How to Use LinkedIn for Prospecting

If you’re in B2B SaaS sales, LinkedIn isn’t just a nice-to-have. It’s the place your customers are hanging out. If you’re not there, your competitor already is.

Think of LinkedIn as a huge networking event that never ends. Your prospects are scrolling, posting and commenting and you need to be part of those conversations. The good news? Prospecting on LinkedIn doesn’t have to be complicated.

You can make it work using these simple tips:

1. Share Content Regularly

Don’t just sell, share! Post company updates, industry news or even quick thoughts. This shows prospects that you know your stuff and keeps you top of mind.

New update in your industry? Post about it. People learn something and your name pops up in their feed. Win-win.

2. Join Conversations

Your feed isn’t the only place that matters. There are LinkedIn groups where your prospects already hang out. Jump in, answer questions and share helpful, relevant content.

Even a simple comment like “Congrats on the new role!” can open doors.

3. Follow the Right People

Follow relevant industry influencers and thought leaders. They often attract the exact audience you want. By engaging with their content, you get seen by their followers (aka your prospects).

4. Grow Your Network

Sales = relationships

Connect with new people every day. Start with common connections, people commenting on your prospects’ posts or even the “People Also Viewed” section on LinkedIn profiles.

If someone has just started a new role, it’s the perfect time to reach out and congratulate them. They’ll be more open to new ideas.

5. Give (and Ask for) Recommendations Weekly

Prospects trust people, not pitches. Recommending others or asking for feedback builds credibility and sparks conversations.

The more you give, the more people remember you when they need what you sell.

6. Build Credibility With LinkedIn Learning Once a Month

Your prospects want to work with experts. Take a course, earn a certification and show it off on your profile. It proves you’re serious about and invested in what you do.

Sharing what you’ve learned is also a great content idea, positioning you as a go-to resource.

Conclusion

LinkedIn prospecting isn’t about spamming inboxes. It’s about:

• Showing up where your prospects are

• Sharing content that educates and adds value

• Building real connections, one conversation at a time

If you do this consistently, you’ll stay ahead of the competition and turn LinkedIn into your best sales channel.