<aside> 🎉 This is a context-building section. The point of this section is to help you understand how social selling works and what you’ll actually be doing.

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1. Social Selling is a Mix of Direct & Indirect

Prospecting on social isn’t just connect-and-pitches. In fact, you’re going to use a mixture of indirect and direct methods to engage with prospects.

• If you only use direct, you’re just using social as a sales channel. It’s so much more than that.
• If you only use indirect, you’re just becoming a content creator. That’s not the point of this guide.

By using both in equal measure, you’re using LinkedIn to its full potential.

2. Social Selling Starts with Qualified Accounts

If you’re using traditional selling methods, you’re likely spending most of your time doing outreach and follow-up (the left pyramid). Once you get a bite, then you qualify the account.

This is because most of this is automated. It’s not time-intensive to spin up a new sequence in Outreach or Salesloft and run it against your list.

To avoid wasted effort, you will now start with qualified accounts on social.