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The Sales Evangelist


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. 

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.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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