

Yes, I answered a question like I am doing now (in the Q&A area of LinkeIn) and got regular work from a new client of mine with a logo and brochure. More work is coming. So does Linkedin bring work? The answer is yes. But you have to work Linkedin. Not sit on the sidelines.
Coby Neill –

So what is your story, have you or someone you know gained work from using Linkedin. Let us hear your story!
– Martin Brossman Success Coach / Trainer / Author –

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Posted in Career, Career Uses, Employment in Raleigh NC, Job Hunting, Uncategorized | Tagged: , , , , , | 1 Comment »