Using LinkedIn for Sales Research: Advanced Tactics
Prepd
Sales Research
LinkedIn is the most valuable research tool for B2B sales, if you know how to use it effectively. This guide goes beyond basic profile views to show you advanced research tactics that give you a real edge.
1Deep Profile Analysis
Go beyond job titles to understand someone's true background. Study their career trajectory, educational background, skills endorsements, and recommendations. Look for patterns that reveal priorities and preferences.
Key Takeaways
- Study career progression and trajectory
- Note education and certifications
- Review skills endorsements
- Read recommendations given and received
2Content and Engagement Analysis
What someone posts, likes, and comments on reveals their interests and priorities. Review their recent activity to understand what topics matter to them professionally. This provides natural conversation hooks.
Key Takeaways
- Review their posted content
- Check what content they engage with
- Note professional interests and opinions
- Identify potential conversation starters
3Company Page Intelligence
Company LinkedIn pages offer more than marketing material. Check employee count trends, recent hires, and job postings. The 'People' section shows organizational structure and team composition. This is invaluable context for enterprise deals.
Key Takeaways
- Track employee count trends
- Review recent hires and departures
- Note job postings and hiring patterns
- Analyze team structure and composition
4Relationship Mapping
LinkedIn's real power is relationship intelligence. Identify mutual connections who could provide introductions or insights. Research your prospect's connections to understand their professional network and potential influences.
Key Takeaways
- Find mutual connections for introductions
- Note their key professional relationships
- Identify influencers in their network
- Look for shared group memberships
Frequently Asked Questions
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