This unit teaches data-driven strategies for identifying, locating, and engaging target prospects on LinkedIn using ICP development, search filters, Boolean queries, and Sales Navigator features. Students will learn to optimize profiles and messaging, build consistent outreach sequences, organize connections, and apply time-blocking and relationship management techniques to cultivate long-term professional credibility and conversions.
Learning Objectives
- Analyze profile activity, engagement metrics, and qualitative signals to develop and refine an Ideal Customer Profile (ICP) for targeted LinkedIn outreach
- Apply LinkedIn search filters, Boolean search techniques, and Sales Navigator tools to identify and prioritize prospects in a defined buying window
- Demonstrate creation and implementation of targeted connection requests, multi-step outreach sequences, and time-blocked prospecting plans to nurture relationships and existing customers
- Evaluate LinkedIn profile elements, messaging performance, and outreach metrics to optimize long-term relationship building, credibility, and conversion outcomes
Curriculum
- 1 Section
- 42 Lessons
- 30 hours
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- Unit 2 — LinkedIn Prospecting and Relationships42
- 1.1Slow20 mins
- 1.2Analyze Data Points to Identify Your ICP20 mins
- 1.3Closed‐Lost Deals20 mins
- 1.4People Who Visit Your Profile20 mins
- 1.5Sales Navigator Search Filters20 mins
- 1.6Break Through the Noise with Sequencing20 mins
- 1.7Prospecting Lubrication20 mins
- 1.8The Bad20 mins
- 1.9Creating Fans Is a Slow Process20 mins
- 1.10Playing the Long Game20 mins
- 1.11Slow Prospecting on LinkedIn Is Hard Work20 mins
- 1.12Focus Your Plan on Targeted ICP Prospects20 mins
- 1.13Time Blocking for Consistency20 mins
- 1.14Why Doing “Just a Little Bit” Matters More Than You Think20 mins
- 1.15Be a Strategic and Targeted Networker20 mins
- 1.16Existing Customers20 mins
- 1.17Organize and Clean Your LinkedIn Connections20 mins
- 1.18Engineering Serendipity20 mins
- 1.19How to Write Effective Connection Request Messages That Get Accepted20 mins
- 1.20It’s Okay to Say No20 mins
- 1.21Play the Long Game and Be Consistent20 mins
- 1.22Relationship Explorer20 mins
- 1.23A New Level Playing Field20 mins
- 1.24Use LinkedIn Search and Filters20 mins
- 1.25Virtual First Impressions20 mins
- 1.26Step 1: Save Your Profile Before Editing20 mins
- 1.27About Section Examples and AI Prompts20 mins
- 1.28Emotional Baggage20 mins
- 1.29People Buy You20 mins
- 1.30A Steady Drumbeat of Credibility20 mins
- 1.31This Is Hard Work20 mins
- 1.32Tap into the Right Sources20 mins
- 1.33Creative Inspiration Is All Around You20 mins
- 1.34Know What You Want to Be Found For20 mins
- 1.35Avoid the Post and Ghost20 mins
- 1.36Running Fast and Slow20 mins
- 1.37Develop Your ICP20 mins
- 1.38Prospects in a Buying Window20 mins
- 1.39Boolean Search20 mins
- 1.40Key Elements of Effective Sequences20 mins
- 1.41Visiting Your Prospect’s Profile20 mins
- 1.42Do It Right or Don’t Play20 mins
Instructor
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