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More InformationLinkedIn is still the most useful professional network for B2B sales—if you use it deliberately. In this episode of “Dialing Out,” Host Dominka and guest Anamarija (BDS) unpack how LinkedIn supports research, list-building, and real conversations that turn into pipeline.
The promise: a practical playbook for using LinkedIn and Sales Navigator to build better ICP lists, reach real people (not role accounts), and support cold-calling without being pushy.
6 min
Why LinkedIn matters for B2B sales beyond “personal branding”
Two operating modes: passive research vs. active outreach
Project Manager workflow: building ICP/company lists from Sales Navigator
BDR workflow: finding the right decision maker or influencer before the call
“Have a name” to pass the front desk on cold calls
Using job posts and profile changes as intent signals
DACH outreach sequence: call → email → LinkedIn
When to use LinkedIn messages—and when not to
Networking strategy: quality of connections over quantity
Building a relevant audience that will engage with your content
Sales Navigator basics: filters, saved searches, lists (mini-CRM)
Myths & limits: InMails, exports, and weekly connection caps
Case story: a 2022 LinkedIn contact turns into a 2024 client
Game segment: “Link or Lie” for LinkedIn features
LinkedIn is a professional network where buyers are present and searchable. Even if you don’t post daily, it remains a high-signal place to research companies and people, and to stay top-of-mind with light-touch connections.
Use it as a window into the business world—profiles, activity, company pages.
Maintain a credible profile so prospects can quickly understand who you are.
Treat it as social: give something back, don’t just lurk.
Operate in two distinct modes. First, “incognito” research to build context and target lists. Second, measured outreach that complements phone and email.
Passive mode surfaces signals (hiring, promotions, event posts) that inform timing.
Active mode: connect after a call; keep messages short and non-pushy.
Don’t try to sell everyone via DMs; use LinkedIn to warm relationships.
As Project Manager, Anamarija uses Sales Navigator to assemble clean company lists aligned to the ICP. Filters like company size, industry, revenue, and keywords keep lists tight.
Save searches and lists to create a working mini-CRM inside Sales Navigator.
Hand curated context (what they do, specializations) to the BDR.
Keep criteria strict to avoid wasting time on irrelevant accounts.
BDRs return to LinkedIn to find the human you actually need—the decision maker or the influencer. Names matter for cold calls.
Gatekeepers rarely forward a call without a specific person.
Search titles (e.g., Procurement, Operations) and confirm relevance.
Use LinkedIn to verify spelling, role, and recent activity before dialing.
LinkedIn is full of buying signals: hiring bursts, leadership changes, event announcements. In DACH, tradeshow posts can reveal priorities and timelines.
Job ads often indicate expansion or a new initiative.
Personal milestones and role changes open doors to re-engage.
Higher profile quality across DACH makes research easier than 4–5 years ago.
Most OB2B projects are phone-first. LinkedIn is a fallback when calls and emails stall. Keep it human and relevant.
Sequence: call → email → LinkedIn—use as the “back door,” not step one.
Don’t spam; short, purposeful notes perform best.
Be present but not pushy; respect how you’d like to be approached.
Connections should reflect your market and ICP, not vanity metrics. Random adds dilute reach and feedback.
Prioritize prospects, partners, and peers who will engage with your content.
Accept/seek connections after meaningful touchpoints (e.g., post-call).
A smaller relevant network beats a large unfocused one.
Sales Navigator is the advanced search layer for sales teams. It helps you see only what matters.
Filters: company size, industry, revenue, keywords, functions (e.g., Procurement).
Save searches/lists and track account/person updates like job changes.
Treat it as a research console; keep lists fresh.
The team’s quick game clarified common misconceptions and limits.
InMails aren’t required to message connections—and they’re rarely the best path.
You can’t export your connections’ emails in bulk from LinkedIn.
Connection requests are capped weekly; paid tiers allow slightly higher limits.
A contact first chatted with Anamarija in 2022, re-appeared in 2023, and became a client in 2024—no long emails, just periodic LinkedIn messages. Presence and memory did the work.
People buy from people; they return to the humans they remember.
Job changes and rebrands make LinkedIn the easiest continuity channel.
Consistent light-touch presence compounds over time.
Adopt a simple weekly rhythm to compound results without spamming.
Refresh one ICP list, add 50–100 targeted connections, and log learnings.
After each successful call, send a connection request without a pitch.
Scan hiring and event posts in target accounts to time outreach.
Treat LinkedIn as both research console and outreach “back door” to real people.
Sales Navigator + strict ICP filters = cleaner lists and higher connect-rates.
Names beat titles: know exactly who you want before calling the front desk.
Sequence outreach: call → email → LinkedIn; keep messages short and non-pushy.
Build a relevant network; quality connections amplify content and replies.
Watch intent signals (hiring, changes, events) to time conversations.
Myths: InMails seldom help; exports are limited; connection requests are capped.
Relationships compound—light LinkedIn contact over years can convert.
“Have a name before you call—the front desk won’t forward you to ‘the responsible person.’”
“Use LinkedIn as your back door when calls and emails stall—short, human, and relevant.”
“People buy from people; presence on LinkedIn keeps the door open when roles change.”
Anamarija — BDS
Dominka — Host, OB2B
Do I need to post daily to benefit from LinkedIn?
No. Keep a credible profile and use the platform for research, light networking, and timing. Posting helps, but thoughtful outreach and list-building already move the needle.
Is Sales Navigator mandatory for this workflow?
Not mandatory, but it speeds up research with better filters, saved searches, and list tracking. If you do structured outbound, it usually pays for itself quickly.
When should I DM versus call or email?
Lead with phone, then email. Use LinkedIn when those channels stall or to add a light-touch connection after a call. Keep messages short and avoid hard pitches.
How big should my network be?
Big enough to cover your ICP and partners—no bigger. A smaller, relevant network outperforms a big unfocused one for engagement and replies.
Dominka sits down with Josip Podrug, a real estate agent in Cochrane, Canada, to compare cold calling realities across the Atlantic—and to test a few “Hollywood assumptions” along the way.
The big promise: whether you’re selling B2B services in DACH or booking showings in Canada, the work still comes down to the same essentials—timed follow-ups, value-led nurturing, and human conversations that earn trust.
In this episode of “Dialing Out,” we unpack a decade in B2B sales with Anamarija—spanning Presales (BDR), Account Executive, and After-Sales/Project Handling. What actually moves deals forward when the pitch ends? We dive into lead hygiene, follow-ups, objection handling, and the pivots that turn shaky starts into long-term partnerships.
AI notetakers are now a staple in our sales stack—not because they’re flashy, but because they turn messy calls into clean, actionable next steps. In this episode of Dialing Out, Dominka and Anamarija unpack how transcripts save time, sharpen follow-ups, and build a reusable knowledge base for onboarding and hand-offs.
And the success is guaranteed.
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