The Prospecting Manifesto

The Prospecting Manifesto

I get a fair amount of cold pitches my way. I cannot spend time responding to all of these pitches other than to provide a terse “no”, but on occasion I will take a bit of time to correct some of the more egregious, yet innocent prospecting mistakes. One memorable exchange last year was from an SDR that sent me a canned LinkedIn connection request. I replied that his technique was ineffective and provided a link to one of my earlier posts about how to use LinkedIn properly. He responded soon after with this: “We face the universal sales problem of reaching a large number of people without sounding like spam.” He then went to some length to justify his approach. I replied suggesting that his line of thinking is a logical…
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Best Way to Prospect on LinkedIn

Best Way to Prospect on LinkedIn

I was having dinner at a restaurant the other day with close friends. It was the type where all the meals are precisely designed masterpieces more complex than a high school chemistry experiment. As we were debating the state of geopolitical affairs over appetizers, a gentleman walked up beside our table. I looked up and he was standing right next me with his arm extended as if to shake an invisible hand. We looked directly at each other wordless for a few moments before I broke the standoff. “How may I help you?” No response registered. He was as silent and still as a statue in a park. So I called the maître d’ to escort the gentleman away, which he promptly did. Some time later, my dinner mates and…
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