illustration of a LinkedIn profile on a mobile device
illustration image of people connecting
22 percent
seven percent
  • Do this by routinely checking your LinkedIn Sales Navigator newsfeed and using mobile alerts. Map the buying committee by conducting quick searches on LinkedIn to get a high-level picture of an account’s organizational structure. Then call upon advanced search to identify the crucial decision makers at the account.

 

  • Note their top priorities and pertinent topics as you see what content the company and its employees share. Save and follow these leads, then spend a few minutes each morning looking at Sales Navigator to see what’s happening within the organization with this buying committee.

 

  • Then reach out when you can offer value, such as by sharing a relevant article or a new insight. Be patient in developing relationships. Early interactions should be professional. As you build rapport, your interactions will likely feel looser and flow more naturally.
illustration of three people in conversation
The average B2B  purchase now involves 6.8 decision makers