Prospecting on LinkedIn: Interactive Template for a 20-Minute Sales Session

Question

Pulse RevOps · The Machine · Accepted Answer

![Prospecting on LinkedIn: Interactive Template for a 20-Minute Sales Session](https://skylead.io/wp-content/uploads/2024/01/LinkedIn_Prospecting-Cover-visual.png)

### Direct Answer

This 20-minute sales training session provides a ready-to-run template for using LinkedIn to prospect effectively. It focuses on three core activities: optimizing your profile for credibility, crafting personalized outreach messages, and leveraging Sales Navigator for targeted searches. The session includes timed activities, verbatim scripts, and two visual diagrams to reinforce key workflows. By the end, participants will have a clear, repeatable process for generating qualified leads via LinkedIn in under 20 minutes per day.

## 1. Profile Optimization (3 min)

**Goal:** Ensure your LinkedIn profile passes the "10-second trust test" for prospects.

**Script (read aloud):** "Your profile is your digital handshake. If a prospect lands on it and sees a generic headline, no banner, and a sparse 'About' section, they click away. Let's fix that in three steps."

**Action Items:**
- **Headline:** Replace "Sales Manager at X" with a value statement. Example: "Helping B2B SaaS companies reduce churn by 20% using data-driven onboarding."
- **Banner:** Use Canva to create a banner with your company's logo and a tagline like "Trusted by 50+ Revenue Leaders."
- **About Section:** Write a 100-word summary that uses **MEDDPICC** language. Example: "I focus on deals with clear **Metrics**, **Economic buyers**, and **Decision criteria**."

**Verification:** Each participant opens their profile and checks these three elements. If missing, they write a one-sentence fix.

## 2. Sales Navigator Setup (4 min)

**Goal:** Configure **Sales Navigator** filters to find high-fit prospects in under 60 seconds.

**Script (read aloud):** "Stop scrolling the feed. Use Sales Navigator's 'Lead Filters' to narrow your search. Here's the exact setup for a SaaS company targeting VP of Sales at firms with 50-200 employees."

**Filters to Apply:**
- **Function:** Sales
- **Seniority:** VP, Director, Head
- **Company Size:** 51-200
- **Geography:** United States (or your target region)
- **Keywords:** "Revenue Operations" OR "Sales Enablement" OR "MEDDIC"

**Action:** Participants open Sales Navigator, apply these filters, and save the search as "Hot Prospects - [Month]." They should see at least 50 results.

## 3. Message Crafting (5 min)

**Goal:** Write a short, personalized InMail or connection request that gets a 40%+ response rate.

**Script (read aloud):** "Generic messages get deleted. Use the **Challenger Sale** approach: teach, tailor, and take control. Here's a template that works for me."

**Template (verbatim):**
```
Hi [First Name],

Noticed you're leading [Company]'s sales team. I recently helped a similar firm reduce their sales cycle from 90 to 60 days by implementing a MEDDPICC scoring system.

Would you be open to a 10-minute call to see if this fits your team?

Best,
[Your Name]
```

**Key Elements:**
- **Personalization:** Reference their role and company.
- **Value Proposition:** Mention a specific outcome (e.g., "reduce sales cycle").
- **Low Friction:** Ask for 10 minutes, not a demo.

**Action:** Each participant writes one message using this template for a prospect from their saved search. They paste it into a shared doc for peer review.

## 4. Connection Strategy (3 min)

**Goal:** Understand the sequence: connect, then message, then engage.

**Script (read aloud):** "Don't send a pitch in the connection request. Send a connection with a short note, then follow up with your message after they accept. This doubles your reply rate."

**Sequence:**
1. **Day 1:** Send connection request with note: "Hi [Name], impressed by your work at [Company]. Would love to connect."
2. **Day 2-3:** After acceptance, send the InMail from Section 3.
3. **Day 7:** If no reply, engage with their posts (like, comment) once before a second follow-up.

**Diagram 1: Connection Workflow**

```mermaid
graph TD
    A[Identify Prospect] --> B[Send Connection Request with Note]
    B --> C{Accepted?}
    C -->|Yes| D[Send Value-Based InMail]
    C -->|No| E[Wait 7 Days]
    E --> F[Engage with Content]
    F --> G[Send Second Request]
    D --> H{Reply?}
    H -->|Yes| I[Schedule 10-min Call]
    H -->|No| J[Engage with Content for 2 Weeks]
    J --> K[Send Final Follow-up]
```

## 5. Activity Tracking (3 min)

**Goal:** Measure your prospecting activity using **Clari** or a simple spreadsheet.

**Script (read aloud):** "What gets measured gets done. Track three metrics: connections sent, replies received, and meetings booked. Aim for 10 connections per day, 4 replies, and 1 meeting."

**Template:**
- **Tool:** Create a Google Sheet with columns: Date, Prospect Name, Company, Connection Sent (Y/N), Reply (Y/N), Meeting Booked (Y/N).
- **Target:** 50 connections per week = 10 meetings per month (based on a 20% conversion rate).

**Action:** Participants set up this tr

Prospecting on LinkedIn: Interactive Template for a 20-Minute Sales Session

Direct Answer

1. Profile Optimization (3 min)

2. Sales Navigator Setup (4 min)

3. Message Crafting (5 min)

4. Connection Strategy (3 min)

5. Activity Tracking (3 min)

6. Roleplay & Feedback (2 min)

FAQ

Sources

Prospecting on LinkedIn: Interactive Template for a 20-Minute Sales Session

Direct Answer

1. Profile Optimization (3 min)

2. Sales Navigator Setup (4 min)

3. Message Crafting (5 min)

4. Connection Strategy (3 min)

5. Activity Tracking (3 min)

6. Roleplay & Feedback (2 min)

FAQ

Sources

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