LinkedIn Prospecting & ICP Development

This unit teaches slow, strategic prospecting on LinkedIn by refining Ideal Customer Profiles (ICP), leveraging Sales Navigator and Boolean search, and sequencing targeted outreach. Students will learn to optimize profiles and messages, organize connections, and use analytics and time-blocking to sustain consistent relationship-building that leads into advanced outreach and conversion tactics in subsequent units.

Learning Objectives

• Analyze LinkedIn signals (profile viewers, closed‑lost data, engagement) and Sales Navigator results to refine and prioritize an Ideal Customer Profile (ICP).
• Apply Boolean search, Sales Navigator filters, and relationship-mapping techniques to build targeted prospect lists and identify buyers in an active buying window.
• Demonstrate the ability to craft and sequence effective outreach (connection requests, follow-ups, and profile ‘About’ content) and measure acceptance and engagement rates to inform iteration.
• Implement time‑blocking, connection organization, and CRM/relationship‑management routines (including cleaning connections and tracking closed‑lost opportunities) to support consistent slow prospecting.