Podcast episode
Club Playbook: Three Steps to Using LinkedIn to Find More Prospects (ft. Charlotte Johnson of Salesloft)
30 Minutes to President's Club8 Jan 202412 min
Description
Charlotte's LinkedIn Prospect Guide FOUR ACTIONABLE TAKEAWAYS Use the spotlight filter to find some quick wins within the prospect list you’ve targeted using Sales Navigator Connect with lower-level employees on LinkedIn to create groundswell when trying to reach revenue leaders Use this messaging template for nurturing - Personalization → Challenge → Offering Value Add Maximize your companies’ internal connections to build your prospecting list by asking them to introduce you PATH TO PRESIDENT’S CLUB Account Executive SMB @ Salesloft Account Executive Emerging @ Salesloft Sales Development Representative @ Salesloft Team Lead, Sales Development @ Integrate RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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imported in Sales Navigator, some good fit prospects who are more likely to reply. Now let's head into section two for groundswell and detective work. And one of the challenges we have when we're reaching out to prospects is the fact that we just guess the challenges that they have. This plus “the fact they're not accepting our connection request on LinkedIn, makes it really difficult” to refine messaging and engage with them on LinkedIn. So when I say groundswell, I simply mean adding the lower level employees on LinkedIn. For me, as an example, I target revenue leaders. So we'll add all the sales team on LinkedIn, and I'll just use a blank invite. And this benefits me in
marketing copy, but focus on external because it adds a little bit more credibility, in my opinion. And if they say yes to me saying, do you want me to share this template or process that I'm using, then we know that they have the challenge, which we solve for. And if they don't reply, it's then giving me an easy follow up to this message as I “can simply say, hey, sharing the doc here in case Pipeline Gen is also a challenge for” the team. It's less of a pestery message, which I personally find works better on LinkedIn, especially when there's so many people who are just going in with a pitch. So it's really helping you to stand out. And once someone replies once, they're then more likely to reply to you when you're asking
And from section one, we were able to find prospects who have team link intros using those spotlight filters on LinkedIn. So prospects basically being connected to someone at your company. So utilizing this information, we're going to get that person internally at our companies “who's connected to our prospect to message them on LinkedIn.” And the message will vary depending on how well that person knows them. But let's use the scenario that the person internally knows them ish. So maybe they've met them once at an event or worked at the same company, but didn't cross paths. And the structure I'll use for this is context and personalization, followed by the challenge
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