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The LinkedIn Edge
New Sales Strategies for Unleashing the Power of LinkedIn + AI to Cold Call Less and Sell More
Jeb Blount (Author), Brynne Tillman (Author)
9781394316717, Wiley
Hardback, published 25 September 2025
336 pages
21.8 x 14.2 x 3.3 cm, 0.476 kg
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: 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.
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.
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
Subject Areas: Business & management [KJ]
