The LinkedIn Edge

13A Slow, Deliberate Prospecting Journey

LinkedIn has revolutionized the ability of B2B sales professionals to connect and build familiarity. It is your most powerful partner for the patient, long‐game approach of slow prospecting activities, including:

• Connecting with prospects: Turning prospects into first degree connections improves visibility and opens the LIDM communication channel.
• Multi‐threading and nurturing high‐value targets: Expanding relationships within targeted accounts and continuously engaging with valuable content and insights over time keeps your name top of mind when they are ready to make a decision.
• Anticipating future buying windows: Getting in front of identified buying windows by nurturing strong, genuine relationships and staying engaged with all key stakeholders prior to engaging them helps move the opportunity into your pipeline.
• Developing a referral network: Building a trusted group of professional connections opens the door to insight sharing, introductions, and referrals.
• Personal branding: Building a strong, credible personal brand establishes you as a professional who can be trusted to solve important problems.
• Positioning yourself as an authority: Regularly sharing insightful, valuable content shifts you from “salesperson” to a subject matter expert prospects turn to for guidance.
• Creating buying windows: Engaging in discussions and sharing content sparks curiosity, challenges status quo, and evokes awareness of problems, pain, and the need ...