Build a Highly Targeted Prospect List Using LinkedIn – Jill Konrath

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.

Key excerpt…

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.

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