How Sales Leaders Are Using LinkedIn to Build Their Own SQL Machine
Surviving Sales Leadership · 2026-05-28 · 37 min
Episode notes
Most sales leaders treat LinkedIn as a brand exercise. Post a few times a week, get some likes from colleagues, move on. But the reps who are actually self-sourcing pipeline are using it completely differently - they're building their own SQL machine, turning engagement signals into warm conversations before they even pick up the phone. Download the Modern Revenue Leader's Sales Coaching Manual Will Aitken built his entire outbound motion around LinkedIn across three different companies. Niraj Kapur has done 220+ videos and converts inquiries directly from them. Between them and host Tom Boston, there are over 170,000 LinkedIn followers on this episode. In this episode, Will and Niraj sit down with our host Tom Boston to get into what that actually looks like in practice - the content strategy, the video outreach, and the personal vs professional balance that most reps get wrong.