The LinkedIn Edge

3Build Prospecting Lists Fast

Now that you know your ideal customer profile (ICP) you are in position to target the right prospects, at the right time, with the right message. Targeted prospecting lists generate higher response rates and better prospecting outcomes. In this chapter, you'll learn how to leverage five key, non‐LinkedIn sources for building winning prospecting lists fast.

Inbound Leads

When you need to build a prospecting list in a hurry, start with the inbound leads that came in over the last past three to six months. These prospects have already expressed some level of interest in what you offer—maybe they downloaded a white paper, attended a webinar, or even reached out directly.

They might have ghosted you or gone quiet, or perhaps you were busy and didn't follow up as aggressively as you should have. Regardless, this is one of the easiest lists to source, and there is a good chance that you can reactivate some of these leads and convert them into pipeline opportunities.

Closed‐Lost Deals

Build a list of all of the pipeline opportunities that you lost over the past year plus those of any reps that have left your company. You may need to ask your sales leader for permission to do this, but ask, because it is surprising how much gold you can find in deals that other people have lost.

Because “no decision” is the top reason for losing deals, many of those prospects didn't end up choosing any solution at all—and are still living with the same old problems. ...