Sales people want to be found on LinkedIn. Sales managers want clients to find them on LinkedIn, and sales leaders want customers to find them on LinkedIn.

I know sales people are always looking for customers, clients and sales but sometimes the customer comes to you because your profile resonates with them. Why are some profiles magnates for clients and others scare them away? If you engage someone in the C-suite, an influencer, or a future client on LinkedIn and your profile is average at best, will you get their attention? Does your profile reflect the skills or more importantly the skill set they need to solve their problem?

Skills on LinkedIn are search terms that your customers and clients are looking for. Do you have the skill set to attract those customers? The average sale today involves 5 or more people. Is one of your skills cross functional problem solving or multi-level communications? Are you in sales or consultative selling, in other words are you solution selling? 89% of buyers turn away from the sales person if they don’t have the right insights or knowledge about their business, do your profile skills demonstrate that knowledge?

How to find skills, the easiest way to find skills is to search your competition. That’s right, when you do a search for the term “sales” on LinkedIn search box the results are the best profiles for that (skill) search term. Who are the sales leaders in your company? Look at their profiles and the competition to see what skills people in your industry have on their profile. But do it anonymously, you know, change your privacy settings!!! If your results turn into a hot lead you can even follow them on LinkedIn!

Here is how to follow others on LinkedIn ninja style:

Which skills to add to your profile? When you are searching for skills for your profile don’t select the first skills you see. Be strategic, don’t just select MARKETING, ask yourself which skills are my customers are looking for? Is it “on line marketing, social media marketing, digital or email marketing that people need?” When you are searching in the skills box the dropdown will give you a list of skills and that list is in numerical order of number of searches. Aim for the skills that you have that are highest on the list since they are searched most often.


Where to add the skills to have the best search results. On your LinkedIn profile the most optimized and highly searched areas start with your HEADLINE. Your headline should not be your job title and company name, you already have that in your experience section. Your headline should include at least 3 skills, tell people what you do (include a skill), who you help (include a skill), and how you help them (include a skill or two). Then strategically add skills at the beginning of your summary, and at the beginning of every paragraph. Then add at the bottom of the summary (after your call to action) type in the word SKILLS: add ten skills that you have the most endorsements for. Each job experience should include skills as well as the summary of each job. Make sure you select all 50 skills to add to your profile. Finally add skills to your interests section, these should be business interests (skills).

How to use the skills section on LinkedIn. To view the secrets behind the skills section click on the blue “View Profile As” then you will see your profile as your client would view it. Then scroll down to the skills section and click on the name of the skill. Behind each skill are people, topics, education, groups, articles, and additional skills related to the subject skill.

These are additional skills you should add to your profile because they are related skills which could make you a better skills fit than your competition.

Here are the features of the skills section:

If you are sharing content with your leads the skills section is an ideal area to supply you with content for your customer, it has Lynda courses, Slideshare presentations, as well as Pulse articles related to your skills. You have to be the subject matter expert for your customer or your client’s resource for their problem. Slideshare and Pulse articles will give you an advantage over other sales people because they don’t have access to this information but you will. Make sure you share content about your customer’s interests not yours. There are thousands and thousands of articles to choose from.

As with any sales process you have to be consistent and persistent. LinkedIn is the same way and they are consistently changing, so you have to be persistent with the skills on your profile.

Many of my clients are leaders in sales, business development, training, and recruiting who recognize the need to attract customers through Corporate Strategic training of LinkedIn, one on one consulting, and private workshops. You are shown how to use all of LinkedIn’s resources. To discover how this process can benefit your organization, simply schedule an appointment on:

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Here is my call to action. If you would like continuing information about LinkedIn I’m always happy to connect with people who PERSONALIZE their request. My email address is If you find this information valuable please pass this on to others who need help with LinkedIn.

I build practically perfect LinkedIn profiles and help business people understand the maize of LinkedIn features. Contact me if you need help at 224-221-9700 or Email me at

Bruce is a Retail professional with 30 years varied experiences. He has worked in every facet of retail, from being an entrepreneur, to having corporate positions with a “Fortune 500” company. After his corporate retail position was eliminated in 2009 he became involved with LinkedIn, Twitter, and social media in his job search.

In 2011 I started my own social media business, Hobknobery to provide one-on-one profile consultations, presentations, and workshops for LinkedIn. He expanded into social media marketing for small businesses, training recruiters how to use LinkedIn, and social selling for salespeople and business development. Most recently he has presented workshops for recruiters, outplacement companies, small business groups and companies as well as webinars for national retail businesses.