X-Ray Searching for sales prospects is a genius LinkedIn hack, especially for outbound sales development reps (SDRs) that have a limited LinkedIn network themselves. The entire process of prospecting on Linkedin using the X-Ray technique is detailed over onSales Hacker.
Here’s the nitty-gritty summary of the tactic: Instead of searching inside of LinkedIn for prospects, you use Google to find the LinkedIn profiles you want using advanced search operators. Using Google search provides an advantage because LinkedIn shows limited profile data to logged in users based on how many degrees of separation away they are. If you have a mutual connection, you will see most of their info, if you are 3 connections away from a profile, you may not even get their name:
Before we go on we want to say that we are BIG Sales Hacker fans. We keep up with their LinkedIn group, and their blog posts and webinars are always filled with great tips and actionable strategies. However, the X-Ray process presented on the Sales Hacker blog doesn’t scale well and is very manual. It’s a great trick for one SDR to know… and keep to themselves.
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