Improving LinkedIn Prospecting With Smarter Automation

Introducing Scrupp.

Step 1: Start with Precision Targeting

Think of Sales Navigator as your digital magnifying glass. The clearer you are about your target, the sharper your results will be.

Nail Down Your ICP (Ideal Customer Profile)

Before you even think about scraping data, you need to have a crystal-clear view of your ideal customer. Create a checklist of attributes that matter to your audience, such as industries, roles, company sizes, and locations. 

Sales Navigator’s advanced filters let you drill down on these points exactly.

ICP in Action: Say you’re targeting product managers in B2B SaaS with 50-200 employees. Instead of broad titles like “manager,” use Boolean terms in your searches, like “Product Manager AND SaaS NOT Intern.” This narrows results and saves time when filtering later.

Step 2: Skip the Manual Work with Data Extraction

Here’s where automation steps in to make life easier. With tools like Scrupp, you can scrape data directly from Sales Navigator to gather complete information quickly.

1. Filter & Scrape Only What You Need
   Don’t just pull a bulk list—use precise filters to get targeted lists ready for specific campaigns. You can scrape essential details like names, job titles, and even contact info.
2. Sync with Your CRM
   Instead of manually uploading leads, let Scrupp feed data directly into your CRM. You’ll get live updates.

Step 3: Automate Your Outreach with Multichannel Messaging

LinkedIn is just the start. 

Here’s how to keep in touch with leads without spamming them through one channel:

1. Engage on Multiple Platforms: After connecting, follow your prospects on platforms like Twitter or Facebook, engaging with their posts to build familiarity.
2. Switch to Email for Deeper Outreach: LinkedIn’s messaging limits can be restrictive, so use extracted email data to continue conversations off-platform. Personalize your email with references from their LinkedIn activity for a more tailored approach.

Example Email Campaign: Once you have a segment of leads from LinkedIn, use an email automation tool to send a drip campaign. In the first email, reference common industry pain points, follow up with a case study, and close with an invitation for a quick call.

Step 4: Create Automated Follow-Up Sequences

Follow-ups are the backbone of prospecting. With automated follow-up sequences, you can keep track without dropping the ball.

1. Design Custom Sequences
   Group your leads into categories (e.g., new connections, warm leads) and design follow-ups accordingly. Scrupp can help automate the timing, so each segment receives emails or messages tailored to their stage in the pipeline.
2. Analyze Engagement for Refinements
   Automation tools allow you to track which messages receive responses. Based on engagement data, adjust your sequence— if emails with specific pain points get more replies, focus on that theme.

Step 5: Use LinkedIn Signals for Strategic Outreach

LinkedIn’s insights can give you an edge—if you know where to look.

1. Monitor Lead Activity: Sales Navigator tracks updates from saved leads, so keep an eye on promotions, job changes, and posts. Use these insights to tailor your outreach and show relevance.
2. Engage with Content, Not Just Messages: Instead of waiting for responses, comment on posts or engage with articles your leads have shared. These small touches keep you on their radar and can warm formal outreach.

Example Strategy: If a prospect shares a post on a recent industry change, comment thoughtfully and then follow up with a LinkedIn message referencing that post. This creates a natural flow to the conversation, setting you apart from typical sales messages.

Step 6: Segment Your Leads for Targeted Campaigns

Prospecting will yield mixed results. With Scrupp, you can organize leads by categories like buying stage, industry, or role.

1. Tailor Messages Based on Segments
   Craft different messages for each segment. For example, CEOs may respond better to data-backed insights, while managers might appreciate practical tips they can apply.
2. Prioritize High-Value Leads
   Segment by criteria that indicate value. Leads from high-growth companies or those in decision-making roles should receive more personalized follow-ups.

Pro Tip: Use CRM tags like “High-Value Lead” to mark top prospects. This lets your team focus energy where it matters most, leading to better conversion rates.

Step 7: Measure, Refine, and Scale Your Strategy

Tracking your results helps refine your approach. Use LinkedIn’s analytics and CRM data to see which tactics work best.

1. Track Profile Views and Interactions
   Sales Navigator provides data on who views your profile, clicks on your content, and engages with your posts. These signals can identify warm leads worth pursuing.
2. Refine Campaigns Based on Engagement Data
   Look at email open rates, reply rates, and LinkedIn message responses. Use this data to refine your messaging and adjust your follow-up timing for better results.

Scaling Tip: If a certain message or email template performs well, save it as a repeatable part of your sequence. Duplication of successful elements helps scale your outreach without starting from scratch.

Turn LinkedIn into a Pipeline Powerhouse

Automating LinkedIn prospecting doesn’t mean “set it and forget it.” Smart automation is about enhancing every part of your outreach process—from initial targeting to long-term engagement. 

Combining Sales Navigator’s targeting with Scrupp’s automation will turn LinkedIn into a steady source of high-quality leads, even with message limits and connection caps.