I remember when I started training B2B companies on leveraging LinkedIn for lead generation. At that time, in 2011, I had 500 or so LinkedIn connections. I was very strong at leveraging LinkedIn as a 1 way communication tool to book net new opportunities. In 2011, this was radically different than what 99.9% of sales professionals were doing. At that time, LinkedIn was truly a repository for resumes, and I was amongst a small minority using LinkedIn in conjunction to phone and email. I feel privileged to be an early pioneer in what is now call “Social Selling”.