Top sellers used LinkedIn 3X more than everyone else for building a highly targeted prospect list. Here’s an example of how they do it.
I started by building a global prospect list merging data I’d gathered from Jigsaw, InfoUSA/Canada, Wikipedia, and associations. After that I pre-sorted and deduped the information and got my prospect list down to about 250 companies.
Next, I used InsideView and my LinkedIn connections to identify the correct people to contact in these companies. I also used InsideView to track trigger events and competitive intelligence about these companies, looking for things that could create potential opportunities for our services.
See on www.jillkonrath.com