I just got a call from an industry colleague, whose company sells B-to-B, with a question I hear often:

“We do a lot of trade shows, and have a good system for getting people to our booth and following up with them afterward,” she reported. “But how do we reach the people who never come to trad shows? There are a number of companies in particular that would be a perfect fit, but we just don’t know how to reach the right person.”

That scenario is ready-made for LinkedIn. The problem is… (Click on the headline for more…)