The LinkedIn Edge

4Building Lists from LinkedIn Engagement Signals

Sales is about timing. Get in front of a buyer at the right moment, and the door swings open. Show up too early, and you're ignored. Too late, and they've already signed a deal.

The key to stacking the odds in your favor is building prospecting lists based on real‐time buying signals—indicators that someone is ready, or about to be ready, for a conversation.

For example, when a CFO engages with a LinkedIn post about scaling operations, they may be looking for a solution right now. The trick is knowing how to spot these signals, build targeted lists around them, and reach out at the right time—before your competitors do—and strike while the iron is hot.

LinkedIn Post Engagement

When people are posting and engaging on LinkedIn, they are opening a window into their short‐term interests, mindsets, and motivations. When someone likes, shares, or comments on a LinkedIn post, they're signaling interest, even if they haven't said a word. Comments also provide a window into the veracity of the prospect's buying motivation.

For this reason, a great source for prospecting list building are the people who have liked, commented, or shared:

• Your posts
• The posts of other people on your team
• Your company page posts
• Competitor employee posts
• Competitor page posts
• Industry expert and thought leader posts
• Industry news posts

Every LinkedIn comment, post like, profile visit, or job change is a digital breadcrumb that opens the opportunity for ...