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CHAPTERS

(00:00) Introduction

(00:15) Cold-Outbound #Prospecting (#b2bsales)

(00:39) Traditional referrals

(00:48) Why Referral-Led Prospecting?

(01:51) Step 1 - Identify target industries

(02:06) Tip - Use LinkedIn industries

(03:10) Tip - Industry (not other attributes)

(03:33) Tip - Pick industries that you sell the easiest into

(04:55) Present your industries to your chapter

(05:22) One-click search to for LinkedIn connections

(06:41) Tip - Pick contacts that you're willing to make intros to

(07:11) Tip - Don't worry about fit

(07:50) Step 2 - Create thought leadership

(08:10) Tag/invite contacts in target list

(08:40) Why being in a community matters

(09:15) This is why you don't need to worry about fit

(10:02) Tip - The audience will tell us the appropriate next steps

(10:24) Tip - Create 2 pieces of thought leadership

(11:24) Step 3 - Find current or past employees

(11:38) Host research calls

(12:03) Step 4 - Make the #referral to the DM

(12:32) Exercise - What 4 industries do you want to target?

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