The document outlines strategies for leveraging LinkedIn to book meetings and optimize professional networks. Key tactics include optimizing Sales Navigator, creating curated lead lists, and engaging in meaningful conversations rather than direct pitching. The emphasis is on building relationships, staying relevant, and providing an opt-out option for recipients.

2. Leveraging LinkedIn
to Book Meetings
Processes & Tactics to Optimize your Professional Network

3. Agenda :
1. Optimizing Sales Navigator
2. Tactics for Successful Conversations

4. Optimize Sales Nav
1. Create curated lists of
leads
2. Stay updated on title
changes, job moves, etc.
3. Easily engage with
prospects who are active
on LinkedIn
4. Stay up-to-date on
account information

5. How to create a saved search

6. Lists give you tons of visibility

7. Lead & Account Alerts

8. Follow on LinkedIn...
• Your company’s content creators
• Your competitor’s content creators
• Industry thought leaders
• Relevant hashtags

9. Likes & Comments on posts = warm
lead

10. Tactics for Successful Conversations

11. Golden rule: Make it about them

12. Engage with a connection request + note
I actually don’t do this on
Sales Nav.

13. Avoid doing this.

14. And this.

15. Try
This:

16. Think of LinkedIn is a virtual business
happy hour

17. Connect & Pitch is taboo. Just talk.
• Ask them about their last LinkedIn post
• Their job change
• The sports team they follow
• The hobbies they list in their About section
• The authors they read
• The job posting they just shared
• The article they just commented on

18. Give them an opt out

20. If your message didn’t land… try video

21. Here’s the video...

22. Takeaways :
1. LinkedIn is a long play
2. Be relevant to the now
3. Focus on conversations - not
pitching
4. Give prospects opt outs if you do
pitch
5. Don’t spam.
6. Seriously, don’t spam.