LinkedIn Prospecting and Personal Branding

This unit develops practical social selling skills on LinkedIn, focusing on efficient prospecting, profile optimization, consistent content engagement, and network management. Students will learn to use Sales Navigator, Boolean search, messaging templates, and time-blocked workflows to build credibility, accelerate outreach, and create a prioritized sales pipeline.

Learning Objectives

• Analyze LinkedIn data and network connections using Boolean strings and Sales Navigator filters to identify at least three prioritized prospect segments and channel partner opportunities
• Apply profile optimization and privacy controls (headshot, cover image, featured section, and post strategy) to create a cohesive personal brand that de-risks outreach and improves credibility against a checklist or peer review
• Demonstrate consistent social selling workflows by time-blocking prospecting activities, executing message templates and engagement tactics, and reporting pilot outreach metrics (connection acceptance, reply rate, and movement to next-step)
• Evaluate a dual prospecting strategy (slow relationship-building and fast outreach) and adapt channel/distributor approaches using monitoring data to produce a prioritized, actionable pipeline plan