Prospect List Building


Build targeted prospect lists using the power of linkedin

Intersocial provide practical and interactive training for selling teams to learn how to fully utilise LinkedIn to develop targeted prospecting lists quickly and efficiently.

Training Overview

Social Selling: Targeted Prospect List Building is a practical, interactive, and insight-rich training solution designed for B2B Sales & Marketing professionals who are looking to gain a unique selling edge through Social Selling on LinkedIn.

The purpose of this course is to enable you to use LinkedIn competently to build hyper-targeted prospect lists that:

  • Generate qualified sales leads
  • Increase contact and/or account engagement levels
  • Improve early-stage conversion rates

Training Details

This training comprises the following:

Social Selling: Targeted Prospect List Building

  • Master LinkedIn Sales Navigator, including Boolean Search
  • Identify Decision Makers & Key Influencers on the B2B Buying Committee
  • Build Targeted Prospect Lists for Whitespace Account Hunting
  • Build Targeted Prospect Lists for Customer Mapping & Engagement
  • Build Targeted Prospects Lists for Account-Based Marketing (ABM)
  • Identify Potential Introducers within your Target Accounts
  • Build Prospect Lists in a Fraction of the Time Taken by Most LinkedIn Users

Who Should Attend?

  • New Business Hunters – All sales professionals seeking to identify new prospects, generate leads, and grow pipeline, including Business Development Managers and Inside Sales professionals.
  • Sales Farmers – All account managers and directors managing portfolios of clients to drive cross and up sell opportunities, improve retention, and increase lifetime value.
  • Sales Leaders – Chief Revenue Officers, Heads of Sales, Chief Commercial Officers, and other revenue-focused B2B leads with accountability for leading and developing teams of sales professionals and delivering revenue results.
  • Marketing Leaders –  Chief Marketing Officers, Heads of Marketing, and other Marketing leaders seeking to build true multi-channel engagement programs and innovative ways to enable selling teams to reach prospects and clients.


  • Duration: ~2 hours
  • Delivery Mode: Live and interactive
  • Start Time: As scheduled
  • Finish Time: As scheduled
  • Breaks: None
  • Catering: No
  • Prerequisites: Own a LinkedIn account (free version or Sales Navigator)
  • Course Materials Needed: None
  • Technology Required: Laptop or Tablet

Your Trainer

Tom Skotidas, Managing Director of Intersocial. Tom has specialised in Social Selling since 2008. During this time, he has designed, consulted on, and implemented Social Selling programs for hundreds of the world’s leading B2B brands.

Tom Skotidas



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