🚀 LinkedIn Lead Generation Process
DexaMinds Standard Operating Guide
📌 Overview
This guide outlines DexaMinds’ structured process for generating and managing B2B leads using LinkedIn and LinkedIn Sales Navigator.
🎯 Step 1: Define Your Target Audience
👤 Ideal Customer Profile (ICP)
- 🏢 Firmographics: Industry, company size, geography
- 🎓 Job Titles: Decision-makers and key influencers
- 🛠️ Tech Stack: Technologies currently in use
- ⚠️ Pain Points: Problems we are uniquely positioned to solve
- 🧭 Buying Process: Typical decision-making structure
🧬 Create Buyer Personas
Each persona should include:
- Name & role
- Key responsibilities
- Common business challenges
- Goals and KPIs
- Preferred communication channels
🧱 Step 2: Build Your LinkedIn Foundation
🧑💼 Profile Optimization (Personal)
- 📸 Professional photo & branded banner
- 🏷️ Headline with relevant keywords
- 📝 Clear, value-driven summary
- 🛠️ Highlighted achievements & endorsements
🏢 Company Page Optimization
- ✅ Complete company information
- 📢 Consistent content updates
- 🙌 Encourage employee sharing & engagement
🔍 Step 3: Advanced Search & Lead Identification
🧭 Using LinkedIn Sales Navigator
🔄 Saved Searches
- Set up 3–5 targeted search filters
- Save searches for automatic lead updates
- Example Boolean string:
("CTO" OR "VP Engineering" OR "Head of Technology")
AND ("B2B SaaS" OR "Enterprise Software")
AND ("Digital Transformation" OR "Cloud Migration")
🗂️ Lead Lists
- Segment by industry, geography, or company size
- Use tags for better classification
- Enable lead and account alerts
✅ Step 4: Lead Qualification
🔎 Initial Assessment
- Profile completeness
- Mutual connections
- Recent activity & engagement
🧮 BANT Framework
- 💰 Budget – Can they afford us?
- 👤 Authority – Are they decision-makers?
- ❗ Need – Are they facing relevant challenges?
- 🕒 Timeline – When are they looking to buy?
💬 Step 5: Outreach Strategy
🤝 Connection Request Template
Hi [First Name],
I noticed [specific detail about their profile/company]. At DexaMinds, we help [solve a pain point] for teams like [their company].
Would you be open to connecting?
Best,
[Your Name]
📨 Follow-Up Sequence
| Day | Action |
|---|---|
| 1 | Connection request |
| 3 | Thank-you + Value-driven content |
| 7 | Share an industry insight |
| 14 | Invite to a relevant event/webinar |
| 21 | Breakup message (if no response) |
🔁 Step 6: Engagement & Nurturing
📢 Content Strategy
- Share thought leadership articles
- Post company updates and industry news
- Comment on posts from target accounts
- Engage with their comments and shares
🧠 Personalization Techniques
- Mention mutual connections
- Celebrate recent promotions or achievements
- Reference shared interests or groups
- Tie in recent company updates or milestones
🎯 Step 7: Conversion & Handoff
🧪 MQL Criteria (Marketing Qualified Lead)
- Engaged with content or replied to outreach
- Visited our website or LinkedIn company page
- Matches ICP and BANT criteria
🔄 Handoff to Sales
- Log all engagement data in CRM
- Include qualification notes and lead score
- Schedule a warm intro between SDR and AE
📈 Step 8: Measurement & Optimization
📊 Key Metrics
- Connection acceptance rate
- Response rate (DM or InMail)
- Meeting booking rate
- MQL ➡️ SQL conversion
- Pipeline generated via LinkedIn
🔧 Continuous Improvement
- A/B test messages regularly
- Refine ICP using conversion insights
- Adjust Sales Navigator filters monthly
- Refresh outreach content quarterly
🛠️ Tools & Templates
🔍 Sales Navigator Search Templates
✉️ Messaging Templates
✅ Compliance & Best Practices
- Adhere to LinkedIn’s commercial use limits
- Personalize every message—avoid automation spam
- Keep a professional and respectful tone
- Maintain logs of communication in CRM
- Follow up strategically—don’t over-message
🔙 Previous: Sales Navigator Guide
📅 Last Updated: July 10, 2025 👥 Maintainer: Sales Enablement Team @ DexaMinds