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Prospecting for Leads

Advanced Linkedin Prospecting Intro

13 min
Average Score

Jed Mahrle

Head of Outbound Sales at Milkshake

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LinkedIn is often seen as a social networking platform, but in reality, it is one of the most powerful and underutilized tools for prospecting and generating leads. In this Triple Session course on advanced LinkedIn prospecting, Jed will share his insights and experiences using LinkedIn as a primary tool for setting outbound meetings.

Introduction to Advanced LinkedIn Prospecting

Jed Mahrle has helped build two successful outbound sales teams from scratch and consulted with numerous startups on developing and implementing effective outbound sales strategies. He is also the creator of the Practical Prospecting newsletter, which has over 17,000 subscribers and provides practical examples on how to set meetings on a weekly basis. Over the past five years, LinkedIn has been the main tool he has used to set outbound meetings, and he is excited to share my learnings and insights in this course.

The Practical Prospecting Method

Before we delve into the details of LinkedIn prospecting, Jed will introduce you to the practical prospecting method, which is the foundation of my approach. Outbound sales is often seen as complicated, requiring fancy technology and tactics. However, in reality, it comes down to three core components: targeting, messaging, and offering. By focusing on who you are targeting, what your message is, and what you are offering, you can simplify and streamline your outbound sales efforts. The practical prospecting method is based on the 80-20 rule, where 20 percent of your activities lead to 80 percent of your results. By honing in on these three key components, you can optimize your prospecting efforts and achieve better outcomes.

Why LinkedIn Prospecting is Important

LinkedIn is the best data platform on the market when it comes to gathering accurate and up-to-date information about professionals and companies. With over 900 million users, LinkedIn offers a wealth of data that can't be found anywhere else. People constantly update their profiles with job changes, posts, and other valuable information, making it the cleanest and most current platform available. Moreover, LinkedIn provides unique insights into users' job descriptions, company information, and industry trends, enabling you to tailor your messaging and offerings to specific prospects.

Another powerful aspect of LinkedIn is its ability to serve as your personal landing page for setting inbound meetings on autopilot. Though it requires time and effort to achieve, Jed will share the exact steps and real examples from my own career on how to leverage LinkedIn to generate inbound leads effortlessly.

Course Outline: Unlocking the Power of LinkedIn for Effective Outbound Sales

In this course, we will cover various aspects of advanced LinkedIn prospecting to help you maximize your results:

  1. LinkedIn Targeting: Learn how to find the warmest leads on LinkedIn by utilizing its hidden features and functionality. These techniques will enable you to identify and connect with prospects who have the highest potential to convert.
  2. Sales Navigator Targeting: Explore how to leverage LinkedIn Sales Navigator, a premium tool with additional features and filtering options, to narrow down your target audience further. By using Sales Navigator effectively, you can focus your efforts on the most promising leads in your market.
  3. LinkedIn Messaging: Discover the art of crafting relevant and compelling messages to reach out to your warm leads on LinkedIn. Jed will provide real examples of templates and techniques that Jed has personally used to successfully set meetings with prospects.
  4. Building Your Brand: Gain insights into the keys of building your personal brand on LinkedIn to establish authority and attract inbound leads. Jed will share strategies and tactics to create compelling content that drives engagement and generates inbound leads on autopilot.

Overcoming the Challenges of Outbound Sales

Outbound sales is facing significant challenges in the current business landscape. As more teams turn to outbound strategies due to the decline in inbound leads, the volume of email and call activities has skyrocketed. Consequently, it has become increasingly difficult to reach prospects, with connect rates declining and the number of touchpoints required to reach a prospect increasing.

Moreover, the effectiveness of email outreach has diminished due to the sheer volume of emails being sent. Deliverability, open rates, and reply rates have all decreased, making it even harder to break through the noise and earn a response from prospects. Similarly, LinkedIn message volume has surged, leading to decreased responsiveness and engagement from buyers. In this challenging environment, it is crucial to adapt and find a different approach to stand out and succeed.

The Solution: Focusing on the Ideal Customer Profile

To overcome the challenges of outbound sales, the solution lies in narrowing your focus to the ideal customer profile (ICP) and targeting the 1 percent of accounts that are most likely to buy from you. While many companies focus on their total addressable market (TAM) and their ICP, they often neglect the opportunity to hyper-focus on the accounts with the highest potential to convert. By honing in on these high-value accounts, you can increase your chances of success and achieve better results across all stages of the sales process.

Practical Exercises: Analyzing Inbound Data for Better Targeting

To create a hyper-specific ICP, Jed recommends analyzing your inbound data and identifying patterns among the accounts and contacts that have converted into leads and deals. By examining attributes such as company type, industry, size, location, and technology usage, you can gain valuable insights into the characteristics of your most promising prospects. Look for signals and patterns that indicate readiness to buy, such as recent growth, hiring activity, funding, or promotions within the organization. By understanding the factors that lead to inbound leads, you can proactively target similar accounts and increase your conversion rates.

In this introductory session, we have laid the groundwork for advanced LinkedIn prospecting. By understanding the practical prospecting method, the power of LinkedIn as a prospecting tool, and the importance of narrowing your ICP, you are on the path to unlocking the full potential of LinkedIn for outbound sales. In the next session, we will dive deeper into LinkedIn targeting techniques to help you find the warmest leads in your market. Stay tuned for more practical insights and actionable strategies to enhance your prospecting efforts using LinkedIn.

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