InMail: The Easiest LinkedIn Sales Navigator Strategy You’re Doing Wrong (And How to Fix It) | Donald C. Kelly - 1971

January 26, 2026·13 min·1 clip

How did a simple InMail campaign get a 33% response rate with only 1.5 hours of work?

This episode of The Sales Evangelist focuses on a specific, high-response strategy for using LinkedIn Sales Navigator's InMail feature. Host Donald C. Kelly, a sales trainer, argues that most professionals use InMail incorrectly by sending long, spam-like pitches. He presents a tested, simplified messaging framework designed to spark conversations rather than immediate sales. Kelly details a real campaign for his company's podcast guesting service, targeting company founders. The campaign used a simple subject line: "Podcast guest?" The message body asked a single question: if the prospect would be interested in a 15-minute conversation about securing a spot on a top 10 podcast in their niche. This campaign was sent to 31 targeted individuals. Within two days, it generated a 20% initial response rate, with 33% of recipients ultimately giving a favorable response, such as asking for more information or booking an appointment. The host emphasizes that this entire campaign required only about an hour and a half of work. A key insight is that the goal of the first message is not to book a meeting but to get any response, often a request for more details. Kelly advises sellers to identify a specific ideal customer profile and a simple, single-offering question that agitates a known pain point. He provides another example for a CRM seller, suggesting a subject line like "CRM change?" aimed at new marketing VPs. He argues that complexity kills response rates, especially since people often read messages on mobile devices. The strategy deliberately avoids mentioning company history, founder bios, or including links in the initial message. Kelly states that all qualifying information can come later, after the prospect's interest is secured. The episode frames this approach as an antidote to "lazy selling," where reps send information-dense pitches expecting a conversion. The tone is direct, educational, and enthusiastic, drawing from the host's personal experience and recent campaign data. Kelly's style is conversational but packed with actionable steps, positioning himself as a coach sharing a proven tactic. This episode is ideal for B2B sales professionals, founders, or marketers who use LinkedIn for lead generation and are frustrated with low InMail response rates. Listeners seeking advanced LinkedIn automation tactics or complex multi-touch campaign structures might find the content too foundational.

As heard by us

A practical LinkedIn InMail reset for B2B sellers who want replies before pushing for meetings.

Donald C. Kelly treats LinkedIn InMail as a disciplined outbound tool, not a shortcut for blasting calendar links at strangers. The episode centers on one useful correction: start with a specific reason to reply and a simple question, then use the response to earn the next step.

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Why you'd press play

You want a LinkedIn Sales Navigator message that earns replies without sounding like a pitch.

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