Use LinkedIn to increase your network, learn about prospects, research sales opportunities, and communicate with decision makers.

• If your profile isn’t complete, I might not trust who you are when you reach out to me. Add relevant information that helps me learn about you, and maybe even trust you.
• Search is your friend. List some keywords your target segment would have in their profile, including position/role, company, industry, interests, associations, etc.
• Grow your network shamelessly. Okay, I mean that with some humor. Don’t blindly add people to your network. But if you want to use LinkedIn for sales, it makes sense to have a large network.
• Grow your network strategically. Do you sell merchandise in one industry? You should grow your contacts from that industry. Don’t worry about their title as anyone such as a receptionist in your target industry might have excellent contacts.
• Target contacts from adjacent industries. They should have contacts in your target industry. Your growth strategy could also include certain types of professionals, such as accountants, CFO’s, or professionals in a defined geographical area, if your target audience is geographically based.
• Ask for introductions from your connections. When you do searches, make sure to include your first-degree contacts as you reach out to prospective contacts. As you do this, you’ll put your messaging top-of-mind with your first-degree contacts, and as they agree to help you, you’ll strengthen your relationship with them.  
• Make sure to nurture individual relationships so you don’t just take-take-take in the relationship.