Prospecting on LinkedIn: Tips for Sales Professionals

With more than 400 Million people using its services, LinkedIn is today the biggest platform through which B2B buyers and sellers can meet and connect. It is, therefore, only sensible that every sales professional should have it at the top of their prospecting tools. LinkedIn is more than just a social media platform and, in the right hands, can be turned into a lead and business generating tool more efficient than any other on the market today.

Unfortunately, even with all its strengths, LinkedIn is still just a tool and is only as effective as the person using it. In short, there is a smart way to use it and many not-so-smart ways to do the same. To make prospecting easier and more effective for sales professionals, LinkedIn comes with a wide range of special features designed for efficiency. The best of these is the inbuilt sales tool- the LinkedIn Sales Navigator. With this Sales Navigator, users can easily:

  • Get real-time updates on their sales activities.
  • Identify key decision makers in different companies and convert them into leads.
  • Get lead recommendations that can be used to build contact lists.
  • Use the inbuilt TeamLink feature to get insights on the best way to connect with prospects and leads.
  • Communicate directly with clients using LinkedIn’s internal email system called InMail.
  • Seamlessly integrate and track sales activities from within their own CRM if they already use Microsoft Dynamics or Salesforce.

In addition to the above, here are 3 other tips to help you make the most of LinkedIn’s capabilities while prospecting:


  • Take every opportunity to connect- Closely evaluate your list of contacts and connections. If friends and family make the bulk of the list then you are probably not on the right path. Remember that the more connections you have, the higher your chances of building prospects. New connections open up avenues to get even more connections so take advantage of the suggestions that LinkedIn provides and build more connections.
  • Use extensions and plugins- Even when using LinkedIn, time is still of the essence and you can save a lot of it by letting browser extensions shoulder more work on your behalf. Our very own browser extension, does the job perfectly. It only takes a few minutes to install and once that is done it takes over all the hard work. For any LinkedIn profile that you open on the site, the extension will scrape and pull up all information related to that profile from the internet and display it on your browser. It is definitely the best way to research prospects and find out more about them, including their contacts and email addresses. The extension does the same for Twitter profiles as well giving you even more information on prospects and leads.
  • Map your prospects- As a sales professional, it is always important to learn as much as you can about your prospects even before you approach them so that you know what they need and what they might be interested in. You can do this by joining groups and discussions that are relevant to your own field and then actively participating in them.