The Sales Evangelist

It’s time to face the truth! Single point sales don’t work anymore. In this episode, Catherine Oliver, the ambassador at SDR of EMEA, breaks down why the single point sale approach is falling apart in today’s B2B world and what you should be doing instead.

Why the Single Point Sale Is Dead (00:02:01 – 00:04:57)

• Catherine Oliver breaks down why modern deals are decided by committees, not solo buyers, even in SMB and mid-market spaces. 
• If you are still selling to one person, you are missing key influencers, creating blind spots, and slowing down your entire pipeline.

Overcoming Lazy Selling: 3 Simple Strategies (00:05:09 – 00:24:09)

• Account Mapping and Early Multi-Threading (00:05:41 – 00:09:20)
• Catherine explains why you need to talk to multiple stakeholders from the start, no matter the size of the company. 
• Even when your first contact cannot buy, the insights you gather across departments give you the information you need to approach decision-makers with stronger, more relevant messages.
• Tailoring Messages to Each Stakeholder (00:15:24 – 00:17:07)
• Forget the one-size-fits-all pitch. Catherine shows how to speak to what each stakeholder actually cares about, whether that is revenue, workflow, or financial outcomes, so you can build trust and real alignment.
• Leveraging Multiple Channels (00:19:55 – 00:24:09)
• Email alone will not cut it. Catherine encourages sellers to use a mix of outreach methods including phone, social, text, and even WhatsApp or Facebook depending on the region so you can connect with people and avoid the common delete and ignore routine.

Fluidity in Sales and Continuous Evolution (00:24:10 – 00:25:37)

• Catherine talks about the danger of relying too heavily on old habits, and the conversation reinforces how easy it is to fall into routines that no longer serve you. 
• An example is the idea of keeping the same call block every day, which sounds productive but can backfire when prospects are consistently unavailable.

"Every strong seller needs to adjust their message for each stakeholder. You can’t walk in with a generic, my product does this pitch." - Catherine Oliver.

Resources

Connect with Catherine Oliver on LinkedIn and let her know you heard her on The Sales Evangelist Podcast.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Can agentic AI truly streamline pre-qualification in the sales process? To explore this question, I invited Caroline Onyedinma, an AI sales innovator who bridges the worlds of AI, marketing, and technical strategy. With her deep expertise, Caroline explains how agentic AI can be integrated into key stages of the sales cycle to help sellers stay focused on high-impact activities instead of getting buried in manual tasks.

What Agentic AI Is and Why It Matters (00:02:06 – 00:03:07)

Caroline Onyedinma walks through her 20-year journey from software engineering into AI-powered marketing.

She breaks down agentic AI in a simple, practical way, showing how it builds on solid, user-focused software principles.

What excites her most is that tools once reserved for big enterprise teams are now accessible to entrepreneurs who want to save time, stay efficient, and scale their businesses.

Agentic AI in the Pre-Qualification Stage (00:03:09 – 00:07:30)

Caroline explains how agentic AI can transform pre-qualification. By analyzing inbound calls and questionnaires, tools like VAPY help sales teams automate initial filtering, identify high-intent leads faster, and make sure no prospect slips through the cracks.

Every caller gets a timely, personalized response, without adding more work for the team.

How AI Agents Support Technical Sales (00:12:16 – 00:17:00)

Caroline also talks about how agentic AI can act as a technical support partner for sales teams.

These AI agents can tell product stories, answer complex questions, and pick up on conversational cues to personalize the experience and even guide upsells.

They can adapt in real time, share relevant details, and trigger helpful actions like sending summaries or payment links to keep the deal moving forward.

Advice for Sale Leaders and Using AI Tools (00:20:41 - 00:22:00)

Caroline shares simple, practical advice for sales leaders who want to explore agentic AI but aren’t sure where to start.

She recommends choosing one specific challenge in the sales process and using AI to solve that single, manageable problem before expanding further.

Once that first win is in place, you can identify the next challenge and continue building your AI workflow with clarity and confidence.

"Agentic AI builds on the principles of robust, cohesive software, and now it’s moving from enterprise to entrepreneurship, helping us grow our businesses and make better use of our time." - Caroline Onyedinma

Resources

Reach out to Caroline Onyedinma on LinkedIn or Instagram and let her help you solve one problem at a time with practical, powerful AI solutions.

Sponsorship Offers

This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

1950 | How can I connect with a prospect who is not responding?

In this episode, Donald Kelly tackles a common challenge faced by sales professionals: how to effectively follow up with a prospect who isn't responding. Learn actionable strategies that help maintain connection without crossing the line into annoyance, ensuring your efforts yield the results you desire.

Understanding the Prospect's Perspective

● Recognize that busy prospects may overlook messages, not outright ignore them.

● Acknowledge the importance of persistence, as demonstrated by the client who called five times before getting a response.

● Approach follow-up with empathy, knowing that a prospect's priorities may not revolve around your offer.

Diverse Communication Channels

● Use multiple methods to reach the prospect, including phone calls, emails, and texts to maximize your chances of connecting.

● Follow up via LinkedIn, utilizing both messages and comments on their posts to keep the conversation alive.

● Consider creative solutions like using WhatsApp or a different phone number to break through communication barriers.

Effective Follow-Up Strategies

● In emails, pose clear questions in the subject line to prompt quick responses.

● Utilize voice messages to add a personal touch, making your follow-ups memorable.

● Engage with the prospect’s interests by tagging them in relevant posts or articles, fostering a connection based on shared industry insights.

Homework Challenge or Action Steps

● Reach out to a non-responsive prospect using at least two different communication methods.

● Experiment with a new strategy for follow-up, such as sending a video message or leveraging LinkedIn more creatively.

"Is there one Ryan, one reason, one way, one method? No, this is sales. Get used to it. You have to be creative." ● Donald Kelly.

Timestamps

● 00:00 ● Introduction

● 00:20 ● Understanding the Prospect's Perspective

● 02:42 ● Diverse Communication Channels

● 05:03 ● Effective Follow-Up Strategies

● 12:39 ● Closing thoughts

Resources

• Which side are you on? Connect with me on LinkedIn and let me know.
• Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.
• If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help. 
• We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Personalized messages or not? That is the question! Snov.io’s data has the answer, and you might be surprised by what it shows. I’ll also share my thoughts and tips for writing successful LinkedIn connection requests.

Snov.io Data Analysis: Does Personalization Matter?

·  I dug into the Snov.io data, which looked at over 44 million cold emails and 865,000 LinkedIn invites. 

·  Surprisingly, LinkedIn invites without a message had a slightly higher acceptance rate at 30% compared to 27% for personalized notes. That 3% difference makes you wonder what the best outreach strategy really is.

Personalized Notes: Strategy and Platform Limits (00:02:29 – 00:04:37)

·  Even with the numbers, I still recommend sending personalized messages. Real engagement matters more than just acceptance rates. 

·  LinkedIn now limits how many personalized requests free users can send, which shows they see value in personalization since it’s something they monetize.

Why People Accept Requests: Psychology and Best Practices (00:04:37 – 00:07:25)

·  Sometimes, no-message requests work because they feel less “sales-y.” People make quick decisions based on profiles rather than feeling pitched. 

·  But I always suggest engaging before sending a request. Comment on recent posts, like content, or start a small conversation first. This helps create real connections.

Building Engagement for Higher Acceptance (00:07:25 – 00:08:33)

·  Here’s a simple process I follow: interact with a prospect’s recent activity, then send a connection request mentioning that engagement. 

·  This approach leads to more meaningful conversations and much better results than sending mass, impersonal requests.

Resources

·  Which side are you on? Connect with me on LinkedIn and let me know.

·  Check out my LinkedIn Prospecting Course to change your level of thinking and master LinkedIn outreach.

·  If you need help creating content for your business, my podcast production agency, Blue Mango Studios, can help. 

o  We specialize in YouTube video production, AI content writing, and social media strategy to grow your brand and reach the right audience.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

show notes

How can you structure your day to hit an 800% increase in new appointments? My guest, James Donaldson, founder and CEO of Stakki, joins me to share how his team achieved it through cold calling. He shows that success is not just about working hard. It is about working smart with the right process and structure.

Before the 800% Growth: The Spray-and-Pray Struggle (00:05:17–00:08:53)

·  Before the wins, things were messy. James Donaldson explains how the team was working hard but not necessarily smart. 

·  They were calling big lists, hoping something would stick, but there wasn’t much structure or tracking. It was very “spray and pray.” No real follow-up system. No focus on the right prospects. 

·  And they weren’t even measuring simple things like how many times they dialed a specific prospect. 

·  Sound familiar? 

The Mindset Shift: It’s Not Just “Booked or Not Booked” (00:09:22–00:14:13)

·  James talks about a major turning point. They stopped treating every cold call like it’s a win-or-lose situation. 

·  Instead of thinking, “Did I book the meeting or not?” they started paying attention to all the good things that can happen before a yes. 

·  Maybe the person asks for more info, gives a referral, or wants a call back. Those are wins, too. 

·  Once reps started tracking these “gray area” outcomes in the CRM, they could finally build momentum and stack more meetings over time.

Systems, Scripts, and Tech: How They Scaled Their Outbound (00:17:11–00:23:10)

·  So how did they jump to 800% growth? James breaks it down. 

·  They created repeatable cold-call structures: quick permission-based openers, short value statements, and clear calls to action. 

·  Then they organized their CRM so reps always knew who to call next, what status each prospect was in, and how to follow up. 

·  No more wasting time guessing. With feedback loops built in, the team stayed focused, confident, and way more productive.

Final Advice for Sales Teams (00:25:47–00:26:07)

·  James leaves you with this: focus on the processes that help you have more quality conversations. 

·  If something doesn’t lead to more human connections or better feedback, cut it. Keep it simple. Keep it repeatable. That’s how you win.

"The most important thing on the cold call is that initial introduction, getting permission, giving them something to be curious about." - James Donaldson.

Resources

Connect with James on LinkedIn or visit Stakki.io to unlock massive growth in your outbound sales efforts.

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals. 

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

There comes a time in every seller’s career when a prospect raises an objection. Don’t see it as a negative. Think of it as a pause in the sales cycle. In this episode, I share two ways to turn that “not right now” objection into a yes.

Understanding Objections in Prospecting (00:01:49 – 00:04:07)

·  When prospecting, objections like “not interested” or “send me more information” are common. 

·  Stay calm and confident rather than panicking or rushing to offer discounts. Always search for the root reason behind the objection.

The Art of Questioning (00:04:07 – 00:07:41)

·  For objections that arise later in the sales cycle, try a probing and empathetic approach.

·  My go-to methods include asking for permission to inquire further, repeating the objection for clarity, and using the “five whys” technique to uncover the true underlying issue. This often reveals surprising factors, such as long-standing relationships with other vendors.

Moving Toward Solutions (00:07:41 – 00:13:56)

·  Once you’ve identified the real objection, use creative solutions, like offering trials or beta tests, to address concerns without “breaking up a good marriage.” 

·  Be sure to provide options and customize your response based on the prospect’s situation.

Key Steps to Master Objections (00:13:56 – 00:15:29)

·  To master objections, try these steps:

o  Acknowledge and appreciate the objection.

o  Ask thoughtful, probing questions.

o  Offer practical and relevant options.

o  Collaborate on possible solutions and establish next steps.

“The way I view an objection is not necessarily a no. An objection is a reason that the prospect has that is preventing them from moving forward through the sales process.” - Donald Kelly. 

Resources

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals.  And don’t forget to connect with me on LinkedIn!

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

62% of buyers regularly ghost salespeople. Want to change that? In this episode, I share five sales tips to get your prospects engaged, respond, and move closer to becoming customers.

Reason #1: Lack of Information Sharing (01:55 - 03:27)

·  If neither side has enough information, prospects may leave the conversation due to a lack of perceived value.

·  Always use phrases like “Tell me more” or “Is there anything else?” to dig deeper and uncover critical details.

Reason #2: Selling to the Wrong Person (03:27 - 05:02)

·  You want to avoid focusing all of your attention on end-users who lack buying power.

·  Take the time to identify who is part of the buying committee and who plays a role in the decision-making process.

Reason #3: They’re Just Shopping Around (05:02 - 07:25)

·  Prospects may ghost because they are simply researching vendors. Be direct: ask who else they are considering and what criteria matter most. 

·  Then, schedule a follow-up after they’ve completed their research to make a clear “apples to apples” comparison.

Reason #4: No Clear Next Steps Established (07:25 - 09:20)

·  A lack of scheduled next steps leads to more ghosting. Set expectations at the start of meetings and always allocate the last five minutes to plan next steps. This shows professionalism and increases follow-through.

Reason #5: Changing Priorities (09:20 - 10:53)

·  Prospects’ priorities can shift, causing deals to stall or disappear. Always discuss their sense of urgency and what might deprioritize the project. This helps you understand their true motivation.

“About 50% of the time, salespeople aren’t securing a next step in their meetings. If you’re getting ghosted, that’s probably why.” - Donald Kelly.

Resources

Join my Sales Mastermind group! This 90-day program gives you hands-on practice, real-world challenges, and expert guidance alongside driven sales professionals. 

And don’t forget to connect with me on LinkedIn!

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.

Prospects are smarter now, and they know our sales methods. They even have a few that they really hate, yet sellers still try them. In this episode, I’m calling out five outdated sales tricks and sharing practical alternatives that actually work.

1. Interrogating with BANT

·  Prospects often dislike the BANT method (Budget, Authority, Need, Timing) because it feels like an interrogation. It can make them hold back instead of sharing the real challenges they face.

·  Instead, focus on genuine connections. Listen carefully, ask thoughtful follow-up questions, and give prospects the time they need to open up.

2. Asking for the Decision Maker

·  Don’t start by asking, “Who’s the decision maker?” It can make prospects feel like a gate is being put up.

·  Instead, ask about their internal processes or who is part of their committees. This helps you understand how decisions are made without alienating your champion.

3. Following Up Too Soon

·  If your discovery call was yesterday, don’t rush to follow up today. Prospects need time to digest how you can help. Following up too soon or too often can make you seem desperate and overly focused on the sale.

·  Instead, end your call with clear next steps. This way, everyone knows when and how the follow-up will happen.

4. Creating False Urgency

·  You see artificial deadlines and last-minute “deals” all the time. Sometimes they work, but prospects are less likely to fall for them today. In fact, it can do the opposite of what sellers want. It pushes buyers away.

·  Instead, let urgency come from the buyer’s own timeline and challenges. You’ll uncover these through thoughtful conversation.

5. Starting with a Fake Conversation

·  Don’t open with, “Hey, how are you doing?” or “Hey, how’s South Florida?” Prospects know when a conversation is fake, and it wastes their time.

·  Be transparent. Tell them who you are, why you’re calling, and reference something genuinely relevant.

Bonus: Cold Outreach Without a Value Prop

·  Don’t send generic mass emails or messages. Look for a trigger, personalize your approach, and make sure you offer something truly relevant to the prospect.

“Successful sales reps talk 30 to 40% of the time and let buyers talk 60 to 70%. Listening creates opportunities.” - Donald Kelly. 

Resources

If these sales tips helped, my Sales Mastermind Course for more guidance.

Got questions? Reach out to me on LinkedIn.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Finding B2B prospects isn’t as hard as it feels when you know where to look and what to focus on. Most people struggle because they are spending their time in the wrong places or chasing companies that are not ready to buy. In this episode, I am walking you through five sales strategies that help you find the right B2B companies faster and with less effort.

1. Leverage LinkedIn Sales Navigator

·  Sales Navigator gives you access to one of the most powerful databases for B2B prospecting. It helps you identify decision-makers who have recently stepped into their roles, when they are often most open to new solutions. 

·  The advanced search and account filters make it easier to narrow in on the right prospects without wasting time. 

·  (And yes, I also have a course that walks you through how to use it properly.)

2. Utilize Third-Party Databases

·  LinkedIn is great for identifying people new to their roles, but their contact information isn't always accurate. That is where third-party tools come in. 

·  Platforms like Apollo, Lusha, Lemlist, and Liskit provide direct emails, phone numbers, and intent data so you know whether a company is actively researching your type of solution. 

·  It is a smart way to confirm interest and ensure you reach the right person at the right time.

3. Tap Into Referrals

·  Referrals remain one of the best ways to generate high-quality leads. It may feel old school, but it still works. 

·  The real issue is that most sellers never ask, and clients are usually willing to give them when asked. 

·  Even a cold contact can point you to the right person if you approach them correctly.

4. Reconnect With Your Existing Network

·  Don’t forget about the people already in your phone, inbox, or LinkedIn connections. Take the time to warm them back up. 

·  A simple “permission to ask a question” message can reopen a conversation without pressure. 

·  Try using a tool like Connect the Dots can also show hidden overlaps in your network and make reintroductions easier.

5. Build Partnerships

·  Partnerships kind of take the marketing aspects off your hands for a bit. Collaborate with agencies, consultants, or service providers who already work with your target audience.

·  It creates shared value and opens doors that would be harder to access alone.

Bonus Tip: Use LinkedIn Posts and Hashtags

·  Remember, LinkedIn is a social media platform! When you post, comment, or engage with content, include relevant hashtags. 

·  This helps the algorithm show your content to more B2B prospects who are already looking for solutions like yours.

“Concepts and ideas can be great, but if you’re not applying them, they won’t work.” - Donald Kelly.

Resources

If these prospecting tips helped, my LinkedIn Prospecting Course for more guidance.

Got questions? Reach out to me on LinkedIn.

Sponsorship Offers

1.  This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.   This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.