Navigating LinkedIn for Sales - Book Club Discussion

We were absolutely delighted to welcome Brian Galicia, co-author of Navigating LinkedIn for Sales, to our Aviation Sales and Marketing Book Club discussion!

Brian brought an incredible depth of knowledge about using LinkedIn effectively—not just as a networking tool, but as a powerful way to build real, meaningful business relationships in the aviation industry.

You have questions –

Is LinkedIn worth the time?
How personal should you get?
What can you do with the free vs. paid versions?
How will AI and other technology impact the evolution of LinkedIn?

I personally took away so many valuable insights, and I know our attendees did as well. A huge thank you to Brian for sharing his time, expertise, and enthusiasm with us! If you’re looking to sharpen your LinkedIn strategy and stay ahead in aviation sales and marketing, this conversation is one you won’t want to miss.

Summary Timestamps – Aviation Sales & Marketing Book Club with Brian Galicia

0:00:00 – Introduction & Welcome
• Brian Galicia thanks the group for featuring Navigating LinkedIn for Sales. • Paula Williams explains how the book was selected and initial impressions.

0:01:15 – Why LinkedIn Matters for Sales Professionals
• Brian discusses how LinkedIn is more than just a resume platform—it’s a tool for building relationships. • Importance of using LinkedIn to showcase expertise and serve others.

0:02:36 – Overview of the Book Club & LinkedIn’s Role in Aviation Sales
• Paula provides background on the book club and its focus on aviation marketing. • Discussion of LinkedIn as a top-performing lead generation tool, alongside YouTube.

0:03:29 – Participant Introductions
• Attendees introduce themselves, including John, Ben, Angelica, and Ali. • Brian shares a personal connection to the Philippines.

0:07:09 – Brian’s Background & Journey with LinkedIn
• 18+ years at Microsoft, working in sales and partnerships.
• How LinkedIn helped him build credibility and relationships at scale.
• His motivation for co-authoring Navigating LinkedIn for Sales.

0:11:45 – Evolution of LinkedIn & What’s Next
• LinkedIn’s transformation from a job-seeking platform to a business networking tool. • Microsoft’s integration of AI and Sales Navigator for deeper insights.
• Predictions on LinkedIn’s future, including AI-driven tools and evolving features.

0:19:22 – Sales Navigator: Most Overlooked & Impactful Features
• Using advanced filters to find ideal contacts (e.g., past company connections).
• Leveraging Smart Links to track engagement with shared content.
• CRM integration for tracking sales interactions seamlessly.

0:31:46 – Personal vs. Company Profiles on LinkedIn
• Paula and Brian discuss why personal profiles get more engagement than company pages.
• Best practices for sales teams sharing company content with personal insights.
• Encouraging executives to engage on LinkedIn for visibility.

0:36:47 – Building Relationships Through LinkedIn
• The importance of authentic engagement and personal storytelling.
• John shares a real-life example of a LinkedIn contact turning into a business discussion.
• How commenting on others’ posts can be just as valuable as posting.

0:48:19 – The Role of Video & Future LinkedIn Trends
• Will LinkedIn shift more toward video content?
• How self-promotion, storytelling, and engagement will evolve in 2025.

0:52:25 – Final Thoughts on LinkedIn Strategy
• Personalizing connection requests for relationship-building.
• Staying consistent with posting and engagement.
• Brian shares his TGIF LinkedIn newsletter strategy.

0:56:56 – Closing Remarks & Takeaways
• The power of LinkedIn to maintain long-term relationships in industries with long sales cycles.
• Final words from Brian on being intentional and consistent.