Every term used in the Journal and the Playbook, defined in plain language.
Ideal customer profile: the specific kind of company and person an offer fits best, used to decide whose posts to engage.
LinkedIn's paid message format that reaches people outside your network. Expensive per send and widely pattern-matched as sales mail.
LinkedIn's Social Selling Index, a 0 to 100 score of profile strength, network, engagement, and relationships.
LinkedIn's paid prospecting product: advanced search filters, lead lists, and alerts used to build and track an ICP list.
Contacting a stranger with no prior touch. On LinkedIn: a connection request from an unknown name, usually followed by a pitch.
Outreach that starts with real comments on the buyer's posts, so a later connection request lands from a familiar name instead of a stranger.
The share of connection requests a profile sends that get accepted. Warmed requests convert several times better than cold ones.
The psychology finding that people trust and prefer what they have repeatedly seen. The mechanism that makes comment-led outreach work.
A real, ID-verified person's LinkedIn profile that a service runs on a client's behalf, also called a rented agent.
The share of opened conversations that get a response. The honest first metric of whether outreach is landing.
The activity ceilings (connects, messages, comments per day) a profile stays under so its behavior reads as human and the account stays healthy.
Using a social platform's feed, content, and conversations to build pipeline, instead of interruption channels like cold email or cold calls.
One place where conversations from multiple operated profiles are read, answered, and tracked.
Contacting a buyer only after earning familiarity: they have seen your name, read your comments, and recognize you before the first message.