On this page
| At a glance | |
|---|---|
| Best for | Most teams, first campaign |
| Goal | Meetings from one ICP slice |
| Channels | |
| Plan | Any |
| Setup time | About 30 minutes |
1. Target one slice#
Pick one title family in one region, for example "Heads of Sales, B2B SaaS, 20–200 employees, UK".
In Sales Navigator, add filters for:
- Posted on LinkedIn in the past 30 days. Active users reply more.
- 2nd-degree connections for higher acceptance.
- Changed jobs in the past 90 days, if your offer suits new leaders.
Import 100–300 people. See Import from LinkedIn.
2. Enrich (optional)#
Run Enrich with AI → Write personalized line on the list. Review 10 lines and fix any that miss. See Enrichment.
3. Build the sequence#
Use the LinkedIn connect & follow up one-click campaign and edit it to match this:
| # | Step | Copy |
|---|---|---|
| 1 | Visit profile | — |
| 2 | Delay 24 hours | — |
| 3 | Connection request | (no note, or:) Hi {{first_name|there}}, I work with {{title|sales}} leaders at SaaS companies. Would be good to connect. |
| 4 | If / else: accepted (wait 168 hours) → end if not | — |
| 5 | LinkedIn message | Thanks for connecting, {{first_name|there}}. {{personalized_message|}} Curious: how is {{company_name|your team}} finding new accounts right now, mostly outbound or inbound? |
| 6 | Delay 72 hours | — |
| 7 | LinkedIn message | Quick one, {{first_name|there}}. Most teams we talk to lose hours a week building lists by hand. We cut that to minutes. Worth a look, or not a priority right now? |
| 8 | Delay 96 hours | — |
| 9 | LinkedIn message | Last note from me, {{first_name|there}}. If more meetings from LinkedIn is on your list this quarter, here's my calendar: {{calendar_link}}. If not, no worries at all. |
4. Set limits#
On Sending & safety:
- Preset: Cautious (new account) or Recommended
- Delay between actions: 5–15 minutes
- Working hours: 09:00–17:30 in the prospects' timezone, Monday to Friday
- Turn off remaining steps when they reply: on
- Cancel an invitation if not accepted: 14 days
5. Launch and run the weekly routine#
| When | Do |
|---|---|
| Daily, 10 minutes | Answer Inbox replies. Move real conversations to Interested or Meeting. |
| Weekly | Check Reports. Acceptance under 20%? Tighten targeting or shorten the note. Replies under 5%? Rewrite message 1. |
| Weekly | Import the next 100 people into the same list, then click Audience → Add prospects and pick the list again. People already enrolled are skipped. |
Go further#
- Add email follow-up: Multichannel playbook
- Post replies to Slack: Slack
- Add a second LinkedIn sender with an extra seat to double throughput safely
Metrics to watch#
| Metric | Healthy | Great | If it's low |
|---|---|---|---|
| Invite acceptance | 25–40% | 40%+ | Tighten targeting, try no note, add a like before the invite |
| Reply rate (of accepted) | 8–15% | 20%+ | Shorten message 1 to one question |
| Positive replies | 30%+ of replies | 50%+ | Sharpen the offer and the CTA |
| Meetings per 100 invites | 2–4 | 5+ | Review replies with SalesGPT for patterns |
Common mistakes#
- Pitching in the connection note. Notes that sell get ignored or reported.
- Messaging the moment someone accepts. Wait a day so it doesn't look automated.
- Mixing personas in one campaign. Founders and VPs need different first messages.
- Leaving invites pending forever. Turn on Cancel an invitation if not accepted.
- Stopping after one message. Most replies come from the second or third touch.
Variations#
| Variation | Change |
|---|---|
| Warm-up first | Add Like recent post and Comment on recent post (AI) 2 days before the invite |
| No-note invites | Leave the note empty. Often the highest acceptance for senior titles. |
| Content-led | Message 2 shares a useful guide instead of a question |
| Calendar-first | For warm lists, include {{calendar_link}} in message 1 |
Tools used in this playbook#
Chrome extension · Message templates · Sending limits · LinkedIn limits · A/B testing
