From ICP to booked meeting
“I need to find thirty people worth talking to and get some of them on a call.” The complete outbound workflow. Each step takes the previous step’s output as its input, so nothing has to be re-explained and nothing gets lost between tools. Run top to bottom the first time; after that you live in steps 4–7.
Each step's output is the next step's input
Read the In and Out lines down the page. Where they do not line up, the workflow has a gap — that is the test, and it is why these are written this way rather than as a diagram.
Define who20 min, once a quarter
- In
- Your last 10–20 closed deals, won and lost
- Out
- An ICP in LinkedIn’s own vocabulary, plus one observable trigger
Find them10 min, then 3 min to build
- In
- The ICP’s search-ready summary
- Out
- A filter set and Boolean strings returning 200–1,500 results
Cut the list5 min per few hundred rows
- In
- The export from that search
- Out
- Three tiers, capped at what your weekly invitation budget can actually cover
Understand the top tier3 min each
- In
- One prospect’s pasted profile and activity
- Out
- A brief ending in a value hypothesis and an opening line
Write the first touch2 min each
- In
- The brief from step 4
- Out
- A message at the right length, built on a stated hypothesis
Plan the cadence15 min, once
- In
- Your seat count and plan
- Out
- Three to four touches inside the platform ceilings, with a stop rule
Handle what comes back2 min each
- In
- The thread, with dates
- Out
- A classified reply and three calibrated responses
Prepare the call2 min
- In
- The thread and the profile
- Out
- A one-page brief and three questions, one of them disqualifying
What you end up holding
Each step leaves something behind. These are the things worth keeping between runs.
An ICP in LinkedIn’s own vocabulary, plus one observable trigger
A filter set and Boolean strings returning 200–1,500 results
Three tiers, capped at what your weekly invitation budget can actually cover
A brief ending in a value hypothesis and an opening line
A message at the right length, built on a stated hypothesis
Three to four touches inside the platform ceilings, with a stop rule
A classified reply and three calibrated responses
A one-page brief and three questions, one of them disqualifying
Running it
Do I have to run all eight steps?
The first time, yes — each one produces an artefact the next depends on, and skipping the ICP is the most common reason the later steps produce nothing. After that, steps 1, 2 and 6 are quarterly and you live in 3, 4, 5 and 7.
How long does a full pass take?
About an hour for the setup steps, then roughly seven minutes per prospect for research and first message. The binding constraint is not your time, it is the roughly 100 invitations a week the account allows.
The reference behind this workflow
Steps 3 and 6 both size themselves against the weekly invitation budget. This is where that figure comes from.
Step 2 assumes Sales Navigator. Current prices, dated, if you are deciding whether to buy it.
Run it with the context already loaded
Every step goes faster inside a Project that already knows your ICP, your product and the platform limits. That is what the packs are.