LinkedIn Inbound Playbook

Someone asks to connect on LinkedIn or visits your team's profiles, and that is the first signal.

• A connection request arrives on LinkedIn. It is the first signal.
• Teamfluence also flags people who visited your teammates' profiles or your company page. A visit is a softer signal than a request, so it needs more to stack on it.
• Their name, headline and profile link are captured.
• The request is logged on the CRM record with its type and time.
• Nothing is sent until they are checked.

• LinkedIn
• Teamfluence

Who they are, where they work, and whether they are already in your pipeline.

• Fill in their title, company, company size and industry.
• The enrichment waterfall uses IcyPeas, Prospeo, LeadMagic and GetLeads.
• Look them up in HubSpot:
  • Customer, open deal or active sequence: stays with its owner, with no automated message
  • New: moves on

• IcyPeas
• Prospeo
• LeadMagic
• GetLeads
• HubSpot

RB2B and Sumble show whether the request comes with other signs of intent.

• RB2B: whether they, or others at their company, visited your site.
• Sumble: hiring, team growth and tech-stack changes at their company.
• These stack on top of the request. One signal alone seldom makes someone high intent.
• A Sumble match only counts when it lands on the account's exact domain.

• RB2B
• Sumble

A fit or not a fit, and how hot, decided before anyone writes a word.

• Jev and OpenRouter score fit against your ICP and timing from the signals, in one pass.
• They classify and score only. Neither one enriches.
• Recruiters, students, job seekers and competitors are out automatically, as are agencies selling to the same buyer.
• Three outcomes:
  • High-intent fit: a fit with signals stacking
  • Fit: matches your ICP, with little else going on
  • Not a fit: no message

• Jev
• OpenRouter

High-intent fits get a personal note and a Slack alert, other fits get the automatic opener, and non-fits get nothing.

• High-intent fit: a Slack alert names the signals, and the rep sends a personal note.
• Other fits: once the request is accepted, HeyReach sends the automatic opener. LinkedIn only allows messages to first-degree connections.
• A profile visitor who fits gets a connection request with a short note first, since they are not connected yet.
• The opener is one short question about their work, under 150 characters, with no pitch and no link.
• Any reply to the opener alerts the rep in Slack.
• Not a fit: no message goes out.

• Slack
• HeyReach

The rep replies like a person in a DM, aiming for a qualified conversation.

• The rep replies in HeyReach, written like a DM: under 60 words, one question per message.
• No link unless they ask for something. Then send exactly one.
• Answer what they asked first, then offer a call once.
• A referral, a dated "not now" or a clean no are all good outcomes.
• Opt-outs are honored at once.
• Whatever the rep does is written back to the CRM.

• HeyReach