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.
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.
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.