The people that have the most immediate success with us on LinkedIn have a few of the same qualities: 1. They’ve had a successful career of 10+ years so far 2. They’ve accomplished a lot but haven’t shared it publicly yet 3. They are willing to play the relationship long game 4. They have the resources to work their network and know it can transform their business 5. They care about people and know how to sell If you have all 5 of these, there is a 99% chance that we can help you get new sales from LinkedIn.

A few things I believe to be true about sales: 1. The less desperate you are, the easier it is to sell 2. B2B business is a long term game that starts with building as many valuable relationships as possible 3. If you think someone will be a bad client during the sales process, there's a very, very high chance they become a bad client once they sign 4. You create your own luck by consistently providing value to other people 5. The more people that know about you and your business, the better 6. Its really hard to stay top of mind for your buyers day in and day out for years 7. Meeting people in person drastically changes every relationship 8. Sales is really hard and anybody who doesn't think so has never done it 9. It's really, really hard to sell to people 20+ years older than you. Provide value, do things differently (in a good way) in order to get your foot in the door. You don't have experience but focus on what you can do that is differentiated from the person 20+ years older that is selling to a peer. 10. You're never as good as you think you are on your best days or as bad as you think you are on your worst days. That last one is something a baseball coach used to say to us all the time growing up. We'd win a game, he'd say that. We'd lose a game (by a lot), and he'd say that. I think there's a lot of truth to that statement in sales as well. But I always love learning from others. What else would you add?

I had a dream last night Ms Rachel surprised my kids on a trip and nothing has ever made me feel more in the trenches of having two toddlers

I shared some thoughts recently on a podcast and figured I'd share it here in case someone out there is trying to better use LinkedIn as a BD platform podcasts.apple.com/us/podcas…

The more time that passes, the more I believe the real goal in business is having exclusively enjoyable clients

If a college senior did this for 10 times, they’d get a job, guaranteed.

Watching my little man play baseball for the first time was one of the best experiences for me so far as a Dad. I was (somewhat) expecting him to not know which base to run to after he hit it, but the tantrums when the ball wasn't hit to him was unexpected. Nevertheless... a good life lesson. Nothing better than having him ask me "to be his coach" and he is "excited to hit a home run" next week. This has nothing to do with work besides I look forward to never missing a game or practice of the little guys. Work matters a lot, but being at his games/practices is something I will highly, highly prioritize.

I had a great time speaking last week with the The Chief of Staff Association last week about "LinkedIn as a Business Tool - What every Chief of Staff should be doing for their principal and for themselves" Really, really, really engaged audience with a lot of thoughtful questions. This is the role we often get to play at Linked Revenue - sitting between the Executive and the Chief of Staff to help turn LinkedIn into a business development tool.

The 3.5 year old that still needs a nap daily but refuses to take one is quite a wild experience

If we all sent outreach messages like the one below, we'd get a lot more responses... I love this. Similar to most of you, I get a lot of sales outreach and most of it sounds like "Here's why my company is the best and will you book 30 minutes to learn why" That doesn't work. That stuff that works is the one below. Intro to his target is being made and he got me in front of a leader at his firm. He scripted an email for me to send that made this really easy. If you want to "win" at sales, do more of this.

Really enjoyed presenting last week in Nashville at the Assurex Global Conference on "LinkedIn as a Revenue Channel" I appreciated how active the audience was and how many specific questions they asked about how P&C Producers are utilizing the tool generate real revenue. This trip was also a reality check for me as a speaker... There were 2 other keynotes where the person was an incredible country singer and then mixed in lessons about things like storytelling - I need to up my game and was a real ego hit as one of my dreams (that will never be accomplished) is to be a country singer. Great work by Marshall Wunderlich and the team on a fantastic conference!! And so nice meeting so many amazing people.

Was just in Nashville for a big insurance conference presenting on using LinkedIn as a business development tool for producers. Most of the other speakers were country music songwriters who mix in storytelling tips with number 1 hits they wrote. They had a guitar and played amazing songs intertwined with their stories. I need to add this into my repertoire but I’m not a good singer. Major predicament.

Can’t decide if this is a hot take but as I land in Nashville, here are my thoughts. Nashville > Austin > New Orleans Comparing these 3 because they all have a very known main downtown focused on live bars.

Fully leaning into and appreciating these moments when my son asks to "match match" with me. I know these days are very short lived and they will be over before I know it. I know that while I am cool to him now that that won't last very long (very soon he'll catch on) so I'm appreciating these days and these moments. Work is amazing and I love what I do, but this is the most important part and one of the 3 reasons (wife, and daughter as the other two) that I want to work so hard and do well. Being a father and a husband helps me realize what is really important and it is my "why" when it comes to work.

Your best leads are sitting in your champions' engagement on LinkedIn. What do I mean by that? Go find 5-10 people who would happily refer you to anybody in their network. This could be an investor or board member, but it could also be your happiest client or a really good friend who believes in what you do. Instead of praying they refer you to somebody or asking blankly for a referral, do this instead. Go look at any of their last 5 posts on LinkedIn. Look through the engagement. If any of your ideal customer profiles have recently engaged, copy and paste their name, title, LinkedIn profile URL, and anything specific you can find about them. Next time you see that champion live, bring up these people and say "Hey I was spending some time on LinkedIn and was wondering if you actually know X, Y, or Z person. I have an exec dinner coming up I'd love to invite them to. Do you mind if I script you an email to send to make the connection?" This is the rinse and repeat process we do for our executives every month that drives a ton of really valuable meetings. If this is something you're interested in having done for you or for some of the execs in your organization, send me a direct message and happy to share more about our process and how it might work for you. And FYI this isn't an AI process you can fully automate, there HAS to be a human in the loop to make this actually work.

Organizations... please, please, please take advantage of the moment that a key new hire joins you. We have been doing a lot more in this specific niche and I think it's a really interesting sales moment to take advantage of. Here's what I mean: You hire that person who has 10-15+ years doing the role of your buyer and is really well connected to people in the space. They need to publicly share that they are joining your company (ideally Tues, Wed or Thurs around 9 am) and why they are excited. Go to "start a post" then click "celebrate an occassion" then click "new position" and add one of those somewhat corny graphics with the post. It'll show up to a lot more people this way. Then 48 hours after the post, monitor the engagement to see if any of your ICP engaged with it and have the new hire use that as an excuse to reach out. We have seen hundreds of thousands added to the pipeline with this exact tactic.

I can’t tell you how many times I’ve seen someone ignore calls and building their network while in a corporate role and then they start a company and expect people to respond… Build that network before you need it.

A few ways we've seen executive demand gen have a lot of success recently: 1. Reaching out to speakers who would be valuable for you to meet before you are going to a conference and asking to grab coffee 2. Sharing a unique, hot take on your industry that others seem to disagree with. This often brings in engagement from people outside your first degree connections 3. Every day building up your network (not spam blasting but just connecting) with ideal prospects so they start to see some of that content 4. Being the Chief Community Officer for your ICP and bringing them together for valuable events together 5. Better utilizing the close connections of your champions. Your ICP is engaging with people who love you and would introduce you anywhere but that data then just lives on LinkedIn. If you're curious about how any of these might be able to work with you, happy to share more about what we're seeing.

"Run the experiment" is a phrase I learned from Rich Sheridan that is fully embedded in our organization and I think should be in every organization. First off, if you don't know Rich Sheridan, you should. He is an absolutely incredible leader that is radically transforming the world of work through his organization Menlo Innovations and his two books, Joy, Inc. and Chief Joy Officer. I am lucky to have come across Rich a few years ago and learned this phrase that is fully embedded into their culture. When a new idea gets presented, instead of just knocking it down and talking about all the bad things that can happen (which is what most organizations do), they start with "let's run an experiment." I LOVE this and we now use it multiple times a day inside Linked Revenue. It's so easy to knock an idea and think of why it won't work. It's way more fun to try some things and see what happens.

Knowing this song by heart is a rite of passage for millennials.

I was on a call with a client earlier this week and he told me he just fired his entire marketing team for his other business. Not because they weren't working hard. Because they couldn't answer one simple question: "Show me what's actually working." Their response? "We did five posts this week. We set up Instagram and the new LinkedIn company page. We did this and that." His response? "I don't care. If it's not producing results, it's of no value to me." And honestly... he's right. This is the number 1 problem I see with marketing teams and agencies right now. They measure their performance based on work output, not outcomes. They're proud of the activity. The posts. The campaigns. The deliverables. But when you ask "which channel drove signups?" or "which post actually generated a meeting?" it's met with crickets. Here's how we think about it differently at Linked Revenue: We don't send our clients a report that says "we posted 4 times this week." We send them a list of people who engaged with their content (with names, titles, and companies) and we say "here are the 12 people worth reaching out to this week based on what happened." That's the difference between activity and pipeline. A few things we've learned running LinkedIn for 75+ executives: → Tagging the right people or companies in posts can drive 50-100% more engagement. We track that. → A post with 90 engagers and zero follow-up messages is a wasted post. We don't let that happen. → The real ROI isn't impressions. It's "did this turn into a conversation with someone who matters?" If your marketing team or agency can't connect what they're doing to actual meetings and revenue, that's a problem. Not because they're bad at their job. Because they're measuring the wrong thing. Rant over...