Not too long ago, I was a guest on the Saleshero podcast, where we unpacked one topic in depth:
How to turn LinkedIn into a systematic sales channel.
Not just another social network. Not a place to collect likes. But a tool that delivers concrete KPIs.
Here are a few key takeaways from our conversation.
Source for the video interview.
1️⃣ LinkedIn must have a clear business objective
Companies typically address three things on it:
sales
hiring
brand
The problem arises when content has no connection to a specific account list and the customer's buying stage.
LinkedIn isn't about reach. It's about influence on specific decision-makers.
2️⃣ The biggest barrier? Fear
A common objection came up in the podcast:
"I don't know what to write." "I don't want to embarrass myself." "I don't want to show off."
This isn't a strategy problem. It's a psychological problem.
Fear is a real emotion. But the solution is simple: start.
The first relevant response will shift your mindset faster than hours of overthinking.
3️⃣ The biggest mistake? Facebookifying LinkedIn
A like is not a sale.
Content should:
educate
move the customer along the buying journey
build expertise
It shouldn't say "we're the best." It should show who we help and who we don't.
Yes, even communication like "we're not right for this customer" can significantly increase relevance.
4️⃣ 5 steps that work long-term
1. A polished profile Fill out all sections. Play the game with the algorithm. Use keywords.
2. The right contact database 90% of contacts should be people with decision-making authority.
3. Educational content instead of self-promo Not ego. Value.
4. Interest analysis 80% of interactions are invisible. Sales Navigator (Smart Links + Buyer Intent) fundamentally changes how you work with data.
5. Short outreach message 2–3 lines. No signature. No sign-off. Chat works like WhatsApp, not like a formal email.
5️⃣ Expertise precedes trust
In B2B today, a simple sequence applies:
I see you → I understand you → I respect you → I talk to you → I do business with you.
Content saves time in sales. And time is today's most expensive commodity.
LinkedIn is still underutilized in the Czech Republic.
If you approach it as a system, not as a social network, it can become your strongest sales channel.
You can find the full interview here: https://saleshero.cz/dil-142-vojtech-forejtek-linkedin-jako-generator-obchodnich-prilezitosti/