Last week we discussed how to kick-start your sales by getting back to basics and doing the one thing that would build your pipeline fast.

Today I want to share with you one activity you should be doing in the afternoon to not only attract inbound leads but will also give you the needed mental break sales people need from outbound dialing. And oh yea, it’s a great way to help you to consistently make your sales quota.

Enter: LinkedIn Groups

Assuming you are already familiar with the SALES 2.0 World of tools such as Twitter and LinkedIn and your LinkedIn profile is up to date, the next step is to join specific “groups”.

LinkedIn Groups are a great way to not only get sales advice from other peers (there are numerous sales groups you can join such as: Inside Sales Buzz, Sales Gravy, Inside Sales Experts and Sales 2.0 to name a few) but there are other “niche” groups that are stocked full with your targeted prospects.

For example...

Let’s say you sell Law Practice Software (CRM for Attorney’s)

How would you like to be part of a group that has 2,350 active members who practice law and could use your products / services? That’s what you would get if you joined the Solo Attorney Practitioner's Forum LinkedIn Group.

But what if your targeted audience is even a little more specific than just “attorney’s”… maybe you only help Environmental Attorney’s… Would a group of 1,143 members in a group specific to Environmental Law be helpful? Then join the Environmental Attorneys Group.

Starting to get the picture? There are groups for just about every niche.

And when you are a member of these groups, taking a few minutes every afternoon to view the chatter (discussions) going on, you may find a few opportunities to jump into the conversation and help out. Which allows you to get on your targeted audiences "radar". And as your online reputation builds, so will your pipeline.