LinkedIn Social Selling Index Explained: What It Actually Measures for B2B Teams
LinkedIn’s Social Selling Index (SSI) is a free 0–100 score built from four separate signals — how well you present yourself, how precisely you find the right people, how much you engage with useful content, and how consistently you build genuine relationships — and while a high score is a reasonable proxy for “you’re active […]
Multi-Threading in B2B Sales: Why Single-Contact LinkedIn Campaigns Stall Deals
If your LinkedIn outreach is landing well with one contact but deals are still stalling in procurement or going quiet after a promising first call, the problem usually isn’t your message — it’s that you’re only talking to one person inside an organisation that needs several people to say yes. Multi-threading, reaching and engaging multiple […]
Is AI Personalisation Killing Your LinkedIn Reply Rates?
AI personalisation isn’t killing your reply rates on its own — but the shortcut version most teams are using, where a tool inserts a first name and a scraped headline into a template and calls it “personalised,” absolutely is. Prospects can tell the difference between a message written about them and a message merely addressed […]
Multichannel Outreach Benchmarks: What ‘Good’ Looks Like in 2026
Most B2B teams still run LinkedIn, email and phone as three separate efforts with three separate owners, which is why prospects get a LinkedIn message on Monday, a near-identical cold email on Wednesday, and nothing else — when a genuinely multichannel sequence, where each touch references the last and channels are timed to reinforce rather […]
Referral Selling for Professional Services: How to Build a System That Works
Referral selling turns your best clients into an unpaid sales team: the fastest, cheapest, and highest-converting new business channel most professional services firms and agencies systematically under-invest in, because it feels less controllable than outbound. Built properly — with a defined trigger moment, a specific ask, and a simple tracking system — referrals can produce […]
Cold Email vs LinkedIn Outreach: Which Fits Your B2B Motion?
For most UK B2B agencies and consultancies, the honest answer is: use both, but let LinkedIn open the door and let email carry the follow-through — cold email still wins on scale and predictability, while LinkedIn wins on trust and reply quality, and a sequence that blends the two consistently outperforms either channel run alone. […]
GDPR for LinkedIn Outreach: A Practical Playbook for UK B2B Teams
GDPR doesn’t ban LinkedIn outreach or cold email in a B2B context, but it does set clear rules for how you can do it: you need a documented lawful basis (almost always “legitimate interests” for B2B), you need to collect only the data you actually use, you need an easy and honest way for people […]
Objection Handling in B2B Sales: A Framework for Handling Any Pushback
Objections in B2B sales aren’t rejections — they’re the buyer thinking out loud about the risk of saying yes, and the sales conversations that win are the ones that treat each objection as a request for more information rather than a wall to argue past. A simple four-step framework — acknowledge, clarify, respond, confirm — […]
LinkedIn Algorithm Explained: What Actually Drives Reach in 2026
The LinkedIn algorithm in 2026 optimises for one thing above all else: how long it can keep a viewer on the platform, which means it rewards content that generates genuine conversation in the first hour after posting far more than content that racks up passive likes over a week. Understanding that single priority — and […]
LinkedIn Sales Navigator: A Practical Playbook for B2B Prospecting
LinkedIn Sales Navigator earns its subscription fee only when you use its filters, alerts and lists to build a disciplined, repeatable prospecting workflow — most teams pay for the tool but never build the process around it, which is why it so often gets written off as “just LinkedIn with extra steps.” TL;DR: Sales Navigator’s […]