Learn to leverage LinkedIn for pipeline growth and shift your mindset from social media to social selling. In a 2020 RAIN Group Center for Sales Research study of close to 500 buyers, we learned that the overwhelming majority—82%!—will look up a seller on LinkedIn before replying to a seller’s prospecting efforts. Compare that to back in 2005, when sellers told us social media wasn’t important because enterprise-level decision makers couldn’t be bothered using it. How times have changed! Whatever means you use for prospecting, or any aspect of virtual or face-to-face selling, know that eight out of every 10 buyers are vetting you on LinkedIn before deciding whether to respond to you.

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