Three Insights and Five Questions

1. 2020 Cold Prospecting
Three Insights
and Five Questions
with Rod Sloane

3. Welcome to the BrightTALK
platform.
This webinar will be available on-
demand, on the same URL as we
are now, a few minutes after we
finish today.
So, please share this URL with your
friends and colleagues.

4. Questions
Please go to the Questions Button and
ask any questions or add any
comments as we go along and I will
read them out.

5. About Rod
Worked in Sales, BD for IBM, CA, BAT & BT
Author 2.5 books, Sales & Marketing Alignment Podcast
LinkedIn Champion “5 x your Sales Pipeline”
Run two LinkedIn Groups with over 198,000 members
Married, live in London, play tennis, run London.Bike.Racing
Core Process "Showing Up"

7. 2020 Cold Prospecting
Three Insights
and Five Questions
with Rod Sloane

8. About LinkedIn
Welcome to LinkedIn, the world's largest professional
network with nearly 660+ million users in more than
200 countries and territories worldwide.
Vision
Create economic opportunity for every member of
the global workforce.
Mission
The mission of LinkedIn is simple: connect the world’s
professionals to make them more productive and
successful.

13. “Prospecting is the growth engine
behind any best in class B2B
sales strategy.”
Scott Olrich, CMO & CSO, Responsys ($20M - $200M)

14. Gartner : Top CSO Priorities for 2020
1. Promote sales manager effectiveness
2. Improve Prospecting and Early Pipeline Activities
3. Support account growth

15. Insights
1. LinkedIn Cold Prospecting is time efficient
2. LinkedIn Metrics 50⇨12⇨1
3. Your profile matters, more than you believe
4. Your Value Proposition is too weak, vague and generic.
5. Be visible and seen

16. Questions for the Sales Team (and Management!)
1. What percentage of ideal prospects/opportunities/leads will sales generate?
2. Is your LinkedIn profile, client facing or self serving?
3. What does your LinkedIn profile look like on mobile?
4. Who is your ideal prospect?
5. What messaging are you using?
6. Are you selling value or technical features?
7. Are you keeping score?

17. “Everybody wants to
be successful on
LinkedIn,
but nobody wants to
do the work.”

18. Book your “LinkedIn 2020
Cold Prospecting”
Call with Rod
calendly.com/rod/linkedin2020

20. 2020 Cold Prospecting
Three Insights
and Five Questions
with Rod Sloane

21. Book your “LinkedIn 2020
Cold Prospecting”
Call with Rod
calendly.com/rod/linkedin2020