Stop Random Acts of LinkedIn: Fast vs Slow Prospecting with Brynne Tillman

What It Covers

Jeb Blount, Brynne Tillman, and Dr. Lorenzo Bizzi break down how sales professionals can use LinkedIn strategically for both fast outbound prospecting and slow relationship building, covering profile optimization, network selection, time management, and specific platform features that drive pipeline.

Key Questions Answered

• •Fast vs. Slow Prospecting Balance: Running fast outbound calls and slow LinkedIn relationship-building simultaneously produces better results than alternating between them. Fast prospecting fills immediate pipeline while slow prospecting builds credibility that raises conversion rates over time. Sales organizations that master both simultaneously create compounding pipeline advantages rather than treating LinkedIn as a fallback when the pipeline runs dry.
• •Profile as Landing Page: A LinkedIn profile should function as a lead-generation landing page, not a resume. Salespeople can embed multimedia videos under each job role, add downloadable lead-gen content in the Featured section, and list services to boost search visibility. When cold callers mention they will connect on LinkedIn, a conversion-optimized profile increases callback rates.
• •10-to-1 Engagement Ratio: For every one post published, engage with ten other people's content. This ratio serves two purposes: it signals value to the algorithm, increasing post visibility, and it builds familiarity with prospects. Being the first comment on a prospect's post that has only three likes creates more relationship equity than sending dozens of cold pitch messages.
• •Follower Filter Prospecting: Sales Navigator allows filtering first-degree connections by which influencer they follow. Brynne Tillman filtered her connections who followed Mark Hunter, sent permission-based messages offering a podcast link, received 150 positive responses, booked seven calls, and closed two deals. Pairing this list with ZoomInfo to pull cell numbers and call directly amplifies the same strategy further.
• •BTN Daily Habit Framework: The "Better Than Nothing" approach, grounded in atomic habits research, means committing to at least one LinkedIn action every day rather than binge-and-burnout cycles. A 45-minute morning time block for LinkedIn tasks, kept separate from the rest of the workday, builds cumulative network strength, profile completeness, and algorithm presence without consuming selling hours.