The Rule of Seven For LinkedIn Sales Navigator | Josh Shirley - 1988

The Rule of Seven For LinkedIn Sales Navigator | Josh Shirley - 1988

From The Sales Evangelist by Donald C. Kelly

March 27, 2026 · 29 min · Episode 1988

About this episode

Josh Shirley discusses the effective use of LinkedIn Sales Navigator for lead generation and referrals.

I’m a big believer in LinkedIn Sales Navigator, and that’s why I’m revisiting episode 1827 . Josh Shirley from Sandler joined me to share how to use the tool effectively and get real results. Josh Shirley’s Background Josh Shirley is a sales professional with Sandler, a well-known sales training organization. He works with sales leaders who want a structured system that delivers predictable results. Sandler’s approach gives sales professionals the foundation they need to perform effectively from the start. Referrals: The Gold Standard of Leads Josh shares personal experiences about how structured approaches to request referrals can significantly enhance lead generation. Using the LinkedIn Rule of Seven Josh explains that for every seven LinkedIn connections, there’s typically one person willing and able to refer you. It’s a simple concept, but it can completely change how you approach outreach. There are a few ways to apply it depending on your goals. If you’re covering a broad territory, you can use one connection to open the door to many referrals. If you’re targeting a specific account, multiple connections can help you get closer to the right person. And in some cases, it’s…

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