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Full Description
Combine LinkedIn and AI to multiply your selling potential
Most sales professionals and entrepreneurs are desperate to find new techniques to help them break through the overwhelming noise and get the attention of high-value decision makers. They want to make fewer cold calls, face less resistance, and have more meaningful conversations.
This is why Jeb Blount (the world's most Fanatical Prospector) and Brynne Tillman (the LinkedIn Whisperer) joined forces to create The LinkedIn Edge—the definitive playbook for combining LinkedIn, AI, and proven outbound prospecting strategies to build bigger, better, and more qualified pipelines. In this highly practical guide, you will learn the tactics, techniques, frameworks, and secret shortcuts that transform LinkedIn into a list-building, prospecting, referral-getting, lead-generation machine that will help you sell more, win more, and earn more.
You'll learn how to:
Leverage LinkedIn + AI to build better, more effective prospecting lists
Integrate LinkedIn into your outbound prospecting sequences to increase engagement
Find decision-makers on LinkedIn using smart targeting strategies
Use AI tools to streamline research and get crucial contact information
Write prospecting messages that convert with proven frameworks + AI
Multi-thread and penetrate buying committees to bend win probability in your favor through deeper relationships
Jump over gatekeepers and get direct introductions to c-level decision makers
Leverage your network to warm up cold calls and generate referrals
Get prospects to accept your LinkedIn connection requests
Turn LinkedIn into a powerful lead-gen engine that brings hot buyers to you
Deploy the 5s familiarity framework to build name recognition, authority, trust
Get more prospecting done, in less time, with better results
The LinkedIn Edge is not the typical "social selling" book focused on vanity metrics or going viral. There is no fluff or shallow "moon launch" techniques that never really work.
This is a step-by-step playbook, written by practitioners. It is about what works in the real world, in the grind of the sales trenches—blending fast prospecting outreach with systematic relationship building sequences to engage prospects with confidence, consistency, and relevance.
With each chapter and every lesson, you'll learn how LinkedIn mastery combined with an AI edge can give you almost superhuman prospecting powers that will explode your pipeline and your income.
Contents
Preface xi
Part 1: Fast Prospecting
1 The Pipe Is Life 3
2 Targeting Your ICP 7
3 Build Prospecting Lists Fast 19
4 Building Lists from LinkedIn Engagement Signals 23
5 Job Transition Trigger Events 26
6 Leveraging LinkedIn Search for List Building 30
7 Prospecting Sequences 43
8 Integrating Soft LinkedIn Touches and Tags into Your Prospecting Sequence 48
9 Using InMail in Your Prospecting Sequence 54
10 Integrating LinkedIn Direct Messaging into Your Prospecting Sequence 66
11 Crafting Prospecting Messages That Break Through the Noise 76
Part 2: Slow Prospecting
12 Familiarity 91
13 A Slow, Deliberate Prospecting Journey 95
14 The Law of Cumulative Impact 100
15 Develop a Slow Prospecting Plan and Metrics 106
16 Managing Your LinkedIn Inbox 110
17 The BTN Method 116
Part 3: Your Network Is Your Net Worth
18 Your Network Edge 125
19 The Seven People You Need in Your Network 130
20 Optimizing and Refining Your Existing LinkedIn Network 136
21 Always Be Connecting 139
22 Sending Effective Connection Requests 143
23 Avoid the Bait-and-Switch Connection Request 153
24 Rules and Best Practices for Accepting Connection Requests 157
25 Nurture Your Network 161
26 Multi-threading 173
27 Making the Shift from Cold Calls to Warm Introductions 181
28 Social Proximity and the Best Path In 187
Part 4: Personal Branding and the LinkedIn Profile Lead Machine
29 If You Are Not a Brand, You Are a Commodity 195
30 Personal Brand Audit 198
31 The LinkedIn Profile Makeover 209
32 The Middle Hooks 220
33 Credentials and Credibility 232
Part 5: Differentiation, Thought Leadership, and Authority
34 Authority in the Age of Transparency 251
35 Socially Surrounding Targeted Prospects with the Five S Framework 254
36 Streaming: Creating and Posting Original Content That Builds Your Authority 258
37 Sharing: Building Authority Through Content Curation 267
38 Stop the Scroll: Creative Inspiration for Content That Connects 273
39 Search and the LinkedIn Algorithm 286
40 Showing Up in Comments and Conversation 291
About the Authors 297
Index 301
