Using LinkedIn for Competitive Knowledge on Prospects by Dave Mattson

Recently I had the opportunity to interview Dave Mattson, the president of Sandler Training on their new book “LinkedIn the Sandler Way”.

In this segment, Dave talks about Using LinkedIn for Competitive Knowledge on Prospects.

Here is a transcript from this segment of the interview:

Dave Mattson:

It also allows me to check on who you are as a prospect, and I think that’s really important. I always believe a call that starts well tends to end well. If I can either reference a mutual group, or if I know that we have a mutual connection, then that is a great way for us to start, because if you respect that individual, and I’m connected with that individual, therefore that bridge of credibility comes over to me as well.

It allows me to see what’s important to you, who do we know, what’s your background, where did you used to work. Sometimes I know you from the company that I’m calling you from, but you spent 5 years somewhere else. Maybe that was our connection. You know?

Chris Hamilton:


Dave Mattson:

It also tells me that if you spent 4 or 5 years at a particular role in a previous company, which I know hypothetically is a competitive shop with whatever you sell. Chances are I should probably talk about that. Right, Chris? Because why am I here? If you did business with that company for 5 years at XYZ, why are we here? Why are you inviting us? Is it the policy that you need free bids? Were you unhappy? I would have never known that until I wasted 4 or 5 months of my time, 10s of thousands of dollars, for you to say, “Dave, listen. We love you, and by the way, you were a close second, I have to tell you. I mean, close second.” Which in sales is first place for losers. Right?

Chris Hamilton:


Dave Mattson:

What is that award? Participation award? Dave, I find that stuff out early on, and I think that’s the key. It really allows me to accelerate my knowledge base, and finally, I think to establish credibility.

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