How to Find Companies to Work With In B2B Sales? | Donald Kelly - 1943

What It Covers

Donald Kelly presents six practical methods for B2B sales professionals to identify and connect with potential client companies, ranging from LinkedIn Sales Navigator features to leveraging personal contacts and industry partnerships.

Key Questions Answered

• •LinkedIn Sales Navigator Triggers: Search for prospects new to their positions and actively posting on LinkedIn to identify decision-makers during transition periods when they're most receptive to new solutions and building vendor relationships for their role.
• •Data Platform Combination: Use LinkedIn Sales Navigator for accurate job titles and company information, then cross-reference with Apollo, Lucia, or Lemlist to obtain verified phone numbers and email addresses, since LinkedIn typically shows outdated personal email addresses.
• •Referral Gap Opportunity: Only 11% of salespeople request referrals despite 90% of customers reporting willingness to provide them. Ask current customers and even cold prospects who decline your offer to connect you with peers in their industry associations.
• •Contact Database Mining: Review your phone contacts and email accounts using tools like Connect the Dots to identify strong connections based on communication frequency. These warm contacts have higher response rates and can introduce you to qualified prospects within their networks.