2-Day Course Outline and Scheme of Work: Prospecting Pro: Maximise LinkedIn & Sales Navigator Training

Course Title:

Prospecting Pro: Maximise LinkedIn & Sales Navigator Training

Course Duration:

2 Days (6 hours per day)
Total: 12 hours

Target Audience:

Sales professionals, business development executives, marketers, and entrepreneurs looking to enhance their LinkedIn prospecting skills and fully utilise LinkedIn Sales Navigator for lead generation and business growth.

Course Objectives:

By the end of the course, participants will be able to:

1. Develop an optimised LinkedIn profile for professional networking and business prospecting.
2. Leverage LinkedIn’s tools for identifying and engaging with potential prospects.
3. Utilise LinkedIn Sales Navigator for advanced search, lead generation, and pipeline management.
4. Apply best practices for outreach, relationship building, and conversion on LinkedIn.

Day 1: Optimising LinkedIn for Prospecting and Sales (6 hours)

Session 1: Introduction to LinkedIn for Professional Prospecting (1 hour)

• Topics Covered:
  • Overview of LinkedIn as a business and networking tool
  • The importance of personal branding and how it impacts prospecting success
  • LinkedIn as a platform for relationship building and B2B lead generation
• Activities:
  • Group discussion: Participants share how they currently use LinkedIn for prospecting
  • Interactive session: Review successful LinkedIn profiles and identify key elements

Session 2: Optimising Your LinkedIn Profile for Prospecting (2 hours)

• Topics Covered:
  • Creating a strong professional profile: Headline, profile photo, banner, and summary
  • Writing a compelling “About” section that attracts prospects
  • Showcasing skills, endorsements, recommendations, and career achievements
  • Leveraging LinkedIn’s “Featured” and “Creator Mode” options
• Activities:
  • Hands-on workshop: Participants optimise their LinkedIn profiles during the session
  • Peer review of LinkedIn profiles with feedback on potential improvements

Break (30 minutes)

Session 3: Building Your Network & Identifying Target Audiences (1 hour 30 minutes)

• Topics Covered:
  • Understanding LinkedIn’s algorithm for connection growth
  • Best practices for sending connection requests and personalising outreach
  • Using LinkedIn Groups and hashtags to join relevant conversations and expand reach
  • Identifying target audiences using LinkedIn’s free tools (Search Filters, Mutual Connections)
• Activities:
  • Group exercise: Create a targeted LinkedIn search query for an ideal prospect
  • Real-time demonstration of connection request best practices

Session 4: Engaging with Prospects on LinkedIn (1 hour 30 minutes)

• Topics Covered:
  • Building relationships through engagement: Commenting, sharing, and content creation
  • Using LinkedIn posts and articles to position yourself as a thought leader
  • Responding to InMail and connection requests to maximise engagement
  • Introduction to LinkedIn Messaging: Etiquette and best practices for successful outreach
• Activities:
  • Participants draft and send personalised connection requests or messages to a target prospect
  • Group activity: Role-play responding to LinkedIn messages

Day 2: Advanced Prospecting with LinkedIn Sales Navigator (6 hours)

Session 1: Introduction to LinkedIn Sales Navigator (1 hour)

• Topics Covered:
  • Overview of LinkedIn Sales Navigator and its benefits for sales professionals
  • Differences between standard LinkedIn and Sales Navigator for prospecting
  • Overview of Sales Navigator features: Lead search, saved leads, and accounts
• Activities:
  • Demonstration: Navigating Sales Navigator’s interface and key features
  • Group discussion on how Sales Navigator can improve the sales prospecting process

Session 2: Advanced Lead and Account Search Techniques (2 hours)

• Topics Covered:
  • Using advanced search filters: Geography, industry, company size, seniority level, etc.
  • Creating custom lead lists and account lists based on business goals
  • Saving leads and tracking updates (job changes, posts, company news)
  • Leveraging "Spotlights" (lead sharing content, company growth, etc.) to find warm leads
• Activities:
  • Hands-on workshop: Participants create and save a lead list using Sales Navigator
  • Group activity: Identifying key decision-makers for a sample business case using search filters

Break (30 minutes)

Session 3: Effective Outreach Strategies with Sales Navigator (1 hour 30 minutes)

• Topics Covered:
  • Writing personalised and effective InMails for higher response rates
  • Using Sales Navigator’s insights to tailor outreach messages
  • Best practices for sequencing outreach (follow-up strategies)
  • Managing and tracking conversations using Sales Navigator
• Activities:
  • Participants draft and send InMails using the saved lead list created earlier
  • Peer review of messaging strategies with trainer feedback on outreach effectiveness

Session 4: Managing Leads, Pipeline, and Performance (1 hour 30 minutes)

• Topics Covered:
  • Managing and tracking leads within Sales Navigator’s CRM features
  • Setting reminders and follow-up tasks for nurturing prospects
  • Exporting and integrating Sales Navigator data with existing CRM tools
  • Understanding engagement metrics and how to track ROI from prospecting efforts
• Activities:
  • Walkthrough: Participants organise and categorise their leads for effective management
  • Group discussion on performance tracking and how to measure success

Session 5: Final Review and Q&A (30 minutes)

• Topics Covered:
  • Recap of key strategies for maximising LinkedIn and Sales Navigator
  • Setting prospecting goals and long-term strategies for LinkedIn engagement
• Activities:
  • Participants share their key takeaways and action plans for implementing Sales Navigator in their workflow
  • Final Q&A with trainer

Assessment:

• Ongoing assessment through practical activities (profile optimisation, prospect search, messaging, and lead tracking).
• Final assessment through the creation of a Sales Navigator lead list and outreach strategy with peer feedback.

Resources:

• Handouts on LinkedIn best practices and Sales Navigator search techniques.
• Access to LinkedIn guides and LinkedIn Sales Navigator tutorials.
• Links to additional reading on sales prospecting and lead nurturing.

This 2-day course is designed to give participants a comprehensive understanding of LinkedIn as a powerful tool for business prospecting. Through hands-on practice and real-time demonstrations, participants will learn how to effectively use LinkedIn and Sales Navigator to find leads, engage with prospects, and manage a successful sales pipeline.