This unit introduces LinkedIn as a strategic platform for digital sales, prospecting, and personal branding. Students will learn to map a LinkedIn-centered sales ecosystem, identify and prioritize decision-makers and influencers, audit and optimize their profiles, and craft personalized engagement that warms cold outreach and generates inbound leads. It prepares learners to execute reproducible outreach sequences and to measure early engagement outcomes in subsequent units.
Learning Objectives
- Analyze LinkedIn’s role within a modern B2B sales ecosystem and construct a pipeline strategy tailored to a selected industry or ICP
- Evaluate and identify decision-makers and key influencers using free LinkedIn search techniques, job-change signals, and existing connection data to produce a prioritized prospect list
- Apply a personal branding audit to optimize ‘above the fold’ profile elements and revise the About section using the Five S Framework to increase visibility and trust
- Demonstrate best-practice outreach and engagement by drafting at least three personalized connection invitations and an initial BTN-based engagement sequence that leverages reciprocity and multi-threading
Curriculum
- 1 Section
- 42 Lessons
- 30 hours
Expand all sectionsCollapse all sections
- Unit 1 — Foundations of LinkedIn Prospecting42
- 1.1Why LinkedIn, Why Now20 mins
- 1.2A Vibrant Sales Ecosystem20 mins
- 1.3This Is a “Fill Up the Pipeline” Book20 mins
- 1.4We Meet You Where You Are20 mins
- 1.5Fast20 mins
- 1.6Go Where the Money Is20 mins
- 1.7Inbound Leads20 mins
- 1.8LinkedIn Post Engagement20 mins
- 1.9LinkedIn Free Version Notifications and Manual Job Change Search20 mins
- 1.10Free Basic LinkedIn Search20 mins
- 1.11The Sledgehammer Approach Is Dead20 mins
- 1.12Warming Up the Cold Call20 mins
- 1.13The Good20 mins
- 1.14The Familiarity Threshold20 mins
- 1.15A Gradual Process20 mins
- 1.16Randomness Is the Enemy of Effectiveness20 mins
- 1.17Set Clear Objectives and Activity Goals20 mins
- 1.18It’s More Personal Than Email20 mins
- 1.19The BTN Methodology20 mins
- 1.20The Heart of It All20 mins
- 1.21Decision‐Makers and Key Influencers in Your ICP20 mins
- 1.22Get a List of Your Current Connections20 mins
- 1.23Opportunistic by Design20 mins
- 1.24Generic, Spammy, and Forgettable20 mins
- 1.25Build a Foundation of Trust One Brick at a Time20 mins
- 1.26Evaluate Each Invitation Carefully20 mins
- 1.27The Law of Reciprocity20 mins
- 1.28The Benefits of Multi‐threading20 mins
- 1.29Social Proximity at Work20 mins
- 1.30Look at Mutual Connections on Their Profile20 mins
- 1.31A Level Playing Field20 mins
- 1.32Start Your Personal Branding Journey with an Audit20 mins
- 1.33Grabbing Attention Above the Fold20 mins
- 1.34Step 7: Tell Your Story in the About Section20 mins
- 1.35People Don’t Like Change20 mins
- 1.36Selling in an Ocean of Sameness20 mins
- 1.37The Five S Framework20 mins
- 1.38Posting Original Content Gains More Visibility20 mins
- 1.39Be Aware and Know Your Space20 mins
- 1.40The Five Elements of Magnetic Content That Stops the Scroll20 mins
- 1.41The Two Algorithms at Play20 mins
- 1.42Practice the 10:1 Method20 mins
Instructor
Free
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