In partnership with
Most reps use LinkedIn like a digital Rolodex - they scroll, connect, and pray someone bites. But under the hood, LinkedIn has prospecting features so good they almost feel unfair. Advanced filters, niche groups, shared connections, and “People Also Viewed” pages can uncover prospects your competitors haven’t even found yet.
The trick isn’t working harder on LinkedIn - it’s knowing where to look and how to turn those hidden corners into real conversations.
SPONSORED BY ROKU
Find customers on Roku this holiday season
Now through the end of the year is prime streaming time on Roku, with viewers spending 3.5 hours each day streaming content and shopping online. Roku Ads Manager simplifies campaign setup, lets you segment audiences, and provides real-time reporting. And, you can test creative variants and run shoppable ads to drive purchases directly on-screen.
Bonus: we’re gifting you $5K in ad credits when you spend your first $5K on Roku Ads Manager. Just sign up and use code GET5K. Terms apply.
SALES
How to Use LinkedIn for Sales Prospecting
In this email issue, we’ll share some of the lesser-known ways to find new prospects on LinkedIn that have helped us refresh our approach. Whether you're a seasoned LinkedIn user or just starting, these tips can help uncover new opportunities when the usual methods fall short.
1. Look at the “More Profiles to Browse” sidebar.
Don‘t you wish you could clone your best customers? With LinkedIn’s “More Profiles to Browse” sidebar, you can come pretty close.
How it works:
I start by visiting the profile of one of my best customers or prospects.
Then, I look to the right at the “More Profiles to Browse” section, which shows other users similar to my contact.
This feature turns one prospect into several, giving me more opportunities to expand my network.
Pro tip: Whenever I see these profile suggestions, I always try to spot patterns. Are they from the same industry? Same geographic area? I use that info to customize my messages and make the outreach feel more relevant.
2. Reach out to prospects in new roles.
Changing jobs is one of the most effective trigger events in sales. When someone takes on a new role, they’re often more open to changing the tools or services they use.
How to find them:
I click the “My Network” tab and head to the “Catch up” section.
From there, I select “Job changes” to see who has recently landed a new position in my network.
These updates become the perfect catalyst for reaching out — timing is everything.
Pro tip: I've set a weekly reminder to check for job changes to ensure I never miss out. The sooner I can reach out to someone in their new role, the better my chances of starting a meaningful conversation.
3. Scroll through skill endorsements.
People tend to attract others like themselves. And sometimes, those others dish out praise. By browsing the skill endorsements on a prospect’s profile, I can discover others who might be worth reaching out to.
How to do it:
I visit the LinkedIn profile of one of my top prospects or customers and scroll down to the “Skills & Endorsements” section.
Then, I pay attention to the professionals who have endorsed them for specific skills, as they could be good candidates for outreach.
Pro tip: I always look for professionals with niche skills that align with my product or service. Finding someone with a relevant skill set is a natural way to start a conversation about how I can help them.
4. Browse users who have interacted with your posts.
Have you ever wondered who’s paying attention to your posts? Luckily, LinkedIn makes it super easy to find out. The people who like, comment, or share your posts are already engaging with your content, and they might be the perfect prospects waiting for you to reach out.
How to do it:
I head over to my LinkedIn profile and click on “Posts & Activity” to see a feed of only the articles and posts I’ve shared and everyone who's interacted with each one.
I look at their profiles to see if they’re a good match for my product/service.
I also check the “Followers” section to spot any new followers who might be potential leads.
Pro tip: I keep my outreach light and friendly. I might say, “I noticed you liked my recent post on [topic], and I'd love to hear more about your perspective.” It's an easy, warm way to start a conversation
By applying these tips, I’ve gotten more out of LinkedIn than I thought possible. If you want to build stronger relationships and uncover new leads, try these strategies.
And that’s a wrap folks!
HEADLINES
Hot picks from the web
→ The $2 trillion execution gap: What’s really killing your pipeline
SOFTWARE
Tool of the day
✅ Deel: You're losing 250 hours every month manually doing payroll, onboarding, and compliance. Get that time back with Deel.
That’s all for today.
Until next time,
Team B2B Whales
P.S. If you’re serious about scaling, join our Whales Club - our premium B2B community with weekly expert sessions, deal feedback, and the resources we actually use to close. Membership starts at $100/month only - cancel anytime.