If your B2B outreach strategy includes LinkedIn (and it should), then optimizing how you connect, message, and follow up is essential. But just sending a quick "hey, let's connect" doesn't cut it anymore. In this post, we'll break down the most effective LinkedIn prospecting best practices for B2B SaaS teams looking to fill their pipeline, build stronger relationships, and ultimately close more deals.
LinkedIn is no longer just for job seekers and recruiters. With over 950 million users, it's become the most effective B2B sales channel for building relationships and filling your funnel. LinkedIn lets sales teams identify, connect, and engage with highly targeted decision-makers—without cold calling or relying solely on emails.
High-performing sellers know that buyers do their homework. According to HubSpot, 62% of B2B buyers respond to salespeople who connect with relevant insights and personalized messages. That’s what makes a well-tuned LinkedIn prospecting strategy so crucial—it builds trust and increases reply rates.
Pretend your profile is the landing page of your personal brand. When someone checks your profile, they should immediately understand:
Swap out generic titles for benefit-driven headlines. For example:
❌ “Account Executive at XYZ SaaS”
✅ “Helping SaaS Sales Teams Book 30% More Meetings with Personalized Video”
Here are a few sections you should optimize with your ideal prospects in mind:
If your target prospects cannot understand how you help them in under 30 seconds, you're probably losing opportunities.
LinkedIn Sales Navigator is a powerful tool—when used strategically. Start by creating saved searches for the exact buyer personas you’re targeting. Use filters like:
If you're evaluating tools, see our detailed comparison of Sales Navigator alternatives to determine which fits your budget and workflow.
Don’t just send connection requests to everyone in your search results. Instead, prioritize users who have:
These are often warmer prospects who are more open to engagement, giving you a higher shot at replies.
Tools like Common Room or Trigify can help you automate the tracking of these signals.
We’ve all received generic messages—"Hey John, looks like we’re both in SaaS!" That’s not enough anymore. A good personalized message sounds like it was written just for the recipient, because parts of it were.
Before writing your first message, reference something specific:
Example:
“Hey Rachel, I saw your team just rolled out a video onboarding sequence—looks smart. We help SaaS teams personalize those same clips at scale without dev time. Open to trading a few ideas?”
You don’t need to write every message from scratch. Build a lightweight message framework, then plug in 1-2 lines of custom context.
We break this down even further in our guide on mastering video prospecting, especially for enterprise deals where personalization pays off most.
Data from Oktopost shows that LinkedIn engagement peaks Tuesday through Thursday, in the morning between 8–11 AM. That’s when you’re most likely to hit inboxes and feeds during scanning hours.
You’re not cold calling—you’re building a relationship. Avoid pitching right away. Instead, aim to create curiosity and value. Let your first message be light and friendly.
Example opening:
“Hi Mason, loved your take on building async sales workflows. Curious if you’ve explored video as part of that strategy.”
LinkedIn follow-ups can double your response rate—but too many people send spammy bumps. Instead, approach with new angles:
Text-only messages blur together. Adding a quick personalized video separates you from the crowd. Videos add tone, face, and trust—all missing from plain text.
Using a tool like Sendspark, record a short message to introduce yourself:
For example:
“Hey Jamie—noticed you lead enablement at Acme. We work with teams like yours to spin up custom demo videos for prospects in minutes. Thought this might save you hours per week. Want me to send a few examples?”
Sendspark supports dynamic video personalization, AI-powered video scripts, and integrates directly with LinkedIn. You don’t need complex tools to make it happen.
See our feature breakdown here.
Brikl, a SaaS platform for custom apparel teams, used Sendspark to increase reply rates by 36%. You can check out the full Brikl case study here.
Prospecting on LinkedIn is part art, part strategy. It’s not about sending more messages—it’s about sending smarter ones. When your profile speaks directly to your audience, when each message shows them you did your homework, and when your follow-ups offer real value—you start more conversations and close more deals.
If you're ready to stop sounding like a copy-paste bot and start booking more meetings, try adding quick personalized videos to your outreach with Sendspark. Try Sendspark for free and see how much easier it becomes to stand out.