B2B sales glossary
The LinkedIn Social Selling Index (SSI) is a score from 0 to 100 that measures how effectively you use LinkedIn to sell, across four areas worth up to 25 points each.
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LinkedIn calculates SSI from four components: establishing your professional brand, finding the right people, engaging with insights, and building relationships. The score updates daily, and you can check yours at linkedin.com/sales/ssi.
SSI is a useful habit tracker for social selling, but it measures activity on LinkedIn, not revenue — treat it as a leading indicator, not a goal.
Each component is scored out of 25. Here’s an example breakdown:
| Component | How to raise it |
|---|---|
| Establish your professional brand | Complete your profile; post and share useful content |
| Find the right people | Use search and Sales Navigator to find decision-makers |
| Engage with insights | Comment on and share relevant posts; join conversations |
| Build relationships | Connect with decision-makers and nurture those connections |
Worked example — illustrative numbers. A total SSI of 68.
| Term | In one line |
|---|---|
| Outbound Sales | Outbound sales is proactive selling: your team identifies target customers and reaches out first — by phone, email, LinkedIn or in person — instead of waiting for them to make contact. |
| Prospect | In sales, a prospect is a potential customer who fits your target profile and has been identified as worth pursuing — but hasn’t bought yet. |
| Lead Generation | Lead generation is the process of finding and attracting potential customers — people or companies who might buy — and capturing their contact details so the sales team can follow up. |
| Cold Calling | Cold calling is the outbound sales tactic of phoning a prospect who has not previously engaged with your brand. |
EazyReach reveals verified mobile numbers and work emails on any LinkedIn profile — checked against LinkedIn, MCA director filings and the company website — then lets you call from the browser.
Go to linkedin.com/sales/ssi while signed in.
Higher is better, but SSI tracks activity on LinkedIn, not results. Use it to build consistent habits rather than as a target in itself.
Most people reveal their first contact within a few minutes of signing up. Here is the whole setup.
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