Introducing my AI Sales Mastery Program

I’ll die on this hill: AI is set to revolutionize sales. It’s about more than staying current—it’s about using AI as your daily assistant to save time and focus on what matters: prospects and customers.

To help sellers, I’ve created the AI Sales Mastery Program—a self-paced course designed to help you sell smarter with AI.

Click below to get started today!

Maximizing LinkedIn Navigator

Samantha McKenna provides a clear approach to mastering LinkedIn Sales Navigator.

Here’s how to use it effectively:

1. Skip InMails

• InMails are rarely effective and often ignored.

• Focus on connecting strategically with the right people.

2. Set job change alerts

• Track when decision-makers or team members move roles.

• Reconnect with them at their new company for fresh opportunities.

3. Follow activity updates

• Watch for posts, press mentions, or shared insights from prospects.

• Reference their updates in your outreach to make it relevant.

4. Monitor executive changes

• Track new hires or departures at your target accounts.

• Reach out to new executives or leverage connections with former colleagues.

5. Use internal networks

• Look at your company’s leaders and who they know.

• Find shared connections like previous jobs, schools, or cities to start conversations.

6. Track buyer movements

• See when key buyers leave your clients and join target accounts.

• Use this as a reason to reach out and maintain the relationship.

7. Personalize your outreach

• Build specific subject lines and messages tailored to their recent activity.

• Show that you’ve done your research and understand their business.

8. Refine your searches

• Use Navigator’s filters to identify overlooked connections and opportunities.

• Segment searches for more precise and actionable insights.

9. Prospect creatively

• Think outside the box, like reaching out tactfully to new team members or exploring who knows who.

• Always approach professionally but keep it strategic.

10. Master the tool

• Sales Navigator is more than a lead generator—it’s a powerful prospecting resource.

• Spend time learning all its features to boost your sales efforts.

Smarter LinkedIn outreach

Will Aitken shares a practical approach to making LinkedIn work for connecting with potential clients.

Follow these steps to ensure your efforts don’t end up ignored or blocked:

1. Make your profile inviting: Use a professional, smiling photo and a headline that explains how you help others, not your job title. Avoid anything that screams “sales pitch.”

2. Forget about InMails: They rarely work and are often ignored. Focus on sending direct connection requests instead.

3. Skip the generic notes: Adding a note to your connection request can hurt more than help unless it’s highly personalized. Let your profile speak for itself.

4. Be active on LinkedIn: Post valuable content, engage with others, and ensure your profile looks professional, with a clear and eye-catching banner.

5. Start conversations with DMs: Keep messages short and friendly, like a casual text. Begin with something specific about the recipient and ask a relevant question.

6. Keep it brief: LinkedIn messages aren’t emails. Aim for 50 words or less to make them easy to read and respond to.

7. Stand out with follow-ups: Use videos or voice notes to grab attention. These feel personal and show effort, making them hard to ignore.

8. Don’t overdo it: If they don’t respond, stop sending repeated messages. Instead, engage with their posts to stay on their radar.

9. Reconnect later: After some time, approach them again with fresh insights or observations. Keep it relevant to their interests.

10. Use multiple channels: Combine LinkedIn outreach with cold emails and calls for a comprehensive strategy.

Turning responses into meetings

Conor Paulsen sent over 53,000 LinkedIn messages in one month with a 23% response rate.

Here’s how he made his outreach effective:

⇢ Target active users

Use LinkedIn Sales Navigator to message decision-makers who’ve posted in the last 30 days. Avoid wasting time on inactive profiles.

⇢ Focus on their problems

Talk about the problems they face instead of pitching your solution. Show how you can help solve their challenges.

⇢ Start with a pattern disrupt

Avoid starting with generic openings like “Hi [Name].”

Instead, use lines like “I know this is random…” or “You seemed like the best person to reach out to about this…” These pique curiosity and encourage responses.

⇢ End with a clear call to action

Make it obvious what they should do next.

For example: “Would it be alright if I shared a few ideas for how your team can improve [specific area]?”

⇢ Quickly convert positive responses

When someone responds positively, move to schedule a meeting.

Example:
“That sounds great [Name]. Let’s find 15–20 minutes to share ideas and discuss how your team is handling [specific issue]. Here’s my link: [Insert Call Link]. Let me know if it works.”

⇢ Follow up effectively

If they don’t book after you share the link, follow up with a simple message like, “Did that link work for you [Name]?”

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