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The Sales Evangelist

You’re sending LinkedIn connects one after the other. But no one responds to your messages.

It’s making you lose confidence in your professional sales skills. However, you shouldn’t give up hope just yet.

Take the time to listen to this five-minute Sales Evangelist podcast episode. Host Donald Kelly shares three actionable tips to help sales representatives always get responses from their ICPs on LinkedIn. Tune in and hear what those tips are.

Tip 1: Make Sure They’re Active on LinkedIn

  • Donald shares that just because you see someone on LinkedIn doesn’t mean they actually get on the platform.
  • To ensure they’re active on the platform, take the time to see if they’re posting anything and how often they do it.
  • You can quickly look into this by using LinkedIn Sales Navigator. If you don’t have the tool, Donald shares an actionable tip on how to do this within the episode. 
  • He also suggests you listen to past TSE episode 1743 on how to find active ICPs on LinkedIn.

Tip 2: Be Patience

  • One of the biggest mistakes most sales reps make on LinkedIn is connecting with people and trying to sell immediately.
  • Donald discusses that connecting with them and building a relationship is better before trying to sell.
  • This will help the potential buyer feel more comfortable talking with you and trust that your product is worth the money.
  • You can do this by engaging with them on the platform. Start by reviewing what they share on LinkedIn and commenting on their posts.

Tip 3: See What They Like on LinkedIn

  • Another way to start conversations on LinkedIn is to see what content they like. You can review their recent activities on their profiles to see if a conference is coming up or if they like posts from a specific trend.
  • Donald also shares you need to connect with people within your ICP company. Doing this will make you seem less of a stranger and help your potential buyer feel more comfortable talking to you.

Bonus Tip: Write Personalized LinkedIn Messages

  • Sending a personalized message doesn’t mean discussing personal matters such as children or the college they attended.
  • Instead, it means you took the time to review their profile or activity and see what really matters to them on the platform.
  • If they took the time to write a blog post on LinkedIn, you can send a personalized message asking a question about it.

There you have it! These are short and sweet LinkedIn tips to help you find and connect with your ICPs. For those new to the show, subscribe to the podcast to help build your pipeline and close twice as many deals as you are now.


Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator Course

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.


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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