#022: 6 LinkedIn searches to get more meetings

Read time: 2 minutes

Welcome to the Succession newsletter where 250+ life science sales reps improve their skills in 5 minutes per week. If you’re getting value from these newsletters, we'd love it if you could forward it along to your sales colleagues. If you’re new here, subscribe below.

We partnered with Science 2 Sales and completed a 3-part webinar series on Scientific Sales. You can access the recordings and slide decks below.

• Part 1: Why Scientific Sales?

• Part 2: Scientific Sales Skills 101

• Part 3: Land Your Ideal Sales Role

LinkedIn Sales Navigator is one of the best tools for prospecting. It offers more granularity than using regular LinkedIn. Here are 6 different searches you should run regularly to help you book more meetings.

1: Following your company

These people are already familiar with your company and will be more likely to respond to your outreach. They’re already “active” on LinkedIn. So use LI as your method to reach out.

2: Recently posted on LinkedIn

These people are active on LI. Before reaching out to them, go interact with their post with a thoughtful comment. Then you can reference their post in your outreach.

3: Connections of your executives

See who in your target market is already connected with one of your executives. Then write a note for your executive so they can easily send an introduction. This technique works best when targeting other executives.

4: You’ve already messaged

Create a list of people that you have already messaged or had a conversation with. Sometimes these people slip through the cracks or we forget to follow up because they aren’t in our CRM. Make a list and check it to stay on top of each person.

5: Viewed your profile

If some of your target prospects have viewed your profile, then they’re already aware of who you are. That makes your outreach go from cold to warm. This is a great way to check if people you are actively prospecting have looked to find you on LinkedIn.

6: Recently changed jobs

When people change jobs, they are often brought in to make a change. The first few months someone is in a new role is a great time to reach out to see if there is an opportunity to work with them. This is best used when starting with a customer list. Upload a list of customers and continually monitor when someone leaves to go to a new company.

Apple Podcast | Spotify | YouTube

Episode 9: [Sales] What not to do from a former lab manager with Alison Leightley

• Do's and don'ts of sales from a former lab manager

• 360-degree point of view from a customer, sales, and marketing leader

• How to run an effective event (pre, during, and post)

• Get on the same side of the table with marketing

1. Succession for Reps: A skill development platform for life science sales reps who want to improve their sales skills, exceed their quota, and take the next step in their career.

2. Succession for Teams: If you’re a sales leader who’s frustrated with reps living in reactive mode and either not proactively generating new opportunities or letting prospects go dark, reach out to learn more about our team plans.

3. Strategy Call: Need more than training? Want help implementing and executing your sales strategy? In a 30-minute call, we will assess your company’s current situation and identify growth opportunities.

4. Uncover Your Sales Blindspots: You know your sales team can do better but you're not sure where to start. This 20-question assessment is your path to clarity.