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15 LinkedIn Tips for Salespeople to Supercharge Lead Generation

Matt Hlavacka
Matt Hlavacka
July 8th, 2022
linkedin tips

If you’re in sales, you already know LinkedIn is a mecca for your industry, and the best place to be if you want to hit your targets.

Actually, 89% of top sales performers say networking platforms are important, and 70% of sales professionals say they’re most active on LinkedIn for business purposes, as shown by LinkedIn research.

So what do you do to stand out from that almost 90%?

We’ve comprised a list of tips that can help you find leads and establish trust on a long-term basis, all through LinkedIn.

Here’s how you supercharge your lead gen process 👇

Maximize LinkedIn Sales Navigator

LinkedIn Sales Navigator is meant to help sales teams manage their pipeline and fine-tune their prospecting effort through an array of search filters, personalized algorithms, alerts, and boolean search options.

Simply put, this software gives you the option to reach an extended network of professionals and decision-makers.

The biggest advantage is that you’ll get to narrow down your searches to only match professionals relevant to the industry you’re targeting, and people that are interested in your products or services.

Thus, avoiding time wasted on sales pitches that are going nowhere.

1. Fine-tune your targeted audience

The first step is to take advantage of the boolean search and use a combination of keywords tied together with operators like ‘AND’, ‘OR’, ‘NOT’ to define, broaden, or limit search results.

For example, if you want to search for profiles that include one or more related terms, you can separate those with the modifier ‘OR’. On the other hand, if you’d like to exclude terms, use ‘NOT’

So when targeting CEOs, you can type down “CEO” OR “Chief Executive Officer” NOT “Assistant”. This query should generate a list of CEOs, excluding anyone who is an assistant to the CEO.


Remember to use quotes to search for an exact phrase with multiple words. Otherwise, the search will consider there is an AND modifier between those terms.

“Marketing Assistant” will become Marketing AND Assistant, and will generate a list of people working in both marketing roles, or any kind of assistant roles.


The next natural step is to start adding your filters.

While the classic search bar feature can help you filter your search by location, industry, or company, Sales Navigator searches go even further with options such as:

  • Leads following your company

  • Leads mentioned in the news

  • Leads with recent job changes

  • Leads with recent LinkedIn activity

  • Leads with shared experiences/commonalities

  • Location by region/state

  • Posted content keyword

  • Seniority level

  • Recent senior leadership changes and many others


You can also include or exclude keywords to narrow down prospects even further.

These filters significantly improve your chances of reaching your desired target groups. Coupled with the option of saving your searches, you can constantly improve and optimize your list with less effort.


2. Keep everything organized

A big part of Sales Navigator is your pipeline management.

This means you can use the tool to create projects for your searches, customize lists, and get notifications and recommendations for leads, updates, and connections.

You’ll be able to neatly organize your outreach campaigns and their respective lists, making it easier to follow the progression of your goals and complex strategies.

3. Keep up with changes in your prospects’ profiles (and professional lives)

A good salesperson knows what is going on in their clients’ lives. An even better salesperson knows what is happening with their potential clients as well.

Some people in your list might be a close match to your ideal target audience, but for one reason or another, they’re not quite ready to buy.

Perhaps their company’s top management is not convinced by your pitch, or they’re not ready to dig into new strategies that align with your product or service.

Regardless of the reason, it doesn’t mean you can’t close the deal along the line.

If you’ve managed to build a decent rapport with these potential leads, make sure to leave the door open for potential future opportunities.


Save these contacts in your prospecting list and use alerts based on job changes or keyword mentions to be notified when their circumstances change. A job change for them can turn into a new client for you.

4. Personalize your interactions

Use the info you gather with Sales Nav to personalize your interactions with potential leads.

For example, if you notice one of your leads has changed their job or has been promoted, don’t hesitate to congratulate them on their new role and ask if you can be of any help.

LinkedIn tells us that 93% of buyers are more likely to engage if a salesperson provides personalized communications.

Sales Navigator gives you the option to learn a lot about your leads very quickly. Don’t underutilize this power. Use the information when messaging prospects.

5. Use tools that integrate Sales Navigator

The only aspect lacking with LinkedIn’s Sales Navigator is the ability to also automate the process of sending messages.

Luckily, you can count on cloud-based outreach tools to step in and help turn your Sales Navigator searches into outreach campaigns.

Icereach, for one, offers the option to simply paste your Navigator search URL in the audience section, and will automatically import and save your contact list with all of the fields pre-filled.


You’ll be able to create multiple campaigns based on all of your searches and send personalized invites with follow-ups to 20+ leads per day on autopilot.

Learn how to perform an outreach campaign quicker!

Start a sales conversation on LinkedIn

It’s always important to grow as a professional and keep up with industry changes. Like in any other profession, sales tactics that perform well are constantly improving and changing.

That’s why you should always check in with other people and exchange experiences and best practices.

Besides, the more you talk about it and offer helpful advice, the more you’re solidifying your expert status in the biz.

6. Start sales conversations in posts

Sales talk is not just for networking events and private conferences. Sharing your thoughts, dilemmas, and ideas in public posts might give you answers you wouldn’t otherwise find.

LinkedIn is a huge platform that will help you reach people outside your regular networking events.

All you need to do is start that conversation on an intriguing subject, and your network will participate.

7. Talk about sales tactics in groups

Active LinkedIn groups are great platforms for like-minded individuals. Look for groups discussing sales with active user participation.

You’ll find an array of posts tackling different issues. Join the conversation, but share your own posts as well. It’s an easy way to both learn and expand your network.


8. Discuss sales in your outreach

Your clients and leads might be facing their own difficulties in reaching their sales targets.

Especially when you’re targeting decision-makers and executives who always have an eye on sales and performance stats.

Use your knowledge and experience to include a few helpful tips in your outreach messages. You can also highlight how your product or service will help them reach those KPIs.

Use LinkedIn Posts to Improve Sales

When it comes to selling through LinkedIn, blending outreach (especially cold outreach) and content is becoming the norm.

Building trust takes time, but if your prospects can have a history of your expert ideas, values, or thoughts expressed through posts, it becomes easier for them to form a connection with you.

Here’s how you can leverage LinkedIn content to improve sales:

9. Post on LinkedIn regularly

The first rule of thumb is to be present. That means posting regularly and interacting with the comments you receive on your posts.

Most professionals advise posting daily, if not two times per day.


However, your content also needs to be memorable, so volume alone will not suffice.

Not everyone has the time for daily posts. But you can still add value by making sure your content has insights, touches on important and relevant subjects, and makes people think.

So just make sure you’re posting at least a couple of times per week, but make it count by being engaging.

It’s that simple.

10. Share your insights

When deciding what to write in your post, the best course of action is to draw from your own experience.

Write content on topics only you could talk about: something you’ve learned, unique situations you’ve come across, solutions you’ve found to challenges.


In other words, share your insights as a sales expert, and you’ll have a much better chance of drawing people in.

11. Be selective about what you share

It’s always tempting to self-promote when you have a platform. And that can be ok, as long as you don’t make it a habit of doing this with every post.

People like a personal approach, and want to hear your thoughts, so that’s the content they’ll connect with.

Instead of overselling yourself, try posting informative articles, short videos or podcasts, infographics, and research.

12. Engage with clients and leads

Apart from posting your content, it’s always a good idea to take a look at what your clients and leads are saying. Follow their posts and engage with them.

Be supportive of their achievements and share helpful advice when possible. It will strengthen your bond.


13. Check content performance

To understand what type of posts and messages your connections find interesting, you can take a peek at LinkedIn’s analytics section.

Take a look at the stats to understand what posts and topics get the most reactions, comments, and shares. This will help you improve the relevancy of your content.

You can also check what content works for other professionals in the same field to draw some extra inspiration.

Use LinkedIn Groups

LinkedIn groups can not only help you with your own sales tactics but could also offer information on how your target audience thinks and what they need.

14. Find relevant groups

Your ideal buyer persona is likely to use groups to sharpen up their skills. So why not be part of the conversation?

Look for LinkedIn professional groups dedicated to the industry or industries of your potential clients, and join some of the more active ones.

It’s an efficient way of strengthening your position as an expert and finding a new pool of prospects. Besides, you can message members of a group on LinkedIn directly, without having to send a connection invite first.

To build your reputation, answer pressing issues, share content and add insights that go beyond self-promotion.


15. Listen to prospects’ needs

Groups dedicated to your audience’s industry are also a pool of information about your customers’ pain points and challenges.

By following people’s posts and questions, you’ll be able to improve your sales pitches to include viable solutions to those issues, as well as relay crucial information to your higher-ups on potential upgrades to products and services.

Key Take-aways

We no longer live in the era of the door-to-door salesman. The sales industry has gone digital, and LinkedIn is the best avenue to reach and connect with your clients.

When you combine outreach efforts and strategies with tools that automate your process, LinkedIn posts, interactions, and group conversations, you have the opportunity of reaching a larger pool of potential clients than ever before.

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