HOW TO: Prospect for the right customers using LinkedIn

Over the past few years, the unstable business environment has impacted many companies resulting in unpredictable revenues and limited growth. To counteract the situation, lost customers must be replaced and new business won.

There are three ways a company can win new business:
1. A customer contacts them directly
2. Salespeople reach out and generate leads
3. Marketing programmes generate new leads

Today, many companies are limited in what can be allocated to marketing budgets; therefore, salespeople must generate sales leads. This article considers the affect the social network website, LinkedIn is having on sales lead generation, outlining how salespeople are using it to add new opportunities to prospect lists and to plan approaching prospects, to avoid the dreaded cold call and potential rejection. This is based on recent research carried out by Glenomena.