Using LinkedIn for Sales Success with Kurt Shaver

If you’ve ever thought that you don’t need to be on LinkedIn because you’re not looking for a job, this episode is for you! LinkedIn is much more than a digital resume: it’s become a highly valuable networking tool that can help you find clients, build relationships, and establish thought leadership. In this episode of Adventures in Business, we caught up with Kurt Shaver, a LinkedIn expert, to get actionable tools to leverage LinkedIn for your sales success. 

Meet Kurt Shaver 

Kurt Shaver is a dynamic sales trainer known for helping professionals connect with decision-makers faster. Kurt’s extensive experience spans tech sales, tourism, and now his entrepreneurial venture as the Meetings Industry rainmaker. With a focus on LinkedIn and digital connections, Kurt shared invaluable tips on leveraging LinkedIn for business growth.

From Tech Sales to Hospitality: Kurt's Journey

After 25 years in tech sales and 12 years running his own sales training business, he ventured into the tourism industry with Sonoma County Tourism. Although this role was a departure from his tech roots, it provided him with skills in relationship-driven industries. Ultimately, Kurt returned to his passion for sales training, combining his tech background with real-world hospitality experience to create impactful LinkedIn strategies.

Kurt talked about the difference between tech sales and hospitality sales: in tech, sales are often one-and-done transactions – sell a product, move on. Hospitality thrives on long-term relationships, with professionals often collaborating for decades.

He also explained how hospitality benefits from visually stunning content – luxurious resorts, scenic venues, and vibrant events – which naturally lends itself to engaging social media posts. This "eye candy" makes it easier to capture attention compared to the visuals in tech.

The Evolution of LinkedIn

Kurt’s journey with LinkedIn began in 2005 when it was primarily a digital resume platform. Over the years, it has evolved into a powerful tool for brand building and lead generation. Sales professionals realized they could use LinkedIn not just to find jobs but to find clients, build relationships, and establish thought leadership.

LinkedIn Tips to Boost Your Business

Kurt shared actionable strategies to optimize your LinkedIn profile:

Revamp Your Headline: Move beyond just listing your job title. Instead, highlight who you help and the value you provide. For example, instead of "Account Executive," try "Helping Software Startups Source Top Programming Talent."

Add a Direct Call-to-Action: Utilize LinkedIn’s feature to add a website link in your profile header. Kurt recommends linking directly to a Calendly page with a call-to-action like "Book a Call with Me" to encourage immediate engagement.

Tell Success Stories: When convincing skeptics about LinkedIn’s potential, Kurt favors real-life success stories over data. He shared anecdotes of clients landing six-figure deals simply by tweaking their headlines or adding strategic links.

Making the Most of LinkedIn’s Features

Beyond profile optimization, Kurt emphasized the importance of using LinkedIn’s features to their fullest potential:

Engage Consistently: Don’t just set up your profile and forget it. Regularly comment on posts, share industry insights, and engage with your network to stay top of mind.

Personalize Connection Requests: When sending connection requests, add a brief, personalized message to introduce yourself and explain why you’d like to connect. This small thing can increase your acceptance rate.

Leverage LinkedIn Groups: Join and participate in groups related to your industry. These spaces offer excellent opportunities to share expertise, connect with like-minded professionals, and discover potential leads.

Connect with Kurt Shaver

🔗 Connect with Kurt Shaver on LinkedIn or his brother Chuck Shaver

🔗Click here to sign up and join Kurt for his Bay Area Global Travel Business Association webinar on Maximizing LinkedIn happening on 2/20/25 at 9:00am PST