Harris Fanaroff

The people that have the most immediate success with us on LinkedIn have a few of the same qualities: 1. They’ve had a successful career of 10+ years so far 2. They’ve accomplished a lot but haven’t shared it publicly yet 3. They are willing to play the relationship long game 4. They have the resources to work their network and know it can transform their business 5. They care about people and know how to sell If you have all 5 of these, there is a 99% chance that we can help you get new sales from LinkedIn.

As a startup, what's your best tactic for getting deeper in with mid-market or enterprise sales? Curious to learn from those who have had success here.

@PadraicMcC Just threw him a follow

Follow mark. He’s great 🤘🏻

Headed to Boston on May 7th and have some time between 11 am and 2 pm. Who’s around and wants to meet up? Happy to share some ideas that’ll work for your organization around social selling and executive demand gen.

Going viral on LinkedIn doesn't actually generate new revenue. Your focus should be on something else. Here's the question we ask before we post anything: "If only ONE of your ideal customers sees this, would they find it valuable?" If the answer is yes, post it. If the answer is no, rewrite it. The posts that generate revenue aren't the ones with 50,000 impressions. They're the ones where the RIGHT person reads it and thinks, "This person gets my problem." One ideal customer who reaches out is worth more than 10,000 likes from people who will never buy from you. The majority of posts should be focused on helping that ONE person.

Distribution is the biggest differentiator in an increasingly AI world

I recently spoke with someone who shared something about AI and the "two job problem" that really has me thinking. AI was supposed to save us time. Instead, it gave us a second job. Here's what's actually happening: Employees using AI aren't gaining time back. They're spending it learning the tools, double-checking the output, and overseeing the work AI produces. So instead of doing one job faster, they're doing two jobs at the same speed. The companies getting AI right aren't the ones rolling out the most tools. They're the ones investing in training so their people can actually use them well. AI doesn't replace work. It shifts it. And if you're not helping your team navigate that shift, you're just adding to their plate. Definitely made me re-think our strategy for implementing AI at Linked Revenue.

Here are my AI Do's and Don'ts when it comes to content creation: Do’s: AI exists to help you. Especially if you use something like Claude or Copilot and it's in all of your calls, then it can be really valuable to help you come up with ideas for what you should write about. I think that a really good utilization of AI is asking, “Tell me something valuable from some of my calls this week.” That would be good content, and a good way to use AI for coming up with content. I really like it from another lens where you can tell it, “I know this topic will do well, and my post on this topic got a lot of engagements last time. What would be the 2.0 version of this that would be valuable for my audience?” I like AI to brainstorm and help to utilize what would make this more personal, more unique. Those are dos. Don’ts: Asking ChatGPT or Claude or whatever AI tool you use to just write you a LinkedIn post. It is going to be terrible and nobody's going to ever read it. Your post isn’t even coming from a real moment that happened to you or a unique thought you had. The fastest way to sound like everybody else is by using AI to write your posts.

The best way to add 3 new sales meetings to your calendar next week: - Think of a champion of yours (really happy client, family friend, someone who you know would pass you leads) - Go to LinkedIn, look at all of their most recent posts (could be from a year ago, doesn't really matter) - Scan through the likes/comments on that post - Identify someone who would be valuable for you to meet that liked/commented on one of their posts - Send this type of message to your champion "Hey Nick, I was just spending some time on LinkedIn and noticed you are connected to XXX person. Do you happen to know them and if so, would you be open to making an introduction? I have some ideas for their insurance that I think would be interesting (customize this). Happy to script an email if that would be helpful." Once Nick says yes, here's an email you can send to Nick to send to this prospect. "Hey XXX, hope you're doing well! A good buddy of mine just asked if you'd be open to connecting with him. He does great work with our insurance and I thought a conversation could be helpful. Let me know if you'd be open to an introduction and I can connect you two via email." - Go run this playbook for 3 champions and see if you can get a few sales meetings lined up for next week We are seeing a ton of success with this strategy right now.

If I were a soon to be college graduate looking to get a new job, here are 5 things I would do on LinkedIn: 1. Use Sales Navigator's free trial to map your alumni network. Filter by your school, your target city, and your target industry. I'd specifically target alumni in the city and industry I want to break into. You'll be surprised how many people show up that you never knew existed. Even a school like Florida State turned up 134 people in New York in insurance alone. 2. Don't limit your outreach to people in your exact role. Don't just segment by sales or your target function - reach out to anybody, because anyone can connect you. Once you get a foot in, they'll say "let me talk to the person who hires salespeople, this could be a good person for you." 3. Lead every message with your shared connection. Your first sentence should be your school. Something like: "Florida State new graduate, looking to get into insurance sales. Here's a little bit about my background. Would love to hear about your experience in the industry." You'll have by far the highest success rate with alumni. I'd potentially reply to someone who said they went to my school, versus a random person, I wouldn't reply. 4. A/B test your connection requests — with a note vs. without. Try 20 where you send a blind connection, then check three days later - whoever accepted, send them a message. Then try 20 where you include a note upfront and see which has a higher hit rate. For sales, I know connection with no message works better, then a week later, hit them with a message once you're already connected. That works better in sales. But for informational interviews? Test it. Let the data decide. 5. Never waste your InMail credits. This is inside baseball that most people don't know: You can click the InMail button and it'll send a message, but it goes to a different inbox that they never check. Don't use InMail credits. It's kind of annoying, but click View Profile and then send the connection request from there. Your response rate will be dramatically better. Graduation season is coming and your network is your biggest asset but start building it now.

We just signed our fifth GovCon client. After 3+ years of building a LinkedIn agency that works with B2B executives (insurance, HR tech, staffing, wealth management, consulting, etc.) the B2G space is quickly becoming one of our fastest-growing verticals. And that's not an accident. Here's what I'm seeing: Government contractors are waking up to the fact that LinkedIn actually matters for their business. Not just for recruiting. For winning contracts, building relationships with primes, and getting in front of the right program managers before an RFP even drops. I've lived in the DC area my entire life. I'm surrounded by defense companies, GovCon firms, and people building incredible technology for federal agencies. But for years, most of them were invisible on LinkedIn. $50M+ contracts. Real solutions for the DoD, the Air Force, the Navy. And their LinkedIn presence? A company page with 200 followers and a CEO who hasn't posted since 2019. That's changing fast. The smartest GovCon leaders are realizing what B2B executives figured out a few years ago: The people who win aren't the ones with the best proposals. They're the ones who are already known and trusted before the conversation starts. Five clients in and the pattern is clear: - The playbook works the same - build thought leadership, connect with the right people, turn cold into warm - The buyer persona just shifts - program managers and acquisition officers instead of CHROs and CFOs - The results come faster than expected - because almost nobody in this space is doing it well yet That last point is the real opportunity. In most B2B industries, LinkedIn is crowded. In government contracting? It's wide open. If you're a GovCon founder or BD leader and your team isn't active on LinkedIn, you're leaving relationships on the table. And in DC (and everywhere), relationships are everything. We're going deep on B2G this year. If you're curious about what LinkedIn can do for your pipeline, we'd be happy to talk.

"CEO thought leadership can drive $367M in value" Really strong article from Eleanor Hawkins on the value of Executive thought leadership and the power behind it. 100% agree and have seen this lead to so many incredible new business opportunities for the organization. axios.com/2026/04/09/ai-…

Trust and being a true expert in your niche will be so much more valuable in an increasingly AI world. Everyone can sent that same messages but whether someone has a connection to you will decide if they take the sales call.

If someone made a bug spray that actually worked, they’d be a trillionaire.

@NiklausFuller @TechSalesGuy Congrats my man, keep crushing it!

I quit my big consulting job to go solo 4 years ago. Here’s an update. Last year we were just shy of $5M in revenue. 74% gross margin. Over 50% EBITDA. Nearly $10M in cumulative bookings all time. 98% CSAT. No website for the first year. Started on Upwork. Built through an aggressive partner channel and by finding overlooked but world-class consultants before anyone else did. My superpower is recruiting. Year 2, we grew 4.5x. Year 3, growth normalized to 74% YoY — the base was just a lot bigger. We came into 2026 and booked $2.4M in Q1 alone — ahead of plan. We hired a VP of Sales in February and we’re targeting 60% growth this year. Lots to execute against, but it’s been an awesome ride so far. I’m not planning to add headcount anytime soon beyond that. The next hires will be AI talent focused on automating work we used to do manually. Every hire has to have an excellent client-facing personality — gone are the days of boring, grumpy, stuffy consultants. If you don’t have a personality, you don’t have a chance. That’s the new reality in professional services. How we deliver today looks nothing like six months ago. That’s because we built our own internal operating system — purpose-built for how we actually work, not how software vendors think we should. We did this inside the privacy tech market, which gives the playbook real depth and repeatability. We’re also considering the next chapter: finding good tech services businesses, acquiring them, and installing our operating model and AI tooling on top. Bootstrapped, profitable, good people — that’s the profile. There are a lot of well-run firms leaving margin and growth on the table because they never built the engine. They can’t quite figure out AI. We did. Now we want to use it.

I'll be in Boston on Thursday, May 7th and have a time block open between 11 am - 2 pm ET. I'd love to grab coffee/lunch with a Top Sales Leader, CEO, Head of Marketing, Chief Revenue Officer, or VC/PE who wants to better understand how to use LinkedIn as a business development channel. If you’re around and want to talk strategy, messaging, or how to turn LinkedIn into a steady stream of warm conversations, send me a message. Or tag someone you think would benefit. Looking forward to a few great conversations while I’m in town.

Here are 5 underrated Business Development moves that most people completely overlook: 1. Mine your post engagers before you ever send a cold DM. Every time you post on LinkedIn, people are raising their hand by liking or commenting. Instead of going straight to cold outreach, look at who's engaging with your content first. Send them a personalized message referencing the post they interacted with. It's the warmest "cold" outreach that exists and almost nobody does it consistently. 2. Use your best clients' LinkedIn engagement to find YOUR next prospect. Find your strongest client, referral partner, or champion. Look at who's engaging with THEIR posts. Cross-reference those people against your ideal customer profile. Those prospects are already pre-warmed by someone they trust, you just need to find the connection path. 3. Go back to companies that already bought once and ask them to buy again. If a company sent two employees to your event, bought one license, or used one service line, go back and ask them to expand. It's 10x easier to get a second yes from someone who already said yes once than to find a brand new customer. Most people are so focused on net-new that they forget the easiest revenue is sitting right in front of them. 4. Search your own LinkedIn DMs by keyword. Go into your LinkedIn inbox and search by a topic, book title, event name, or keyword related to what you sell. You'll find people who reached out months ago about something relevant, and never got a real follow-up. Those are warm leads hiding in plain sight. 5. Time a LinkedIn title change with your next post. When you update your LinkedIn title, it triggers a notification to your entire network. Most people change their title randomly and waste that visibility. Instead, time it with a strong post. You get the algorithm boost from the title change AND the content, double the eyeballs for zero extra effort. What's an underrated BD move that works for you? Would love to hear it below!

A few things I'm reflecting on this week: 1. Getting to the point where you can fire clients is an amazing place to be. 1b. That took me 3 years to actually get to this point. 2. Nothing better than working with amazing clients who appreciate the work that you do 3. In an AI world, replying quickly and showing that you care is a distinct competitive advantage 4. Meeting people in person changes relationships 5. How can we AI proof our business is something I think about 12 hours per day Just a few thoughts that came up for me last week... nothing AI generated about this post. Just spending time reflecting on what keeps coming up for me as I build Linked Revenue

Bawling my eyes out over here. Thank you Ovi.

@trentjhughes I have a friend doing this exact thing cal.com/ajith747/cactu…

Business idea: AI system that handles all booking, admin and marketing for roofing companies Charge $10,000 a month Get 100 roofing companies That's $12,000,000 a year Answers every call Books every job Sends every follow up Runs every ad Handles every review response Roofing is a $56B industry Most of these guys are still using whiteboards and voicemail

@LoganTGott Profile

I've built the perfect LinkedIn system ONLY using Claude. Most people treat their profile like a resume. Big mistake. Your LinkedIn profile is a sales page that works while you sleep. But here's the problem: You know your profile matters. You just don't know what to write or where to start. So I built something that fixes this: A complete set of Claude prompts that REVAMP your entire LinkedIn profile in under 30 minutes! Here's what's inside: → Bio Generator – turns your experience into a hook that stops scrollers → Banner Copy – the exact headline and layout that converts visitors → Link CTA – outcome-driven text that gets clicks (not "learn more") → Featured Section – a 3-slot funnel for every visitor stage → Skills Section – what to cut, keep, and add for credibility → About Section – the story structure that makes people reach out Each prompt asks you specific questions about your business, then writes the section for you in a code block. Ready to copy and paste. Want the full prompt set? 1. Connect with me 2. Comment "PROFILE" I’ll send it over soon!