Rethink LinkedIn outreach

In the Sales Gravy podcast episode, Brynne Tillman emphasizes that LinkedIn is a networking space, not a sales floor.

Start conversations by engaging thoughtfully, not pitching products.

What works best:

• Treat LinkedIn like a networking event—focus on relationship-building, not selling.

• Interact with prospects’ posts by commenting or sharing insights. Show genuine interest in their content.

• Personalize your messages; avoid anything that sounds automated.

Avoid these common mistakes:

1. Connect and pitch: Don’t send connection requests with immediate sales offers. Build trust first.

2. Connect and forget: Don’t ignore existing connections. Re-engage with your network to find opportunities.

3. Self-focused content: Avoid pushing your services in every post. Share content that helps or interests your audience instead.

Approach LinkedIn like a long game—relationships matter more than immediate results.

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Fix your connection rate

Conor Paulsen explains why many LinkedIn teams only hit a 10-15% connection request acceptance rate. To hit 30-40%, the problem isn’t the invite—it’s your profile.

Key mistakes to avoid:

• Sending salesy, automated-sounding messages.

• Writing overly personalized invites that feel unnatural.

What to focus on instead:

1. Your profile: Keep it human and relatable. People connect with authenticity.

2. Your headline: Balance professional and personal.

   Example:

   • Good: "Founder | SaaS Innovator | Coffee Aficionado"

   • Bad: "I help companies 10x revenue with my AI-driven approach…"

Connection requests aren’t for pitching—they’re about building a genuine network.

Update your profile and headline to reflect this and see your acceptance rate improve.

Quick profile upgrade

Mandy McEwen explains how to make your LinkedIn profile shine with featured media:

1. Add media to your About and Experience sections.

   
   Examples: LinkedIn posts, videos, blogs, or case studies.

2. Use the Featured section to highlight your best content.

Bonus: Record a quick intro video explaining who you are and what you do.

Take a few seconds to update your profile with relevant media. It’s an easy way to attract attention and leave a strong impression.

Past coworkers = sales gold

Nate Stoltenow points out why selling to past coworkers beats cold outreach. LinkedIn Sales Navigator makes this process simple.

Here’s the step-by-step:

1. Open Sales Navigator.

2. Go to “Lead Filters.”

3. Add your target title, location, and company size.

4. Select “Past Colleague.”

What makes this so effective:

• Warm introductions: Use shared connections to get referrals. Example: "I saw you're at SAP now—could you introduce me to Teri Anderson on the BI team?"

• Faster trust building: You already have common ground, which makes rapport easy.

• Insider knowledge: Former coworkers can give you details about decision-makers, processes, and budgets in their current company.

This quick LinkedIn trick can save you time and help you hit your sales targets faster.

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