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Surprise! You're Overlooking Prospects on LinkedIn

Headshot of Jeff Molander
By Jeff Molander

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Do you suspect there are more prospects in your territory than LinkedIn’s search function is showing when you search its database? In Bruce Johnston’s experience, most sellers are unknowingly wearing self-imposed blinders.

I sat down with Johnston, a LinkedIn-focused prospecting coach, for the skinny. Here’s what I learned:

Most sellers are overlooking good prospects because they don’t realize:

  • how LinkedIn treats geographic territories and industries (location)
  • 95 percent of effective people searches involve only six (free) filters
  • how easy it is to use location, industry, title and keywords fields to hyper-target

Here are a few of Johnston’s tips to make sure you’re seeing all prospects LinkedIn has to offer — within your territory.

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Headshot of Jeff Molander

Jeff Molander

Jeff Molander is the authority on making social media sell. He co-founded what became the Google Affiliate Network and Performics Inc., where he built the sales team. Today, he is the authority on effective prospecting communications techniques as founder of Communications Edge Inc. (formerly Molander & Associates Inc.) He's been in sales for over 2 decades. He is author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You.Jeff is a sales communications coach and creator of the Spark Selling technique—a means to spark more conversations with customers 'from cold,' speeding them toward qualification.

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