Book meetings in 15 steps

Here's a breakdown of Darren McKee's method for securing meetings with enterprise accounts:

1. Get focused: Start with coffee and get in the zone.

2. Research news: Google the company for recent, relevant news.

3. Deep dive into reports: Search their sustainability report for key terms (like “coaching”) to find focus areas.

4. Analyze findings: Pinpoint topics that align with your offering (e.g., coaching, mentorship).

5. Use Sales Navigator: Identify your best path into the company.

6. Find connections: Look for common links (e.g., TeamLink, people following your company).

7. Leverage your network: Ask colleagues on Slack if they have any connections within the target company.

8. Keyword search: Focus on relevant posts by target personas (e.g., Talent Development leaders).

9. Refine your results: Look for second-degree connections, people in role for <1 year, and recent posts.

10. Review profiles: Examine the profiles of key targets.

11. Engage genuinely: Interact with their content if it’s authentic.

12. Post relevant content: Share content related to their interests, so they notice you.

13. Send a connection request: A blank, 2nd-degree connection request works.

14. Watch for online activity: If they’re online after accepting, it’s your moment.

15. Send a direct message: Reach out with a text, video, or audio message with a strong pitch.

    Daily routine:

    • Target 3 accounts.

    • Message 3 people per account.

    • Send 3 personalized messages.
      

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5 essential LinkedIn outreach tips

Chris Cozzolino shares the key elements for effective LinkedIn outbound strategies based on his experience:

→ Target active users

Use LinkedIn Sales Navigator to filter decision-makers in your Ideal Customer Profile (ICP). Use the "posted on LinkedIn" filter to focus on those who are active, as they will account for 80% of your success.

→ Send 200 connection requests per week

Blank requests, no message. 1st-degree connections are crucial because they allow you to send messages indefinitely and ensure your posts are seen by key people.

→ Use InMails only as backup

Don’t lead with InMails. Use them only if your connection requests are ignored.

→ Track everything in Sales Navigator

Create Lead Lists and Saved Searches to monitor your activity. Track connection requests, sent messages, and responses to keep everything organized, like a mini CRM.

→ Post content daily

LinkedIn is a platform to build your audience. By consistently posting, you’re nurturing your connections, like a lead list you have exclusive access to—no spam filters to worry about, and it can drive high engagement and results.

How to win at LinkedIn

In an episode of Make It Happen Mondays with John Barrows, LinkedIn social selling expert Daniel Disney discussed how to succeed on LinkedIn by focusing on networking and brand building, not just direct selling.

Here are the key tips to get the most out of LinkedIn:

• Personalize everything: Stop sending generic messages. Tailor your outreach based on the person and their needs. It's more effective.

• Build relationships, not pitches: Use LinkedIn to connect and engage with your network. Share content that adds value instead of just trying to sell.

• Be authentic: Don’t try to imitate others. People connect with realness—whether you're new or experienced, share your journey.

• Share your story: Talk about your sales challenges and successes. This helps you build credibility and trust.

• Sales leaders, guide your teams: Train your team on using LinkedIn for networking, not just prospecting. Set metrics around engagement, not just connections.

• Consistency is key: Post regularly and engage with others. Consistent visibility leads to better results over time.

• Combine old skills with new tools: Traditional sales skills still matter. Use LinkedIn to amplify those skills, not replace them.

• Adapt and learn: LinkedIn is always changing, so keep learning and adapting to stay effective.

• Be transparent with AI: While AI can help with ideas, make sure your interactions stay human. Authenticity still wins.

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