Making Sales Social Live Episode # 19 – ABM Prospecting on LinkedIn (or ACS)

The Social Sales Link Team | November 11, 2021

Watch on-demand here

In this episode…

In this episode of Making Sales Social Live, the Social Sales Link team talked about “ABM Prospecting on LinkedIn (or ACS).”

 

Things you will learn in this episode:

* Account-centric sales (ACS) and LinkedIn are perfect together. The concept is a sales rep chooses a few select “whales” or reach accounts they’d like to prospect, and leverage LinkedIn to map out a pathway in, through their social proximity to targeted stakeholders.

* A great place to start your ACS (Account-Centric Sales) searching is on the LinkedIn Company page. Here you can gain insights such as new company initiatives, awards and philanthropic achievements, and upcoming events. You can also search their employees to find prospects and look for ways to engage them, and look for mutual connections for potential introductions.

* Using a company’s LinkedIn Page is a smart way to get the ABM process started, as it contains intelligence you can use to develop relationships. You can see if you have any 1st-degree connections within that company, and determine if they are connected to the people you want to speak with. LinkedIn’s search filters really come in handy here, too, as you can drill down to the titles of the people you want to be in front of.

 

Connect with Brynne, Bill, and Bob on LinkedIn or you can also visit our LinkedIn page to watch this episode again and get daily tips from the Social Sales Link team!

 

Check out previous Making Sales Social Live episodes

Related Posts

LinkedIn Sales Tips for Onboarding New Reps
The Social Sales Link Team | February 18, 2025
Mastering LinkedIn is essential for new sales representatives looking to establish a strong professional presence. This guide explores key strategies for effectively onboarding new reps, including tips on crafting an engaging profile, sharing valuable content, and building meaningful connections. Learn how to enhance your networking skills, nurture professional relationships, and maintain compliance and professionalism on the platform. Equip yourself with these LinkedIn sales tips to drive success and foster growth in your career.
Read More
Mastering LinkedIn for Effective Networking and Business Development
The Social Sales Link Team | February 7, 2025
Unlock the full potential of LinkedIn for networking and business development with actionable strategies tailored for sales professionals and account managers. Learn how to effectively refine your search process, personalize outreach, and build robust relationships within organizations. Discover valuable insights on social selling, targeting the right prospects, and enhancing your LinkedIn profile to position yourself as a thought leader in your industry. With the right techniques, LinkedIn can be a powerful tool for fostering connections and driving business success.
Read More
LinkedIn and AI: The Dynamic Duo for Business Growth in 2025
The Social Sales Link Team | February 6, 2025
In 2025, harnessing the combined power of LinkedIn and AI is essential for business growth. Transform your LinkedIn profile from a static resume into a dynamic resource that attracts your ideal clients. Learn actionable strategies to optimize your presence, engage meaningfully with your network, and leverage AI tools for efficient prospecting. By focusing on building valuable relationships and effectively utilizing technology, you can ensure your LinkedIn efforts are both productive and sustainable.
Read More