Leslie Ye says, “When you’re sourcing new prospects or receive an inbound lead, where’s the first place you look for more information on your buyer?

Most likely, you go straight to LinkedIn. As well you should.

But while a buyer’s LinkedIn profile provides a wealth of information, not all of it will be useful. And when you’re prospecting at scale, you can’t afford to spend an hour, a half hour, or even 15 minutes on each profile. You have to skim.

We’ve prioritized the most important parts of a LinkedIn profile you should focus on before picking up the phone, dependent on how much time you can afford to spend on research. Zero in on these 12 areas, and you’ll be ready to have an intelligent, informed conversation in no time.

The Obvious: Just Three Minutes of Research

These four sections cover the bare minimum of what you should know about your prospect before you pick up the phone. Prioritize these areas above all others“.

The LinkedIn Skim Guide: How to Research Any Buyer in 15 Minutes or Less

HubSpot

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