LinkedIn Prospecting: 19 Best Practices For 2022

LinkedIn Prospecting: 19 Best Practices For 2022

LinkedIn prospecting or LinkedIn sales prospecting is the process of targeting and building meaningful business relationships with LinkedIn members with the goal of converting them into customers.

Currently, LinkedIn has 810 million users in more than 200 countries among which over 63 million decision-makers. In the history of B2B Sales and Marketing, it has never been easier to find anyone you want in one place. 

However, in 2022, this situation has become a two-edged sword. There are so many “fish in the sea”, so to say, that finding that ideal business that would benefit from your services the most and in the right way has become challenging. Furthermore, handpicking leads among many decision-makers using the platform sometimes seems like a mission impossible. And don’t even get me started on the struggle of standing out in someone’s Inbox!  

(Un)fortunately, these are all prerequisites for quality LinkedIn prospecting. With this blog, we would like to help you enhance your lead generation by revealing the following 19 lesser-known practices for top-notch sales prospecting. 

You’ll learn: 

  • How to define your ICP before starting the LinkedIn prospecting process and why it matters. 
  • 19 lesser-known LinkedIn sales prospecting hacks that should become your go-to for 2022. 

Define Your ICP

Ideal Customer Profile is a list of attributes that your best customers from a specific market segment have in common. 

Why you absolutely must define your ICP

Defining your ICP before moving on to LinkedIn prospecting or any kind of prospecting at all helps you focus your efforts on pursuing specific accounts that are more likely to convert instead of pursuing a broader number of leads. By narrowing down your Ideal Customer Profile as much as possible, you’re generating opportunities that will make you hit your revenue quota faster and more often. 

Furthermore, you are able to adjust (personalize) your marketing to a particular group of customers. This can refer to your content, website, ads, landing pages, and similar. Once you define where your leads are majorly active, you get to decide which channel to use most and what to invest less into. Additionally, you are able to figure out your Marketing Qualified Lead criteria. MQL criteria help you define if the leads that you generate should be nurtured or transferred to sales. 

So, how do you do it? 

4 simple steps to define your ICP 

Single out your target companies first and then outline the decision-makers within. 

#1 Take into consideration the sub-industry. This helps you create a better list of prospects and update your positioning and value proposition accordingly.

#2 Investigate the location of your ICPs. You will be able to adjust your schedule, customer support working hours, holidays, and avoid these surprisingly common business mistakes. 

#3 Define the amount of revenue your best customers bring to your business. 

#4 Highlight your top 5 current customers that you’d like to replicate if you could and outline their positives and negatives.

That’s your ICP. 

If you need a detailed guide on what an ICP is, the difference between an ICP and Buyer Persona, and downloadable ready-to-use templates, check out 4 Easy Steps To Create ICP For Lead Generation and 6 Key Steps To Creating A B2B Buyer Persona.

19 LinkedIn Prospecting Best Practices For 2022

Here are 19 lesser-known LinkedIn prospecting practices that will award you qualified leads in 2022. 

#1 The “People Also Viewed” Feature

The “People Also Viewed” feature displays a list of profiles that other members also viewed based on a variety of factors, such as similarities in job titles and industries. LinkedIn determines that algorithmically, based on the viewing habits of other LinkedIn members. Therefore, it doesn’t necessarily mean that you personally ever viewed those profiles, that they ever viewed you, or that you have any connection relationship to them (although you might). The list contains up to 10 entries. It is displayed on the right. Make sure you don’t confuse it with the “People you may know” feature (see below), which is also one of the best practices for the 2022 LinkedIn prospecting

The “People Also Viewed” feature is turned on by default and it can pop up anytime you open a profile of your 2nd or 3rd-degree connections. 

This is where you find the “People Also Viewed” section. 

#1 Search your ideal lead by keyword for example or any other filter you find suitable.

People Also Viewed Step 1 LinkedIn

#2 Pick a lead of your interest. Check “People Also Viewed” on the right. 

People Also Viewed Step 2 LinkedIn


The “People Also Viewed” feature works well for lead generation because, as mentioned above, the LinkedIn algorithm shows members who probably have the same or similar titles and work in the same or adjacent industries

Once you’ve targeted leads who match your Buyer Personas, this is an easy way to expand your list and still stay within your target throughout your LinkedIn prospecting. 

#2 The “People You May Know” Feature

The “People You May Know” feature suggests LinkedIn members for you to connect with based on commonalities between you two, as well as contacts you’ve imported from your email and address book. 

LinkedIn recommends members who may have shared connections, have similar profile information such as experiences, company, industry, or might have attended the same school, all of which is useful information for LinkedIn prospecting.  

The principle is the same as above. Once you open your lead’s profile, on the right you’ll find first either  “People Also Viewed” and then “People You May Know” down below or just one of these.

Here’s how it looks. 

People You May Know LinkedIn

The “People You May Know” is excellent for building your professional network but also for getting in touch with members with whom you have mutual connections. This can be an excellent way to personalize anything from a Connection Request to a conversation-starter message. Mentioning someone you both know straight off the bat increases your chances of getting accepted by 83%. 

Also, the better your LinkedIn profile is optimized, the algorithm will suggest members that more accurately fit your lead preferences. 

#3 Follow Job Changes On Your Feed

If your 1st-degree connection changes job, you will get a notification regarding

Starting New Job Position LinkedIn notification

If it’s your 1st-degree connection, it will show up in your feed as well. If your 2nd-degree connection changes jobs and the mutual connection reacts to it or posts a comment, you will see it in your LinkedIn feed.

Starting New Job Position LinkedIn Feed

Don’t ignore it, especially if the LinkedIn member moved to a position of your interest lead-generation-wise. Why is that? Why “hunting” these newbies to certain positions can be so beneficial for your LinkedIn prospecting? 

Let’s say this person got promoted to Head of Sales and you sell a Sales Engagement Platform. New leaders are more prone to changes, they are hungry for novelties and innovative solutions. This is an excellent opportunity to approach them and speak about your service and product. 

Here’s a template that you can use or get inspired for this 2022 LinkedIn prospecting hack. 

LinkedIn Message Template

Hello Joshua, 

Congratulations on your promotion to Head of Sales! That’s so exciting. 

I am sure that your goal is to improve the quality of your leads and to speed up the entire lead generation process. This is exactly the reason for my outreach. We’ve built a tool that not only puts annoying sales tasks to autopilot but also ensures multiple paths to your leads. Yours is only to build meaningful relationships and close the deal. 

I would love to have the opportunity to introduce you to all the benefits of Skylead. How does this sound to you?

Best, 

Steven

#4 The “New Job Position” Alert

This hack can be your long-term practice for LinkedIn prospecting to collect quality leads. Once you set the alert, you will be receiving emails and notifications on LinkedIn regarding each new job posting that fits your parameters. 

The “New Job Position” alert is not only useful for recruiting agencies that can offer their services once they see that certain positions are required. New job positions can be an indicator of a company’s expansion, additional money invested into that department, or of demand due to higher requests for the company’s product or service. In any case, it’s a positive indicator and a direct invitation for you to get in touch. 

This is how you set the “New Job Position” alert on LinkedIn. 

#1 Write in the search bar the job position or a keyword you wish to get altered for and then click “Jobs”. Let’s say you are interested in the “Sales Manager” position opening. 

New Job Alert LinkedIn Step 1


#2 Set up the location (mandatory) and use any other filter under the “All Filters” option that will get you as close to your target customers as possible.

New Job Alert LinkedIn Step 2

#3 Here you have two options. 

You can either go ahead and turn the alert on. LinkedIn will notify you of any, in this case, Sales Manager position in the London area that matches your other filters as well. 

New Job Alert LinkedIn Step 3 Turn Alert On

On the other hand, if you already have a list of companies that you would like to set alerts for, you can manually insert them here. This way, you will create job alerts for those companies only. Maybe those are your ICPs and/or you already got in touch with someone working there. 

New Job Alert LinkedIn Step 4 Company

#4 Once you’ve set everything, turn the alert on, just like above. Make an alert for each company or a single alert for multiple companies. 

This way, you will be regularly notified if specific companies open your target job openings, or if any company on LinkedIn announces a job opening that matches your criteria. 

As mentioned above, you will be regularly alerted via email and LinkedIn notifications when the companies you entered open positions you specified. This is a long-term LinkedIn prospecting hack where you set an alert and follow job openings for as long as you need it. 

#5 Target Specific Job Openings

This LinkedIn prospecting hack implies doing a job opening search, adding companies into a spreadsheet, and then finding decision-makers within and reaching out to them. It includes companies that have certain job openings at the moment of your search. In comparison to the previous hack that is more of a long-term solution (you set the alert and wait), here you will work with the search results that you get right away. 

This is how you find leads through targeting specific job openings. 

#1 Put in the keyword in the LinkedIn search engine. For example, search for a “Sales Manager”. Set all filters to get as close as possible to your ICP. 

Add each company (or handpick your target companies) manually into a spreadsheet. Then, find decision-makers within these companies and reach out to them.

#6 Target Your Competitor’s Network

If guided by the saying that in love and, well, sales, everything is fair, go ahead and target your competitor’s network. This is an easy way to get qualified leads since they obviously need and are already using a product or service like yours. It can be a pretty fruitful sales prospecting hack, if you are careful about the way you approach them and how you start the conversation. 

In these two blogs, you will find several examples of how to introduce a sales-oriented conversation to someone who’s your competitor’s client or simply how to pitch your product to someone you don’t know on LinkedIn.  

In the meantime, let me show you how to target your competitor’s network. 

For this LinkedIn prospecting hack, you need to be connected with your competitor on LinkedIn. It can only be done for your 1st-degree connections. 

Option 1 Go to your competitor’s LinkedIn profile and find his connection list. 

#1 Go to your competitor’s profile and click on their connection list. 

Target Competitor's Network LinkedIn Option 1 Step 1


#2 Once you click as above, you will be able to filter your leads even further. This is when you can handpick them or copy-paste the link of your final search result if you’re using a Sales Engagement Platform for your outreach. 

Target Competitor's Network LinkedIn Option 1 Step 2

Option 2 Search for your competitor’s connections through LinkedIn filters. 

#1 Type in a keyword into the search bar or run a blank search. Click “All filters”. 

Target Competitor's Network LinkedIn Option 2 Step 1

#2 Scroll down to the “Connections Of” filter. You can target one competitor or multiple competitors’ connections. Filter further your search result by using other LinkedIn filters. 

Target Competitor's Network LinkedIn Option 2 Step 2

#7 Reach Out To People Who Endorsed Your Competitor Or Buyer Persona

People tend to attract (and endorse) others like themselves. When it comes to lead generation, this can work to your advantage. Whether it’s your Buyer Persona or your competitor’s clients endorsing them for different services, pay attention to the “Skills” section of your target lead. 

#1 Scroll all the way down your lead’s profile. 

Check Lead's Endorsements LinkedIn Step 1

#2 As you may see from the picture above, there’s a total number of people who endorsed your target lead for a certain skill. LinkedIn automatically shows only those who are categorized as “highly skilled”. When you have many connections that endorse you for a particular skill, LinkedIn marks you as “highly skilled”. Click on the link marked above. 

This is how it looks. 

Check Lead's Endorsement LinkedIn Step 2

You can target everyone from the list or just the individuals marked as “highly skilled”. They are most likely to be from the same industry or use the services of your target lead. 

However, endorsing someone on LinkedIn doesn’t have the same weight as writing a recommendation. The leads you find through the Recommendations section on LinkedIn (read more about it in the hack below) will most likely be of higher quality. It takes only a few seconds to endorse someone on LinkedIn – by just clicking the button. On the other hand, writing a recommendation on LinkedIn requires putting in some time and effort and also standing firmly behind your words, all of which making it a potentially “stronger” LinkedIn prospecting hack.

#8 Target Leads Who Wrote or Received A Recommendation

As mentioned above, writing a recommendation on LinkedIn requires putting in more time and effort. That’s why scrolling through your target lead’s profile and checking out LinkedIn members who wrote or received a recommendation can have more than a positive outcome for your sales prospecting. 

This is what the recommendation section looks like. We’ll show everything on the example of a received LinkedIn recommendation. 

LinkedIn members’ name, current title, and their relationship with your target lead is displayed. This way, you can understand their business relationship right away which is a big plus of LinkedIn prospecting.

Find Lead's Recommendations LinkedIn Step 1

You can check out both your lead’s recommendations and the ones your lead wrote for other people. 

Check Recommendations LinkedIn

When leaving recommendations, you need to specify the type of business relationships you had with that LinkedIn member, as well as the position you held at the moment. 

Find Lead's Recommendations Step 2

The type of relationship will be displayed together with your recommendation. 

Find Lead's Recommendations Step 3

#9 Target Members Who Commented Or Reacted To Your Buyer Persona’s LinkedIn Post 

Reaching out to LinkedIn members who commented or reacted to your (see below) or your Buyer Persona’s LinkedIn post turns out to be the most effective way of approaching people on LinkedIn. 

First, for the purpose of LinkedIn prospecting, make sure to target posts that are relevant to your business and that gather your target audience. 

Here are several ideas on the posts you could target. 

– Posted by people from the same industry who share your point of view or ways of doing business.

– Posted by people from adjacent businesses or your client industries.

– Shared by people whose posts target your Buyer Personas or encourage your Buyer Personas to comment or post. 

There are two ways to find your “perfect” LinkedIn post. 

Option 1 Find a LinkedIn member whose posts you want to target 

#1 Scroll down through their profile and check out the “Activity” section. Click “See all activity”. 

Find Lead's Posts LinkedIn Step 1

#2 Click “Posts” to see only content posted by that LinkedIn member. 

Find Lead's LinkedIn Post Step 2

#3 Choose a post that you want to target. If you are doing outreach manually, click here to see who reacted and commented on this particular post. 

Target People Who Reacted To LinkedIn Post

#4 If you are using a Sales Engagement Platform, this is where you copy a link to a post. Have in mind that the majority of Sales Engagement Platforms can target only members who reacted (not commented) to a certain post, which can still serve you for your LinkedIn prospecting.

Target People Who Reacted To A Post Sales Engagement Platform

Option 2 Find a LinkedIn post by using LinkedIn filters 

#1 Type in a keyword in the LinkedIn search bar. LinkedIn will list all posts containing that keyword. 

Find LinkedIn Post Step 1

#2 Filter your posts further if necessary. 

Find LinkedIn Post Step 2

Collect leads either manually or by using a Sales Engagement Platform like explained above. 

#10 Reach Out To People Who Reacted Or Commented On Your Post 

The main advantage of reaching out to people who reacted or commented on your post is the possibility of tailor-making your content to get certain members to engage. Posting content on LinkedIn turns out to be the most beneficial way of attracting the leads you want.

For the purpose of LinkedIn prospecting, when sharing posts or LinkedIn polls, make sure that they are well-aimed at your target audience. You can ask a question, start a discussion, compose your post in a way to find out what your leads expect from a product or service, write a teaser for your next release, and then scrape manually or by using a Sales Engagement Platform LinkedIn members who engaged with it

The process is the same as in the above LinkedIn prospecting hack Target Members Who Commented Or Reacted To Your Buyer Persona’s LinkedIn Post

#11 Make Full Advantage of a Boolean Search 

Boolean search allows you to combine words and phrases using the Boolean operators AND, OR, NOT to limit, broaden, or define your lead generation target. 

Both LinkedIn and Sales Navigator Filters support this type of search. 

Key instructions 

Make sure that the operators are always written in uppercase. If using more than one word, it needs to be quoted (i.e. “content writer” OR copywriter). If combining operators, use parentheses to define your expectations from the search engine (i.e. (“content writer” OR copywriter) AND writer).

AND finds leads that meet both criteria.

Boolean Search Boolean Operator AND

This search result will list all LinkedIn profiles containing both keywords. 

OR shows leads that meet one criterion or the other. 

Boolean Search Boolean Operator OR

This search result will list all LinkedIn profiles containing one or both keywords. 

Put NOT before the criterion that you would like to exclude from the search. 

Boolean Search Boolean Operator NOT

This search result will list all LinkedIn profiles that DON’T contain this keyword.

Advanced Search


(Copywriter OR Content) AND Management

This search shows profiles that contain one or both terms from the parentheses and management.

(Copywriter AND Content) OR “Content Management” 

This search finds profiles that meet either both of the criteria from the parenthesis or content management.

(Copywriter AND Content) NOT “Content Management” 

This search finds profiles that meet both criteria from the parenthesis but exclude those that contain content management. 

Here’s a full guide on LinkedIn Boolean Search with Boolean search string examples for quality LinkedIn prospecting.

#12 Target LinkedIn Event Attendees 

If you wish to target leads that attended a specific LinkedIn event, you need to start thinking about what events your ideal audience takes part in. Meaning, instead of shooting for webinars that enhance your knowledge, start thinking about where your leads gather. Not only can you find them “all at one place”, but attending an event of this kind gives you valuable insight into their problems, needs, and points of view on certain topics. Long story short, it’s more than just LinkedIn prospecting! 

To target event attendees on LinkedIn, you need to do next. 

Option #1 You can either pull out a past LinkedIn event you attended here. 

Find Past LinkedIn Events

Option #2 Run a blank search (or use a keyword) and then click “Events”. LinkedIn will list all future events containing that keyword. 

Find Events LinkedIn Option 2 Filters

#1 Choose the event and click attend. You cannot see the attendees unless you are attending or already attended an event. 

Attend LinkedIn Event

#2 If the event is organized by a LinkedIn member, the list of attendees will look like this.

LinkedIn Events See Attendees Organized By a LinkedIn member


OR

If the event is organized by a company, then like this. 

LinkedIn Events See Attendees Organized By a Company

You can target leads manually or use a Sales Engagement Platform to reach out.

Once you click the attendees’ link, you will be able to use other filters to narrow down your search. 

Here are detailed instructions with templates on How to Target Leads Attending a Specific LinkedIn Event. 

#13 Check Your Company’s LinkedIn Page Followers 

Who’s better to target than people who are not using your product or service, but are following your company page on LinkedIn? 

The reasons for following your company are numerous – maybe they are in the same or adjacent industries, interested to know more, are exploring different options for their business and they found you interesting, want to stay updated in case you come out with something they need, etc. 

The only way to find out is to approach them. 

Option 1 Check out your company page as an admin. 

#1 You need to be your LinkedIn’s company page admin to see the list of your followers here. 

Find Your LinkedIn Page Followers

This is what the followers’ list looks like. 

LinkedIn Company Page Follower Lists

Option 2 You can also use Sales Navigator Lead Filter for this. 

#1 Go to Sales Navigator Filters. Click “Lead Filters”.

Sales Navigator People Who Follow Your Company Page Step 1

#2 Choose the “Spotlight” filter. Click on “Leads that follow your company on LinkedIn”. Once you select this filter, you can use other filters to narrow down your search result and enhance your LinkedIn prospecting.

Sales Navigator People Who Follow My Company Page Spotlights Filter

#14 The “Viewed Your Profile” feature

People on LinkedIn have different reasons to view your profile. 

You appeared in their feed, their search results, came as recommended by someone, they were checking out your company’s website and saw you listed, you came out in the “People also viewed” or “People you may know” sections, you have mutual connections and many more. But it all comes down to some kind of interest and link between you two. And there is no better scenario than this when it comes to LinkedIn prospecting! 

Therefore, it wouldn’t be smart to miss an opportunity like this. Check their profile back and try to understand what you have in common. Reach out for the sake of networking if not lead generation, if you find this move to be reasonable. That is, you shouldn’t be trying to connect with everyone on LinkedIn. Not only would it seem weird, but the platform doesn’t encourage this behavior and might penalize you. 

This is where you can see who viewed your profile on LinkedIn. 

Option 1 Check your notifications. 

Viewed Your Profile LinkedIn Notification Option 1

Option 2 Check out the “Analytics” section right below the section containing your profile picture, name, headline, and other information. 

#1 Find the “Analytics” section. 

Who Viewed Your Profile LinkedIn Analytics Sections Option 2 Step 1

#2 Check out who viewed your profile. 

Who Viewed Your Profile LinkedIn Filters

“Interesting View” is a category of profile views that Linkedin’s algorithm assumes you’d be most interested in talking to. Aside from that, LinkedIn will categorize certain contacts according to their company, industry, occupation, etc. This categorization is unique to each profile and it can turn useful for LinkedIn prospecting. 

#15 Join LinkedIn Groups And Target Its Members 

Despite the fact that many Lead Generation experts claim that LinkedIn groups are dead, these can still offer a valuable insight into members of a specific industry. Basically, LinkedIn groups are already filters for themselves. Once you find one or more Buyer Personas inside of a LinkedIn group, you can always combine different hacks to get to other leads that are alike and are not members of the same group. Use Sales Navigator’s “View Similar”, or pay attention to the “People Also Viewed” section once you open their profile (more details on this LinkedIn prospecting hack above). 

If these communities are active, make sure you take some time and genuinely engage with them. Ask questions, offer advice, share your experience, answer and comment on posts. Aside from quality leads, you might gain valuable insights into your ICPs’ problems, needs, and room for improvement. 

Also, one big sales prospecting hack regarding LinkedIn groups, is that the platform allows you to send a direct LinkedIn message to each group member without being connected to them. 

But first, find a LinkedIn group of your interest. 

Option 1 – LinkedIn basic and Premium Users 

#1 Run a blank search or enter a keyword in the LinkedIn search engine. Use other available filters if needed. 

Find LinkedIn Groups

#2 Choose your ideal LinkedIn group and click “Request to Join”.  

How To Join LinkedIn Group

#3 Once accepted this is where you find the list of members. 

Where to See Members Of a LinkedIn Group

Option 2 – Sales Navigator Users 

If you have Sales Navigator, you can go ahead and find members of different LinkedIn groups through Sales Navigator Filters for higher-quality sales prospecting. Furthermore, unlike LinkedIn users, you’ll have the option to further narrow down LinkedIn group members to fit your search criteria even better. 

#1 Open Lead Filters

Sales Navigator Find Group Members LinkedIn prospecting hacks

#2 Scroll down to the “Groups” filter. Put in a keyword or the exact name of the LinkedIn group. 

Sales Navigator Filters Group Filter LinkedIn prospecting

#3 Sales Navigator will automatically suggest other similar groups. 

Sales Navigator Groups Filter Find Similar LinkedIn prospecting

Once you’ve chosen LinkedIn groups of your interest, use other Sales Navigator filters to narrow down your search results. 

Here is more information on How To Target LinkedIn Group Members

#16 Use InMails And Approach Open Profiles 

InMail is a direct message to or from a LinkedIn Member who is not directly connected with you. 

Many LinkedIn members don’t use this feature because they are not sure how. This is why we created A Complete Guide To LinkedIn InMail With Templates

We wrote about the following things regarding InMails. 

  • What are InMails and what they are used for;
  • How many InMail credits your plan has;
  • What is the difference between paid and free InMails; 
  • How to set up your profile to receive free InMails;
  • InMail Sales Templates. 

We advise you to use InMails as your last resource for your LinkedIn prospecting. Once your Connection Request has been pending for quite some time, and your lead is not answering your emails, InMail can be your way to go. 

You can send paid InMails to anyone on the platform. Once the lead answers, you get your credit back. 

You can send free InMails (up to 800 per month) only to members who have open profiles. 

This is how you know if someone is open to receiving free InMails. 

#1 Go to your lead’s profile (only 2nd and 3rd-degree connections). If you see a “Message” option even though you are not connected (sometimes, for 3rd-degree connections, you’ll have just the “Message” option without the “Connect” button), it means that this member’s profile is open for free InMails.  

LinkedIn Members Open Profile Step 1 send free InMail LinkedIn

#2 Click on the “Message” button. It will say that the message is free. 

LinkedIn Members Open Profile Step 1 send free InMail LinkedIn

If you use Skylead, our Sales Engagement Platform has the option of checking if your leads are open to free InMails as part of the sequence. You don’t have to do anything additionally. 

#17 Check Their Contact Info 

If your lead is not answering on LinkedIn, or you simply want to reach out via email, check their Contact Info. The “Contact Info” section is available only for your 1st-degree connections and it’s not always filled out. This is where you can find all contact info that your lead is willing to share. Sometimes it’s anything from their business email, their private email, phone number, company website, and sometimes is just their LinkedIn profile URL. Therefore, this section can be valuable for your sales prospecting on many levels (or not at all). 

This is where you can find the “Contact info” section.

Find Lead's Contact Info LinkedIn Step 1

In this case, we see our lead’s business email, company website, and even phone number. 

Lead's Contact Info Section

Some Sales Engagement Tools, such as Skylead, for example, collect this information for you and make your LinkedIn prospecting easier and faster. All you need to do is turn this button on before creating your sequence, and Skylead will collect all of your lead’s publicly available data that you can use at any moment. This is how this option works. 

Collect All Publicly Available Data Skylead

Also, speaking of business emails, Skylead finds and verifies your leads’ business emails. The process of verification being incorporated into a Sales Engagement Platform is not an insignificant detail, as sending emails to unverified email addresses can seriously harm your domain. That implies your emails are not being delivered to the main Inbox, which is more than often the main reason for low open and reply rates. 

#18 Use Sales Navigator

Needless to say that Sales Navigator is a must if LinkedIn is your main source of lead generation. With its 29 Lead Filters and 15 Account Filters, Sales Navigator helps you handpick your most ideal leads en masse in a matter of several clicks. 

Check out our complete guides on Sales Navigator filters in the links above to make sure you use this LinkedIn’s Advanced Search Platform to its fullest. Furthermore, we’ll list here several Sales Navigator Filter hacks that not many people know about, and which detailed instructions are included here.

  1. Use the Spotlights filter to see the latest happenings in your network or things you have in common with your leads. This filter is an excellent hack for personalizing your approach and getting higher acceptance and response rates;
  2. Apply the Boolean search;
  3. Exclude leads from search results. This way you can create Blacklists, as to avoid people you already talked to, competitors, or anyone else you don’t find suitable for your target lead generation;
  4. Create Lead Lists;
  5. Get real-time updates on your leads by using the Alert option;
  6. Define your ICP and then click “View Similar”. This way, Sales Navigator will list all LinkedIn company accounts from same or adjacent industries or that have something in common. This option can be a pretty valuable tool for LinkedIn prospecting as it finds other qualified companies based on the criteria you’ve set and it also gives you instant access to their decision-makers as well.

#19 Use the “Bell” feature

This is a practical (and pretty wise) LinkedIn prospecting hack that not many people know. Let’s say you found your ideal leads but are not sure how to approach them. It is a hit-or-miss opportunity or you are simply waiting for that perfect moment – whatever that might be. 

Use the “Bell” feature and you won’t miss it. Not only will you be at the right place and at the right time, but you will have an excellent way to personalize your approach. Furthermore, you’ll react in real-time. As soon as the notification appears, you are ready to go. Send your lead a message and attract their attention despite their crowded inbox. 

#1 Go to your lead’s profile. If you are not connected, click the “Follow” button first, and then turn the bell on. If they are your 1st-degree connection, just click the “Bell” button.

Turn on the Bell Icon

#2 You’ll get a notification each time your lead publishes something. It looks like this. 

Bell Icon Notification

To Sum Up

As much as some of these LinkedIn prospecting hacks might seem a bit time-consuming (‘cause, let’s be honest, we would rather not do anything manually), this is the only way to ensure qualified leads. You’d be far more productive if you handpicked people you wished to talk to than spending days in back-and-forth conversations with prospects just to end up finding out they were not the right person to talk to or their company was not really your target. 

The times of the spray-and-pray sales prospecting techniques are far behind us. Nowadays, we are blessed with different tools for data scraping, CRMs, Sales Engagement Platforms such as Skylead, and many others. But, these are here to make our lives easier, faster, and to improve the quality of our outreach while the quality of our leads we need to ensure ourselves. 

Try some (or all) of the above LinkedIn prospecting hacks and you’ll see a tremendous jump in your acceptance and response rates. Starting a business-oriented conversation on LinkedIn (or via email) with a complete stranger is not an easy task, but you already know that sometimes all it takes is that one reply to spiral up the sales process. And sometimes it can be just a matter of a well-written and well-timed Thank You message 😉

In the meantime, join our free demo, and see how Skylead can help you save time and money while ensuring that, one way or another, you get to talk that perfect lead! 

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LinkedIn Prospecting: 19 Best Practices For 2022
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