Monthly archive Search Engine Tutorial for Salespeople

I was discussing the Search Engine with the author of Engineers Can Sell, Eric Bono, and he asked for an example of how it could work in his industry. (Besides a blogger, Eric is an engineer and salesperson working in the aerospace industry.)

Eric targets senior director and VP-level decision makers at global companies like Boeing, who purchase materials and new technologies used in manufacturing.

This is a step by step guide using Eric as an example.

Step 1: Start with the target company

Enter the company you're targeting:

  • You can enter multiple company names separated by commas.
  • Quotes are added automatically for multi-term companies
  • Enter multiple names to match common variations. (e.g. JP Morgan, Chase)
  • Linkedin drops off "corp", "co.", ".com" and "inc." but you shouldn't include them anyway.

Results: 25,607 (your results will vary but this is obviously too many contacts to sort through)

Step 2: Narrow down targets using the RankFilter

The RankFilter let's you narrow down your target by executive level:

Results: 5,905 (still too many)

Step 3: Use title search terms to narrow by area of expertise

Pick title search terms that apply to your target:

  • You don't have to worry about 3 letter acronyms like "CTO" as they are added for you automatically if "C-Level" is selected with the RankFilter.
  • This is the equivalent of putting a bunch of "OR" statements in the search box, your target could match any one of these terms but must match atleast one.

Results: 970

To narrow the list down to the ideal number of targets (less than 50) you should deselect some terms from the title search terms box and search again.

The term "technology" is probably picking up a lot of IT contacts that aren't needed here, so lets deselect "technology" and see the results:

Results: 211

This is a lot better and should give you an idea of the power and accuracy of using title search terms and the RankFilter to narrow down your list to the right people.

Want to try this search with your network?,Wtechnology,Caerospace,Cdevelopment...

Do you Own your Linkedin Connections?

Facebook changed their terms of service in order to get more legal ownership over user submitted content, only to fold under public pressure and reverse the changes.

This raises interesting questions especially on pro-networking sites like Linkedin and XING, do you own your content or does it become property of the network once it is submitted?

Do you own your connections?

An in-depth analysis of the most popular sites' Terms of Service:

Facebook terms of service compared with MySpace, Flickr, Picasa, YouTube, LinkedIn, and Twitter

As The Economy Sours, LinkedIn’s Popularity Grows (TechCrunch)

TechCrunch commented on the latest ComScore traffic ranking's for for the month of January. Highlights include:

  • 22% increase in unique visitors (up from 6.3M in Dec. to 7.7 in Jan.)
  • 100% increase in time spent on site (up from 47.6M to 96.8M total minutes)

Has LinkedIn Changed the Game for Salespeople?

Bernard Lunn COO of ReadWriteWeb wrote recently about the Evolution of Tools for Sales. He references LinkedIn as the, "first fundamentally new [sales] tool to emerge in decades."'s Department of the Obvious would like you to know I agree with this statement.

The article talks about the evolution of CRM systems from the salesperson's perspective, other game-changers like Blackberry, and even postulates on the future of LinkedIn becoming a professional-networking-slash-enterpise-email-platform.

Below are my top 3 uses for professional networking sites: Press Coverage

pr web logo

Maybe "press coverage" isn't the best way of putting it, considering we paid to have a press release issued via PR Web, but it still sounds like a great way to kick off the release of the new version of the Peopletoucher Search Engine.

Share the love -- or pick apart our grammar.

Here's the full press release.

LinkedIn's Dubious Industry Field

Talking with a friend about the site, she asked why the Peopletoucher Search Engine doesn't have Industry as a search option.

In the days when you actually had to search LinkedIn manually, she used to pick "Non-Profit Management" in the industry field, when searching for accounting job candidates.

While this method might be tempting, it creates a huge problem.

There are many overlapping industries a user can pick.

"Fundraising", "Philanthropy", and "Non-Profit Organization Management" would all fit the bill.

The second reason why industry is dubious: There isn't consensus as to whether industry means your area of expertise, or the primary sector your company operates.




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