How to Find Companies to Work With In B2B Sales? | Donald Kelly - 1943

Finding B2B prospects isn’t as hard as it feels when you know where to look and what to focus on. Most people struggle because they are spending their time in the wrong places or chasing companies that are not ready to buy. In this episode, I am walking you through five sales strategies that help you find the right B2B companies faster and with less effort.

1. Leverage LinkedIn Sales Navigator

· Sales Navigator gives you access to one of the most powerful databases for B2B prospecting. It helps you identify decision-makers who have recently stepped into their roles, when they are often most open to new solutions.

· The advanced search and account filters make it easier to narrow in on the right prospects without wasting time.

· (And yes, I also have a course that walks you through how to use it properly.)

2. Utilize Third-Party Databases

· LinkedIn is great for identifying people new to their roles, but their contact information isn't always accurate. That is where third-party tools come in.

· Platforms like Apollo, Lusha, Lemlist, and Liskit provide direct emails, phone numbers, and intent data so you know whether a company is actively researching your type of solution.

· It is a smart way to confirm interest and ensure you reach the right person at the right time.

3. Tap Into Referrals

· Referrals remain one of the best ways to generate high-quality leads. It may feel old school, but it still works.

· The real issue is that most sellers never ask, and clients are usually willing to give them when asked.

· Even a cold contact can point you to the right person if you approach them correctly.

4. Reconnect With Your Existing Network

· Don’t forget about the people already in your phone, inbox, or LinkedIn connections. Take the time to warm them back up.

· A simple “permission to ask a question” message can reopen a conversation without pressure.

· Try using a tool like Connect the Dots can also show hidden overlaps in your network and make reintroductions easier.

5. Build Partnerships

· Partnerships kind of take the marketing aspects off your hands for a bit. Collaborate with agencies, consultants, or service providers who already work with your target audience.

· It creates shared value and opens doors that would be harder to access alone.

Bonus Tip: Use LinkedIn Posts and Hashtags

· Remember, LinkedIn is a social media platform! When you post, comment, or engage with content, include relevant hashtags.

· This helps the algorithm show your content to more B2B prospects who are already looking for solutions like yours.

“Concepts and ideas can be great, but if you’re not applying them, they won’t work.” - Donald Kelly.

Resources

If these prospecting tips helped, my LinkedIn Prospecting Course for more guidance.

Got questions? Reach out to me on LinkedIn.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.