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How Sales Leaders Are Using LinkedIn to Build Their Own SQL Machine
Most sales leaders treat LinkedIn as a brand exercise. Post a few times a week, get some likes from colleagues, move on. But the reps who are actually self-sourcing pipeline are using it completely differently - they're building their own SQL machine, turning engagement signals into warm conversations before they even pick up the phone.
📥 Download the Modern Revenue Leader's Sales Coaching Manual https://bit.ly/3QTbqsJ
Will Aitken built his entire outbound motion around LinkedIn across three different companies. Niraj Kapur has done 220+ videos and converts inquiries directly from them. Between them and host Tom Boston, there are over 170,000 LinkedIn followers on this episode.
In this episode, Will and Niraj sit down with our host Tom Boston to get into what that actually looks like in practice - the content strategy, the video outreach, and the personal vs professional balance that most reps get wrong.
In this episode:
- Why LinkedIn personal brand is an MQL list you build yourself - and take with you when you leave
- How Will uses LinkedIn content to warm up prospects already in his pipeline between stages
- Niraj's video outreach approach that generates direct inquiries and how he converts them
- The 80/20 rule for personal vs professional content and what happens when you get it wrong
- Why the algorithm matters far less than most people think
- How to use LinkedIn strategically for named accounts, not just broadcasting to the masses
- The one question to ask before posting anything: would your CEO share this?
About Surviving Sales Leadership:
Surviving Sales Leadership sessions help sales leaders tackle their biggest sales challenges in short, focused bursts - we aim to get most episodes done in 30 minutes or less.
New episodes fortnight. Subscribe so you don't miss one.
🌐 Episode page: https://www.mysalescoach.com/surviving-sales-leadership-home/how-sales-leaders-build-sql-machine-linkedin
🔗 Connect with Tom Boston on LinkedIn
🔗 Connect with Will Aitken on LinkedIn
🔗 Connect with Niraj Kapur on LinkedIn
🔗 Follow MySalesCoach on LinkedIn
About Will Aitken Will Aitken is a sales content creator and coach based in Canada, originally from Milton Keynes. He built his personal brand while working as an account executive and used it to generate his own pipeline - taking that audience with him across three different companies. He's known for honest, direct content about what actually works in sales.
About Niraj Kapur Niraj Kapur spent 25 years in sales before founding Everybody Works in Sales, a coaching business working with teams across the UK, Europe and North America. He's done over 220 LinkedIn videos and converts them directly into coaching clients.
View all episodes
By MySalesCoachMost sales leaders treat LinkedIn as a brand exercise. Post a few times a week, get some likes from colleagues, move on. But the reps who are actually self-sourcing pipeline are using it completely differently - they're building their own SQL machine, turning engagement signals into warm conversations before they even pick up the phone.
📥 Download the Modern Revenue Leader's Sales Coaching Manual https://bit.ly/3QTbqsJ
Will Aitken built his entire outbound motion around LinkedIn across three different companies. Niraj Kapur has done 220+ videos and converts inquiries directly from them. Between them and host Tom Boston, there are over 170,000 LinkedIn followers on this episode.
In this episode, Will and Niraj sit down with our host Tom Boston to get into what that actually looks like in practice - the content strategy, the video outreach, and the personal vs professional balance that most reps get wrong.
In this episode:
- Why LinkedIn personal brand is an MQL list you build yourself - and take with you when you leave
- How Will uses LinkedIn content to warm up prospects already in his pipeline between stages
- Niraj's video outreach approach that generates direct inquiries and how he converts them
- The 80/20 rule for personal vs professional content and what happens when you get it wrong
- Why the algorithm matters far less than most people think
- How to use LinkedIn strategically for named accounts, not just broadcasting to the masses
- The one question to ask before posting anything: would your CEO share this?
About Surviving Sales Leadership:
Surviving Sales Leadership sessions help sales leaders tackle their biggest sales challenges in short, focused bursts - we aim to get most episodes done in 30 minutes or less.
New episodes fortnight. Subscribe so you don't miss one.
🌐 Episode page: https://www.mysalescoach.com/surviving-sales-leadership-home/how-sales-leaders-build-sql-machine-linkedin
🔗 Connect with Tom Boston on LinkedIn
🔗 Connect with Will Aitken on LinkedIn
🔗 Connect with Niraj Kapur on LinkedIn
🔗 Follow MySalesCoach on LinkedIn
About Will Aitken Will Aitken is a sales content creator and coach based in Canada, originally from Milton Keynes. He built his personal brand while working as an account executive and used it to generate his own pipeline - taking that audience with him across three different companies. He's known for honest, direct content about what actually works in sales.
About Niraj Kapur Niraj Kapur spent 25 years in sales before founding Everybody Works in Sales, a coaching business working with teams across the UK, Europe and North America. He's done over 220 LinkedIn videos and converts them directly into coaching clients.