Gordon Tobin, SMB Sales Manager at LinkedIn Sales Solutions

Gordon leads an SMB acquisition team for LinkedIn's Sales Solutions Business where he’s helping sales organizations across North America adopt social selling. At LinkedIn, Gordon started as an SDR in 2010 and made his way up to being an AE. After that, he became the Global Head of Business Leadership, and is now a sales manager at the company.

In this interview, Gordon walks us through a day in the life of a sales manager on the LinkedIn Sales Solutions team. He dives deep into his experience building a sales process from the ground up in his first role with LinkedIn 7 years ago, and how he's adapted that sales process to real world responses over the years. Gordon wraps by talking about what it was like moving from an individual contributor role into team management, his philosophy on hiring, mentoring, and negotiation.