This unit equips learners to convert a professional LinkedIn presence into a repeatable system for prospecting, relationship-building, and referral generation. Students will refine profile elements, apply targeted outreach frameworks, integrate LinkedIn with CRM and Sales Navigator tools, and practice habits that increase visibility and cumulative impact.
Learning Objectives
- Analyze a LinkedIn profile and activity feed to identify at least five specific improvements to headline, contact information, experience, education, certifications, skills, recommendations, and activity that will strengthen professional brand and prospecting effectiveness
- Apply targeted prospecting and outreach methods (including the Four‑Step InMail framework, tagging, lists, GEAR introduction, and Sales Navigator ‘Best Path In’) to design and document a multi‑step outreach sequence for at least three high‑intent prospects
- Demonstrate relationship‑building and network activation techniques by initiating and tracking at least five meaningful connections or introductions, including identification of two potential referral partners or connectors
- Evaluate an integrated LinkedIn workflow (content cadence, CRM integration, relationship mapping, and engagement metrics) and revise it to meet specified engagement targets using the Law of Cumulative Impact and a ‘no zeros’ mindset
Curriculum
- 1 Section
- 41 Lessons
- 30 hours
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- Unit 4 — LinkedIn Activation and Networking41
- 1.1Credibility Sections20 mins
- 1.2Feeding the Stream20 mins
- 1.3Note20 mins
- 1.4Comments with Substance20 mins
- 1.5Note20 mins
- 1.6High‐Intent Prospects20 mins
- 1.7How to Add Contact Information to LinkedIn Lists20 mins
- 1.8Tagging Your Prospect in Posts20 mins
- 1.9The Four‐Step InMail Prospecting Framework20 mins
- 1.10Treat LinkedIn Like a Key Sales Activity, Not an Afterthought20 mins
- 1.11Integrating LinkedIn Messaging with Your CRM20 mins
- 1.12The Law of Cumulative Impact20 mins
- 1.13Referral Partners and Connectors20 mins
- 1.14Withdrawing a Connection Request20 mins
- 1.15Build a Network That Works for You20 mins
- 1.16A Systematic Approach to Making People Feel Important20 mins
- 1.17Sales Navigator’s Relationship Mapping20 mins
- 1.18Define the Brand You Want to Build20 mins
- 1.19Step 4: Headline20 mins
- 1.20Step 10: Check Your Activity Section–Are You Showing Up or Sitting Out?20 mins
- 1.21Step 11: Build Out Your Experience20 mins
- 1.22The LinkedIn Edge All Comes Down to Showing Up20 mins
- 1.23Define Clear Objectives for Each Session20 mins
- 1.24Something Is Better Than Nothing20 mins
- 1.25Industry Thought Leaders and Experts20 mins
- 1.26Connector Currency20 mins
- 1.27“Best Path In” on Sales Navigator20 mins
- 1.28Step 5: Name Pronunciation and Elevator Pitch20 mins
- 1.29Step 12: Optimize Your Education Entries20 mins
- 1.30Prioritize Engagement Over Passive Scrolling20 mins
- 1.31Adopt a No Zeroes Mindset20 mins
- 1.32Colleagues and Internal Team Members20 mins
- 1.33The GEAR Introduction Request Framework20 mins
- 1.34Step 6: Make It Easy to Contact You20 mins
- 1.35Step 13: Add Licenses and Certifications That Mean Something20 mins
- 1.36Workflow Where It Makes Sense, but Keep It Personal20 mins
- 1.37Align Your Network to Your Sales Objectives20 mins
- 1.38A Powerful Interconnected Ecosystem20 mins
- 1.39Step 14: Skills and Endorsements20 mins
- 1.40Step 15: Get Recommendations20 mins
- 1.41Note20 mins
Instructor
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