Linkedin Lead Generation Blog

Extend your knowledge with these tips, tricks and insights geared to help you reach your business goals.

Linkedin Lead Generation Blog

Extend your knowledge with these tips, tricks and insights geared to help you reach your business goals.

How Buyers Build Their Shortlist – And Why It’s So Hard to Break In buying process sales sales process thought leadership Feb 18, 2025

The Invisible Shortlist: Why Most Vendors Never Get a Shot

In B2B sales, many vendors still operate under the outdated assumption that they can jump into the buying process AFTER prospect signals intent. But in today’s digital-first world, that thinking is obsolete. By the time a buyer...

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Annoyance at Scale: The Industrialization of the Sales Pitch annoyance at scale marketing no more pitch-slapping outbound sales prospecting sales sales process social selling Feb 10, 2025

In 1913, Henry Ford revolutionized manufacturing with the assembly line, transforming automobile production from a slow, handcrafted endeavor into a relentless, mechanized force. It was efficient. It was scalable. It was genius.

And somewhere along the way, salespeople thought: What if we did...

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Want to Win More Tech Deals? Get in Early, Stay Visible, and Influence the Buying Vision ai ai sales strategies buying process sales sales process thought leadership Feb 05, 2025

In 2025 and Beyond, Outdated Sales Tactics Are Your Biggest Liability

Tech buyers aren’t making decisions the way they used to — and they certainly don’t make them the way most sales teams expect. If you’re failing to publish thought leadership, waiting for buyer intent...

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How to Prepare for That First Sales Call With a New Prospect candyce edelen prospecting sales template Aug 12, 2024

When you schedule a call with a new prospect, how do you prepare?

Sometimes, I’m tempted to wing it with prospects, especially if they’re the ones who requested the meeting.

But that’s not wise. When I wing it, the calls might be pleasant, but we rarely agree to next steps, and...

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If Your Company’s Message Is The Same As Others in the Ecosystem You’re A Commodity branding marketing phil donaldson sales May 06, 2024

“No one ever made a difference by being like everyone else.”
― P.T. Barnum

At a recent DirectionsNA conference, Candyce asked an attendee, “What’s your company’s differentiator?” He replied, “We really care about our customers.” 

Candyce...

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Bots in Sales: Helping, Not Replacing Human Connection ai ai sales strategies human-to-human framework linkedin automation no more pitch-slapping phil donaldson prospecting sales Apr 26, 2024

Imagine a world of bots calling bots. Bots emailing bots. Bots commenting on bot-generated posts. Bots pitch-slapping bots.

Bots, bots, bots, bots, bots...

Is this the "utopia" of fully automated AI sales assistants? A Bot-Topia? 

Sure, automating tasks helps to streamline...

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Founder-Led Sales: A Game Changer for Startups candyce edelen sales Jan 30, 2024

As a founder, you have unique advantages in driving sales due to your deep knowledge of the product vision and ability to convey passion. Harnessing founder-led sales can be a huge differentiator and can accelerate growth for early-stage startups and small SMBs.

Benefits include: 

  • ...
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5 Steps to Effective Follow-Up on LinkedIn Without Being Pushy candyce edelen linkedin linkedintips no more pitch-slapping outbound sales prospecting sales Jan 23, 2024

"She keeps showing up like a bad rash!"

A CMO told us about a sales person who just would not stop pestering him, even after he clearly told her he was not interested in her offer and was not going to schedule time to meet. 

“She just keeps showing up like a bad rash,” he told...

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My $335k Mistake: Lessons on Building an Effective Sales Team candyce edelen sales Oct 09, 2023

I lost over $335,000 before figuring out how to build a sales team.

Back in 2002-2005, I built the sales team for a fintech venture I co-founded. 

I was a complete novice when it came to recruiting and leading a sales team. 

I was pretty good at sales and spent 2 years teaching solution...

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How to Use ChatGPT for Sales Prospecting: 7 Prompts to Get Started ai candyce edelen linkedin linkedin automation prospecting sales Jun 22, 2023

Imagine if you could understand your ideal customer better, educate yourself about new industry trends faster, and brainstorm conversation starters all with the help of AI. Sounds too good to be true?

Welcome to the world of AI and ChatGPT. In this blog post, we'll share 7 prompts that can help...

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Yes But No, Should I Focus on an Industry? biz dev branding business development marketing sales Apr 10, 2023

Specialization is crucial for a software ISV (Independent Software Vendor) to achieve success in the highly competitive tech market. By focusing on a specific industry or domain, ISVs can create products that meet the unique needs and demands of that market. This not only helps the ISV stand out...

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7 Steps to Use LinkedIn for an Account-Based Strategy candyce edelen prospecting sales Oct 20, 2022

Is your team using an account-based marketing (ABM) and sales strategy? If you're not using LinkedIn as part of your enterprise account strategy, you're missing out. It's the perfect way to get the entire buying committee on board with your solution.

LinkedIn is an ideal starting point to get...

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