Beyond the Connection Request: Networking on LinkedIn the Right Way for B2B Sales

LinkedIn is a powerful tool for B2B sales. But, mindlessly sending connection requests and generic messages won’t cut it.

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To win in the networking game, you need to create genuine connections, engage your network strategically, and build relationships that translate to sales opportunities.

The Critical Questions Every B2B Salesperson Should Ask

Let’s delve into the questions that ensure you’re getting the most out of LinkedIn:

1. Am I making meaningful connections?

Quality over quantity is the rule here. Personalize connection requests with a brief, relevant reason why you want to connect. Don’t just hit the connect button and move on – that’s the equivalent of handing out your business card without actually engaging with someone at a networking event.

2. Am I actively participating in relevant groups?

Joining groups related to your industry and target audience is crucial. However, don’t lurk! Actively contribute to discussions, offer helpful insights, and position yourself as a thought leader. People remember those who add value, not those who constantly self-promote.

3. Am I engaging with potential clients?

Don’t be a stranger! Interact with potential clients in a natural way. Like and comment thoughtfully on their posts, share their content and give a genuine shoutout. It’s a subtle yet effective way to stay top-of-mind and build rapport.

4. Do I leverage LinkedIn messaging effectively?

Think of LinkedIn messaging as a tool for deepening relationships, not a fast track to closing a deal. Use messaging to follow up on a conversation, offer additional resources, or schedule a quick discovery call. Avoid the immediate hard sell – that’s likely to land you ignored.

The Golden Rule of LinkedIn Networking

Treat people like people, not just potential leads.

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Focus on providing value, building trust, and genuinely connecting with others within your industry.

Tips to Level-Up Your LinkedIn Game

  • Optimize Your Profile: Your profile is your virtual storefront. Make it professional, keyword-rich, and client-centric.
  • Create Value-Driven Content: Share insightful articles, company updates, or even create your own original posts.
  • Consistency is Key: Engage regularly, even if it’s just a few minutes per day. This keeps you visible in your network’s feeds.


LinkedIn networking isn’t about shortcuts and quick wins. Done properly, it’s about cultivating professional relationships that lead to new opportunities.

Focus on authenticity, add value, and the sales will follow.

Olle can help you get better

Audit your current LinkedIn activity with these questions in mind.

Identify areas for improvement and start building your network strategically!

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