Ep.8 - How Sales Leaders Are Using LinkedIn to Build Their Own SQL Machine

About This Episode

Most sales leaders treat LinkedIn as a brand exercise.

Post a few times a week, get some likes from colleagues, move on. That's not a pipeline strategy - that's noise.

The reps who are actually self-sourcing pipeline are using it completely differently. They're building their own SQL machine - turning engagement signals into warm conversations before they even pick up the phone, and warming deals already in their pipeline between stages.

In this episode, Will Aitken and Niraj Kapur sit down with host Tom Boston to break down exactly how they do it. Will has built his entire outbound motion around LinkedIn across three different companies. Niraj has done 220+ videos and converts inquiries directly from them.

Between the three of them, there are over 170,000 LinkedIn followers on this episode. This is what actually works.

You'll Learn:

• Why LinkedIn personal brand is an MQL list you build yourself - and take with you when you leave
• How to use LinkedIn content to warm up prospects already in your pipeline between stages
• The video outreach approach that generates direct inquiries - and how to convert them
• The 80/20 rule for personal vs professional content, and what happens when you get it wrong
• Why the algorithm matters far less than most people think - and what actually drives SQLs
• How to use LinkedIn strategically for named accounts, not just broadcasting to the masses

Who is this for?

Sales leaders, managers, and reps who want to stop waiting for marketing to feed them leads and start building their own pipeline. Especially useful if your team is already posting on LinkedIn but not seeing it convert into conversations or meetings.

Who are MySalesCoach?

MySalesCoach works with sales leaders to build the frameworks, coaching habits, and accountability that turn their sales teams into consistent, self-sufficient pipeline generators.

Book a call to find out how we can support you in building a team that doesn't just sit and wait for leads to come to them.