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LinkedIn Integration

Salestools integrates with LinkedIn to automate your social selling workflow. Import leads from Sales Navigator, send connection requests, and engage with prospects directly from your campaigns.

Watch the setup video:

Getting Started​

Prerequisites​

Before connecting LinkedIn:

  • An active Salestools account (sign up at salestools.io)
  • A LinkedIn account (Sales Navigator recommended for best results)

Step 1: Connect Your LinkedIn Account​

  1. Go to https://app.salestools.io
  2. Navigate to Settings → LinkedIn
  3. Click Connect LinkedIn
  4. Log into your LinkedIn account when prompted
  5. Authorize the connection
  6. Your account will show as "Connected"

Step 2: Configure Settings​

  1. Go to Settings → LinkedIn Settings
  2. Configure your preferences:
    • Daily Connection Limit: Max connections per day (recommended: 20-30)
    • Daily Message Limit: Max messages per day (recommended: 50-100)
    • Working Hours: When LinkedIn actions should run

Importing Leads from Sales Navigator​

Step 1: Create a Lead List in Sales Navigator​

  1. Log into LinkedIn Sales Navigator
  2. Use filters to find your target prospects
  3. Save prospects to a Lead List
  4. Copy the Lead List URL from your browser

Step 2: Import to Salestools​

  1. Go to https://app.salestools.io/social-selling
  2. Click Import from Sales Navigator
  3. Paste your Lead List URL
  4. Select which fields to import
  5. Click Import Leads

What Gets Imported​

FieldDescription
First NameContact's first name
Last NameContact's last name
Job TitleCurrent position
CompanyCurrent employer
LinkedIn URLProfile link
LocationGeographic location
IndustryCompany industry

LinkedIn Actions​

Connection Requests​

Send personalized connection requests to prospects.

Setup:

  1. Create a new Social Selling campaign
  2. Add Connection Request step
  3. Write your connection note (max 300 characters)
  4. Use personalization variables:
    • {{first_name}} - Prospect's first name
    • {{company}} - Prospect's company
    • {{title}} - Job title

Example:

Hi {{first_name}}, I noticed we're both in the SaaS space.
Would love to connect and share insights!

Best Practices:

  • Keep notes under 200 characters for better acceptance
  • Personalize with specific details
  • Avoid sales pitches in connection notes
  • Reference mutual connections when possible

LinkedIn Messages​

Send direct messages to your 1st-degree connections.

Setup:

  1. Add LinkedIn Message step to your campaign
  2. Write your message
  3. Add follow-up messages with delays

Example Sequence:

  • Day 1: Initial message after connection accepted
  • Day 3: Follow-up if no reply
  • Day 7: Final follow-up with value offer

Profile Views​

View prospect profiles to get noticed before connecting.

Setup:

  1. Add Profile View step
  2. Typically used 1-2 days before connection request
  3. Creates familiarity before outreach

Campaign Setup​

Creating a Social Selling Campaign​

  1. Go to Social Selling in the Salestools dashboard
  2. Click Create Campaign
  3. Name your campaign
  4. Import leads from Sales Navigator
  5. Build your sequence:
    • Add LinkedIn actions (view, connect, message)
    • Set delays between steps
    • Add conditional logic based on responses

Multi-Channel Sequences​

Combine LinkedIn with email for powerful sequences:

Example Sequence:

  1. Day 1: View LinkedIn profile
  2. Day 2: Send connection request
  3. Day 3: Send email (if not connected)
  4. Day 5: Send LinkedIn message (if connected)
  5. Day 7: Send follow-up email

Conditional Logic​

Create smart sequences based on outcomes:

  • If connected: Send LinkedIn message
  • If not connected: Continue with email
  • If replied: Stop sequence, notify sales rep

LinkedIn Limits​

Stay within safe limits to protect your account:

Account TypeConnection RequestsMessagesContact Downloads
Regular LinkedIn30/day100/day2,000/day
Sales Navigator30/day200/day10,000/day

Safety Features​

Salestools includes built-in protections:

  • Rate Limiting: Automatic pacing of actions
  • Random Delays: Human-like timing between actions
  • Working Hours: Actions only during business hours
  • Daily Caps: Enforced limits to protect your account

Warning Signs​

If LinkedIn shows warnings:

  1. Reduce daily limits by 50%
  2. Pause for 24-48 hours if restricted
  3. Review connection notes for spammy content
  4. Check profile completeness

Best Practices​

Profile Optimization​

Before automating outreach, optimize your LinkedIn profile:

  1. Professional photo - Clear, friendly headshot
  2. Compelling headline - Value proposition, not just title
  3. Complete summary - Tell your story, include keywords
  4. Experience details - Achievements, not just responsibilities

Message Templates​

Connection Request:

Hi {{first_name}}, your work at {{company}} caught my attention.
Would love to connect!

Initial Message After Connecting:

Thanks for connecting, {{first_name}}!

I noticed {{company}} is growing fast. We've helped similar
companies achieve [specific result].

Would you be open to a quick chat?

Timing Strategies​

Best Times to Send:

  • Tuesday-Thursday: 8-10 AM or 5-7 PM (recipient's time zone)
  • Avoid: Weekends, Monday mornings, Friday afternoons

Sequence Timing:

  • Profile view → 1-2 days → Connection request
  • Connection accepted → 1 day → Thank you message
  • First message → 3 days → Follow-up

Analytics​

LinkedIn Metrics​

Track your performance in Analytics → LinkedIn:

MetricDescriptionGood Benchmark
Acceptance Rate% of connections accepted>25%
Response Rate% of messages replied>15%
Conversion Rate% that book meetings>5%

Troubleshooting​

Connection Requests Not Sending​

  • Check daily limits haven't been reached
  • Verify LinkedIn account is connected
  • Review for any LinkedIn restrictions

Low Acceptance Rate​

  • Personalize connection notes more
  • Target warmer leads (mutual connections, same industry)
  • View profile before sending request
  • Improve your LinkedIn profile

Account Restricted​

  1. Stop all automation immediately
  2. Wait 24-72 hours before resuming
  3. Reduce daily limits by 50%
  4. Focus on manual engagement for a week

Support​

Need Help?

Last Updated: January 2025 Version: 1.0