Hubspot Guide to LinkedIn Prospecting

Sales teams that follow Hubspot best practices know LinkedIn is one of the most powerful channels for generating high-quality B2B prospects, but most users only scratch the surface of what LinkedIn can really do.

This guide walks you through practical, step-by-step methods inspired by a Hubspot-style sales process so you can uncover new prospects, research them quickly, and build a repeatable outreach workflow inside LinkedIn.

Why a Hubspot Approach Works on LinkedIn

A structured sales process, like the one popularized by Hubspot, turns LinkedIn from a simple networking site into a predictable prospecting engine. Instead of randomly sending connection requests, you apply filters, save lists, and use context to start better conversations.

Using a clear system helps you:

• Find prospects who actually match your ideal customer profile
• Understand what matters to them before you reach out
• Prioritize people who are already active and engaged
• Create messaging that feels relevant, not spammy

The tips below are based strictly on the source article at this LinkedIn prospecting guide and restructured into a clear how-to format.

Set Up Your LinkedIn Prospecting Framework

Before applying individual tactics, build a baseline framework similar to what a Hubspot user would create for a sales pipeline.

Clarify Your Ideal Prospect Profile

Define the traits that make someone a strong potential customer:

• Industry
• Company size
• Job title or function
• Seniority level
• Location

Write this profile down and keep it handy. Every LinkedIn search and filter you use should be tested against this profile so you avoid wasting time on the wrong people.

Optimize Your Profile for Prospecting

Prospects you contact will view your profile, just like leads who find a Hubspot landing page. Improve your profile before you start.

1. Update your headline to clearly state who you help and how.
2. Rewrite your About section with a short value proposition.
3. Add featured content such as case studies, articles, or resources.
4. Ensure your profile photo and banner look professional.

Use Advanced Search Filters the Hubspot Way

LinkedIn search filters work like segmentation tools in Hubspot: the more precise you are, the more relevant your leads will be.

Step 1: Start with People Search

1. Go to the LinkedIn search bar and type a broad term related to your audience, such as “VP Sales” or “HR director”.
2. Click on “People” to filter results to individuals only.

Step 2: Layer Company and Role Filters

Use filters to narrow the list:

• Location: Focus on regions where you can sell or support customers.
• Industry: Match the key sectors from your ideal prospect profile.
• Current company: Target specific accounts if you have an account-based strategy.
• Title: Include title variations (e.g., “VP Sales”, “Head of Sales”, “Sales Director”).

Think of these filters like Hubspot contact properties. You are defining who belongs in your prospecting list before you ever send a message.

Step 3: Save Searches and Set Alerts

Once you have a strong search, save it so you do not have to rebuild it.

1. Run your filtered search.
2. Click “Save search” (or equivalent in your interface).
3. Enable alerts so LinkedIn notifies you when new profiles match your criteria.

This works like a smart list or saved segment. Fresh prospects automatically appear without extra manual work.

Find Prospects Through LinkedIn Groups Using a Hubspot Mindset

LinkedIn Groups can be treated like segmented email lists in a Hubspot database: each group contains people who share a specific interest or challenge.

Identify Relevant Groups

1. Search for keywords your audience would care about, such as “SaaS marketing”, “manufacturing leaders”, or “startup CFOs”.
2. Filter results by “Groups”.
3. Review group descriptions and member counts to ensure relevance and activity.

Prospect Inside the Group Member List

After you join a relevant group, open the member list and:

• Look for titles that match your ideal prospect profile.
• Filter by location or company (where available).
• Prioritize members who post or comment regularly.

When you reach out, reference the shared group. This creates instant context and feels less cold than a random connection request.

Leverage Second-Degree Connections Like a Hubspot Referral Campaign

Second-degree connections are powerful because you already share a mutual contact, similar to how referral workflows are set up in a Hubspot CRM.

Filter for Second-Degree Connections

1. Open LinkedIn search and go to “All filters”.
2. Select “2nd” under “Connections”.
3. Apply your usual role, industry, and location filters.

Ask for Introductions Strategically

When you find an ideal prospect:

• Check which mutual connection you share.
• Message that mutual contact first.
• Briefly explain why you would like an introduction.

This warm path usually converts better than direct cold outreach.

Monitor Activity Feeds the Hubspot Way

Just as Hubspot users track opens and clicks, you can focus on people who are actively posting or engaging on LinkedIn.

Engage with Recent Posts Before Reaching Out

1. Visit a prospect’s profile and click the “Activity” tab.
2. Read their recent posts, comments, and articles.
3. Like and comment thoughtfully on one or two posts.

After engaging, send a connection request referencing a specific post. This proves you are paying attention and not sending generic messages.

Watch Company Pages for Buying Signals

Company pages can reveal signs that it may be a good time to reach out:

• Funding announcements
• Hiring sprees in a specific department
• Product launches
• Geographic expansion

Use these updates as conversation starters that tie your solution to visible company initiatives.

Build a Repeatable Prospecting Workflow

To get consistent results, organize your daily LinkedIn efforts like a structured Hubspot task queue.

Daily LinkedIn Prospecting Routine

Block 30–60 minutes per day and follow this simple routine:

1. Check saved search alerts: Review new matches and save promising profiles to a list.
2. Review group members: Add 3–5 new prospects from relevant groups.
3. Engage with activity feeds: Comment on 5–10 posts from prospects or target accounts.
4. Send connection requests: Personalize a small batch of high-quality invitations.
5. Log everything in your CRM: Track new connections and replies so nothing is lost.

Connect LinkedIn Prospecting to Your Sales Stack

Whether you work directly in the Hubspot CRM or another system, ensure every strong prospect you find on LinkedIn is recorded with:

• Full name and LinkedIn URL
• Role, company, and key notes
• How you found them (search, group, mutual connection)
• Dates of outreach attempts and responses

For additional help with CRM setup, sales workflows, and integration strategy, you may find resources at Consultevo, a consulting site focused on revenue operations and technology.

Next Steps: Apply This Hubspot-Style System Today

When you treat LinkedIn like a structured sales channel and borrow proven methods from a Hubspot-style process, you quickly move beyond random outreach and build a reliable stream of qualified prospects.

Start today by defining your ideal profile, building filtered searches, joining relevant groups, and creating a short daily routine. With consistent application, LinkedIn will become one of your most predictable and scalable prospecting tools.

Need Help With Hubspot?

If you want expert help building, automating, or scaling your Hubspot , work with ConsultEvo, a team who has a decade of Hubspot experience.

Scale Hubspot

“`