The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Join us in today’s episode as Doug C. Brown and Donald Kelly talk about the best practices for finding hot B2B prospects on LinkedIn. What are salespeople doing wrong on LinkedIn? Doug Brown often sees a lot of people on LinkedIn who are making prospecting a complex process.  The other mistake is that they’re not clear on their target audience.  Sometimes, it’s not the sales reps fault because they’re trained to prospect in a certain way. On LinkedIn, however, one has to think differently. Instead of targeting many people at once, it’s better to start narrowing at the top of the funnel and getting more focused going down.  Narrowing down prospects means that you’re able to pick 25-30 ideal target customers from your list of 100 people to prospect.  Think of the ultra-high quality prospects that you would love to do business with because the challenge on LinkedIn and other prospecting methods is the follow-up.  The power of follow-up is huge and impactful and this process has to start from the first conversat