The best LinkedIn outreach strategy isn’t based on automation—it’s built on quality. In this episode, we walk through how to prospect with precision, create focused lead lists using Sales Navigator, and stay adaptable as you learn from the market. Because quality prospecting isn’t just a step—it’s the job.

Why Quality Prospecting is Everything

Good networking starts with good data. That’s why Kolin teaches people to treat prospecting as a standalone workflow. It’s not about blasting messages—it’s about:

• Knowing who you're targeting

• Understanding why they’re a fit

• Constantly iterating based on feedback

“Being intentional with who you go after—and updating it weekly—is what drives revenue.”

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Use Filters Thoughtfully, Not Automatically

Instead of casting a wide net, Kolin suggests refining your targeting based on:

• Title: CEO, Founder, or Senior Decision-Maker

• Seniority Level: Owner, Partner, or Executive—not entry-level

• Industry Alignment: Exclude irrelevant sectors using Boolean searches

• Years of Experience: 3–10 years is a sweet spot for open-mindedness

Building Lead Lists in Sales Navigator

Once you’ve narrowed your search:

• Save top prospects to curated Lead Lists

• Organize by themes (e.g., “HR Benefits – USA – 3–10 YOE”)

• Treat it like a pipeline: qualify, prioritize, and revisit

Pro Tip: Sales Navigator will even recommend similar leads based on your saved lists, giving you an ever-refreshing pool of targets.

Prospecting is Not Outreach

We recommend separating prospecting from messaging. Why? Because multitasking kills quality.

• Do your research and list-building first

• When it’s time to message, go into flow

This helps keep your outreach focused, intentional, and efficient.

Free vs Paid: How to Know When You’re Ready

If you’re not clear on who you’re targeting, start with free LinkedIn.

But once you:

• Have a validated offer

• Know your audience

• Are ready to scale outreach

…Sales Navigator becomes a time-management asset.

Quality First, Then Quantity

Don’t jump to volume.

• If you’re not ready to handle 10 warm leads, don’t chase 100.

• Use prospecting to define what “quality” means for your business

“There’s no magic spark in business. You just get better at the mechanics.”

Final Thoughts:

Whether you're a founder, SDR, or solo consultant, prospecting is where the leverage begins. Build your list with intent. Let content and conversations take it from there.

 

Ready for the next step? Watch Episode 1 Part 8 of the Office Hours series: " Mastering Prospecting: How to Build Quality Lead Lists on LinkedIn"

Or explore the full curriculum How to Grow and Convert on LinkedIn at [PursueNetworking.com]