More than ever, sellers should be leveraging their LinkedIn profile for sales. Nearly 30% of B2B buyers look at a salesperson’s LinkedIn profile before meeting with them. But, as SalesFuel also found, only 25% have updated their profile in the past year.

Is your LinkedIn profile for sales updated for buyers?

Personal brands are vital in sales, and LinkedIn profiles are a part of that branding. While reps often focus on supporting their company’s brand, they often neglect their own. As LinkedIn’s Jane Deehan explains, this is common.

Reps avoid it because they’re busy or feel it seems self-​centered. But by neglecting personal branding, they miss out on big opportunities.

“When we neglect personal branding, we don’t just sell ourselves short – we also miss a big opportunity, from a sales perspective.”

As SalesFuel points out, a LinkedIn profile helps sellers connect with others, build credibility and support personal branding. And the more attention reps give to optimizing their profile, the more effective they’ll be.

Three Ways to Keep Your Profile Fresh

There are many elements that make up a profile, and sellers should make sure each one is written to engage and connect. Let’s take a look at three and why they matter.

Headline

When working to update your LinkedIn profile in sales, Deehan recommends paying special attention to the headline. While most simply list their job title, she urges sellers to go deeper.

“Use the headline field to say a bit more about how you see your role, why you do what you do, and what makes you tick,” she writes.

Not only will this give buyers a more in-​depth glimpse of who you are, it also boosts chances of coming up in search. LinkedIn uses headlines in its algorithm, so being conscious of which keywords you use will increase your searchability. 

While it is a good idea to include your title, don’t stop there. Taplio recommends including keywords that highlight your unique value proposition.  

“Describe how you add value to your current job title or clients,” they suggest.

“Use your LinkedIn headline to highlight how you make an impact through an innovative approach or unique perspective.”

And feel free to toss in a personal touch. Mentioning you’re an “AI Innovator” or “Trusted Advisor” can spark conversations and humanize you in the eyes of buyers.

Credentials

“‘Licenses & certifications’ are a great way to showcase your knowledge and professional achievements on your LinkedIn profile,” Deehan points out.

While your headline presents who you are and what you do, posting supporting evidence of success boosts credibility. And this section gives you the opportunity to do so, which is vital to showcasing your knowledge, as Sergey Butko explains.

“While LinkedIn allows for an array of skills you can add to your public profile, it doesn’t really show the level of foundational knowledge that you acquired in an objective way.”

But the “licenses & certifications” section can demonstrate one’s commitment to continuous learning and professional development. This showcases your credibility while also establishing trust with buyers.

Headshot

A headshot is an important part of any LinkedIn profile for sales. Why? It gives a face to a name, establishing the human connection buyers still want. This is especially important as AI use in sales grows.

It establishes a first impression and unfortunately, it’s yet another section of profiles that reps don’t prioritize (only 16% of sellers updated their headshot in the past year).

And not only does a professional, updated headshot kickstart an emotional connection, it is yet another credibility booster.

“A well-​crafted headshot portrays professionalism, competence, and trustworthiness,” David Genik adds.

"[It leaves] a lasting impression that sets the stage for successful business interactions.”

Continue updating

Once you’ve optimized these three key areas for your LinkedIn profile, make it a habit to revisit it often. You shouldn’t only be updating your profile after major events but rather it should be a regular task.

Your profile will drive more leads and engagement while building a credible personal brand that stands out.