Sales Gravy: Jeb Blount

Your Multi-Channel Prospecting Blueprint: How Top Sales Reps are Using LinkedIn

33 snips
Jul 31, 2025
In this insightful discussion, Daniel Disney, a leading expert in social selling and founder of The Daily Sales, shares his expertise on the necessity of multi-channel prospecting. He reveals that today’s buyers zig-zag across various digital touchpoints, making diverse outreach essential to reach them effectively. Disney emphasizes the power of LinkedIn, not as a replacement for cold calling, but as a way to enhance credibility. He also discusses the importance of genuine engagement, personalized messaging, and leveraging AI tools for building trust in sales.
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INSIGHT

The Prospecting Maze Reality

  • Buyers have diverse preferences, making single-channel outreach ineffective.
  • Successful salespeople use multi-channel approaches to navigate the "prospecting maze" and reach prospects where they are active.
ADVICE

Use LinkedIn Strategically

  • Use LinkedIn strategically to reinforce other sales efforts and increase credibility.
  • You don’t need to be a social personality; focus on effective messaging and research.
ADVICE

Start Small with Content

  • Content creation on LinkedIn is crucial but challenging for salespeople due to creativity requirements.
  • Start small with comments and polls to build confidence before creating more in-depth content.
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