Research your sales leads: get to know who you’re meeting—before you meet

LinkedIn isn’t just a tool to find decision makers. It can also give you the context you need to answer tough questions and provide uniquely tailored solutions.

Know your decision makers

Leading up to your meeting, review decision makers’ profiles to get a better feel for who you’re speaking with. Look at their work experience, groups, and the news and companies they’re following to better understand how they can influence the sale.

  • DM profile

Know your accounts

Your ability to connect with decision makers can help build a relationship of trust. Dive into an account’s Company Page to get the full picture of its offerings and mission, and be able to speak knowledgeably about how your product or service can help their business.

  • Company Page

Want more? Download the small business sales playbook.