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How Increased Noise On LinkedIn is Threatening Sales Success

2 min readJune 30, 2015

Starting at the beginning of this year, LinkedIn made some changes to their InMail policy that now provides 15 monthly InMail credits instead of 10. At first glance, this might seem like a good thing for sales reps, but this is actually making it harder than ever for salespeople to get responses.  Essentially, with more noise on LinkedIn, it’s getting harder and harder to stand out.

SalesFolk's Founder and CEO Heather R. Morgan

SalesFolk’s Founder and CEO Heather R. Morgan

For our latest eBook, I spoke with several top sales professionals about emerging trends that can get in the way of success. One of the sales leaders I spoke with was Heather R. Morgan, Founder and CEO of SalesFolk. Heather regularly helps sales teams master the—all-too-elusive—art of the sales email. And according to Heather, the uptick in spam is making it more important than ever for salespeople to craft highly targeted and meaningful LinkedIn messages.

According to Heather: “As more untargeted messages flood our inbox, we’re becoming more numb to these messages. As a result, the open rates of all InMail messages decreasing, thus decreasing response rates, especially for spammy untargeted messages. If you want even the slightest chance of getting a response you have to create messages that are thoughtful, targeted and highly relevant.”

Why Getting Responses Matters More than Ever

Did you know that you’ll be rewarded when someone does respond to your InMail message? Another one of LinkedIn’s policy changes made it so that InMail credits are returned after 90 days for every email that does get a response. Originally credits were returned for emails that don’t get responses. This is LinkedIn’s way of saying, “Write something meaningful!”

Some Actionable Ways to Get More Responses on LinkedIn

In our latest eBook, we not only reveal some of the common challenges that salespeople are facing, we also reveal some actionable ways to overcome those challenges. Here are some tips from our eBook that can help you get more responses on Linkedin:

Personalize InMail. Writing great sales emails can help cut through the noise and get responses. If you aren’t already, make sure that your LinkedIn emails are highly personalized.

Use referrals. If you have a mutual connection with a target, getting a referral can go a long way in getting responses.

Connect with your target’s contacts. You should have some high-quality contacts in common with prospects. Even with LinkedIn free, you can reach out to prospects as long as they’re a third-degree connection or less. However, having a first-degree connection in common builds more trust. Your prospects are far more likely to take a message and/or a connect request seriously if there is a legit first-degree connection.

For more actionable tips that will help you succeed where your peers may be failing, check out our free eBook What’s Keeping Sales Leaders Up at Night.

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About the Author

Jesse WestDirector of Lifecycle MarketingringDNA

Jesse Davis West is Director of Lifecycle Marketing at ringDNA, focusing on improving the experience and maximizing the lifetime value for customers across their entire journey. Drawing on 9 years of B2B marketing experience, Jesse is passionate about communication, branding and strategic marketing. He also plays a mean lead guitar and can throw down at karaoke.