In this episode of the Sales Evangelist podcast, host Donald C. Kelly dives deep into the number one reason why prospecting on LinkedIn may not be working for you and, most importantly, how to fix it. Kelly breaks down the common challenges sales professionals face and offers practical steps to enhance prospecting efforts on LinkedIn.
Understanding the Problem
Kelly opens the episode by addressing the frustration of salespeople not receiving responses or appointments through LinkedIn.
He attributes this challenge to the focal point of prospecting efforts - the people being targeted.
Focusing on the Right Accounts
The podcast outlines the importance of targeting accounts more inclined to purchase, emphasizing the concept of foresight in understanding buyer behavior.
Kelly suggests analyzing past successful deals to identify commonalities among the organizations, individuals, or industry trends, effectively creating a target account list based on these insights.
Leveraging Relationship Explorer
Kelly highlights the value of using LinkedIn's Relationship Explorer feature to identify shared connections with targeted individuals within an organization.
This approach enables sales professionals to establish more meaningful and genuine connections, increasing the likelihood of engagement.
Embracing Foresight
The episode stresses the significance of discerning potential buying signals, such as job changes within the target organization.
Kelly underscores that people who have recently changed roles are more likely to be open to making purchasing decisions, making them prime prospects for outreach.
Harnessing Alerts for Actionable Insights
Kelly advises the strategic use of LinkedIn's alerts feature, which provides timely updates on the target accounts, including job changes, content sharing, and hiring activities.
This empowers sales professionals with actionable insights to engage with the right prospects on time.
Personalizing Connection Requests
Kelly emphasizes the importance of crafting personalized connection requests based on the information gathered from LinkedIn.
By referencing shared experiences, posts, or geographical similarities, sales professionals can significantly increase the chances of accepting their requests.
Unlocking the Power of Warm Introductions
The podcast emphasizes the potency of leveraging warm introductions, as individuals are more receptive to engaging with connections recommended or referred by mutual contacts.
Kelly advocates using this approach to establish credibility and rapport with target prospects.
Donald reinforces the significance of targeting the proper accounts on LinkedIn and leveraging foresight to drive effective prospecting outcomes. The episode delivers actionable insights and practical steps for sales professionals aiming to enhance their prospecting efforts on LinkedIn.
“Those warm introductions are just like money. It is the bread and butter for LinkedIn because people have a higher chance of doing things with people recommended or referred to them.” - Donald Kelly.
Resources
Donald C. Kelly on LinkedIn
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
How To Properly Prep Your Prospect For Your First Meeting | Donald Kelly - 1779
The Best Sales Plan For The Quarter | Hannah Ajikawo - 1778
Cold Emailing at Scale In 2024 | Vlad Oleksiienko - 1777
Ask Everyone For A Referral | Donald Kelly - 1776
My Best Advice For Finding & Keeping Top Talent | Lori Richardson - 1775
The Perfect Questions To Ask In Your Next DISCO | Chet Lovegren - 1774
Stop Lazy Prospecting | Donald Kelly - 1773
The Data Says To Go Small & Niche Right Now | Derek Rahn - 1772
The Biggest Mistakes Sellers Make When Negotiating | Patrick Tinney - 1771
4 Simple Steps For Handling Any Objection | Donald Kelly - 1770
The REAL Truth Behind Why You're Not Prospecting Enough | Dr. Jean Oursler - 1769
3 Biggest Mistakes Sellers Make Deploying Their Dream 100 List | Amanda Holmes - 1768
We Already Have A Vendor | Donald Kelly - 1767
Three Overlooked LinkedIn Practices You Need To Adopt | Brandon Lee - 1766
The Framework for Closing 6-Figure Deals | Dr. Darnyelle Jervey Harmon - 1765
This ONE Strategy 3X My Pipeline | Donald Kelly - 1764
Sleep + Productivity = More Sales | Tanessa Shears - 1763
Your Stuff Just Not Relevant To Me! | Julie Thomas - 1762
Follow Up, Follow Up, Follow Up! | Donald Kelly - 1761
Stop Approaching Prospects As Subservient But As a Peer | Jim Vaselopulos - 1760
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
Organic Marketing Simplified: Master podcast marketing, fuel podcast growth, and make money podcasting!
THE GO BIZ GUY
The Sigma Femme Podcast
The Prof G Pod with Scott Galloway
The Tim Ferriss Show