As LinkedIn approaches 570M members and over 25M listed companies (Sept 2018), it becomes a formidable rival as well as a paired business tool to other online business databases such as Hoovers, D&B, and Reference USA.

LinkedIn provides value to business professionals in many different roles; customer relationships, employee engagement, recruiting, thought leadership and beyond. Another area where LinkedIn provides significant value is sales prospecting.

Understanding and accessing the power of prospecting using LinkedIn can amplify your chances of discovering business opportunities and connecting with the LinkedIn Members involved..

This course is designed to guide you through a proven method of prospecting using LinkedIn. You will then be able to adjust this process to best suit your industry and business.

We look at the process of pairing Reference USA with LinkedIn while researching for organizations that fit your target market, and then experiment with exporting data from Reference USA, manipulating the data in a Google Sheet and then using this data in LinkedIn Searches to move through the prospecting process. We also explore ideas for connecting with the target individuals in the organizations using proven LinkedIn Invite processes.

Through this course you will develop your own prospecting best practices using LinkedIn in order to grow your book of business and revenue.

Learning Objectives
  • Discover the basic steps of using Reference USA to find target organizations.
  • Learn to import and manipulate Reference USA data into a Google Sheet. 
  • Explore the basic steps of using the data in a LinkedIn Search.
  • Develop an understanding of the best practices of sending LinkedIn Invites to target LinkedIn members.
  • Understand the best practices of managing your sent LinkedIn Invites.
Last updated/reviewed: August 19, 2023
1 Review (4 ratings)


Anonymous Author
The course provides a lot of really good tips for prospecting using LinkedIn.

Course Complexity:

Each student will need to have basic computer skills, an understanding of web browsers and basic website navigation skills to attend this course.

Each student will need to have a LinkedIn Profile (account) in order to participate in this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
  Introduction to Prospecting on LinkedIn6:35
  Reference USA10:01
  Spreadsheet Setup9:55
  LinkedIn Search14:58
  LinkedIn Search Continued..12:03
  Engaging & Conclusion12:23
  Prospecting on LinkedIn 1:05:55
  Slides: Prospecting on LinkedInPDF
  Prospecting on LinkedIn Glossary/IndexPDF
  Prospecting Using LinkedIn Supporting DocumentsPDF