LinkedIn Sales Navigator — ORB Targeting + Outreach (Refined)
Date: 2026-03-02
Goal (90–120 days): Fill the pipeline with ORB calls using:
- Warm referrals + direct outreach
- MSP partnerships
- Sales Navigator lists + consistent messaging
1) Prep (one-time setup)
1.1 Your “minimum viable” LinkedIn profile
- Headline: Operational Resilience, Proven.
- About: 5–7 lines:
- 10-day baseline: security + restore verification + 30/60/90 plan
- Includes one real restore test
- Built for SMBs + nonprofits
1.2 Your single “sendable” asset
You need one link you can drop instantly:
- ORB one-pager (PDF or Google Doc)
1.3 Your tracking sheet (beginner-simple)
Create a Notion DB or Google Sheet with:
- Name / Company / Title / LinkedIn URL
- Segment: SMB / Nonprofit / VC-backed
- Status: Targeted → Requested → Accepted → Messaged → Call Booked → Won/Lost
- Last touch date / Next follow-up date
- Notes
2) Targeting (Sales Navigator lists)
2.1 Build account lists first (companies)
Create 2–3 saved account lists:
- CO SMB 11–150 — ORB
- CO Nonprofit 11–150 — ORB
- VC-backed / funded startups (optional list)
Account filters (starter):
- Geography: Colorado (then expand to West Coast)
- Headcount: 11–50 and 51–200
- Industry: pick a few you can speak to (professional services, agencies, B2B SaaS, nonprofits, etc.)
2.2 Then build lead lists inside those accounts
For each account list, create a lead search with:
- Seniority: Owner, CXO, VP, Director
- Titles (use multiple):
- CEO / Founder
- Executive Director (nonprofit)
- COO / Head of Operations / Director of Ops
- CFO / Finance Director
- IT Manager / Director of IT (if present)
- Office Manager (common in SMBs)
Lead list structure (keep it simple):
- “Warm Signals” (posted recently, job change, viewed profile)
- “Execs” (CEO/ED/CFO)
- “Ops/IT” (Director of Ops + IT)
3) Outreach strategy (don’t pitch fractional first)
3.1 Your message “frame”
You’re not selling fractional titles. You’re selling:
- “Can you restore?”
- “Here’s the proof and the plan in 10 days.”
3.2 Connection request notes (pick one)
Option A (restore hook): “Quick question: when was your last real restore test (not just ‘we have backups’)?”
Option B (nonprofit version): “Curious — have you tested a restore in the last 90 days? We see this bite nonprofits hard.”
3.3 After they accept (Message 1)
“Thanks for connecting. Reason I asked: we run a 10-day Resilience Checkup — baseline security review + one real restore test + a prioritized 30/60/90 plan. Want the one-pager?”
3.4 If they say “yes”
“Here it is: .
If it looks relevant, happy to do a 30-min intro. We can usually start within ~5 business days once access is ready.”
3.5 Follow-up (3–5 business days)
“Circling back — restore testing is one of those ‘we mean to’ tasks until something breaks. Want the one-pager?”
4) Daily cadence (beginner, realistic)
30–45 minutes/day
- Add 10–20 new leads to lists
- Send:
- 10 connection requests/day (with note)
- 10 follow-ups/day (from accepted connections)
- Log everything (even if it’s messy)
5) Referral program (network-driven)
5.1 The referral ask (copy/paste)
“Quick favor — do you know any SMBs or nonprofits that would benefit from a 10-day resilience baseline (security + restore verification + a 90-day plan)?
If an intro turns into a paid engagement, we offer a referral fee or donation option.”
5.2 Your referral incentive (recommended)
- 10% of ORB fee, capped at $1,500 OR a donation instead
- Paid after first payment clears
5.3 Referral “landing blurb” (to paste in DMs)
“We’ll run one real restore test and deliver a board-ready summary + 30/60/90 plan in 10 business days.”
6) MSP partnership play (your second channel)
6.1 Why MSPs will care
- ORB gives them proof-based upsell ammo
- You find gaps; they implement fixes
- It’s a clean, non-competitive wedge if you position it right
6.2 Who to target at MSPs
- Owner / President
- Director of Client Success
- vCIO / vCISO (if they have one)
- Sales lead
6.3 MSP outreach message (copy/paste)
“Quick idea: I run a 10-day Resilience Checkup that includes a real restore test + a 30/60/90 plan.
It’s designed to create clear remediation work (often perfect for the MSP).
Interested in a quick call to see if it fits your client base?”
6.4 Partner offer (keep it simple initially)
Start with:
- 15% referral fee on ORB deals, capped at $2,500
Then evolve into co-delivery or white-label once you’ve done a few together.
7) Handling capacity / waitlist without losing momentum
If you’re busy:
- Don’t say “we’re booked.” Say:
- “We can lock in the slot once access is ready; next available start is
.”
- “We can lock in the slot once access is ready; next available start is
- Offer:
- A quick “pre-kickoff checklist” so they feel progress immediately.
8) Metrics (track weekly)
- Connection requests → acceptance rate
- Accepted → reply rate
- Replies → calls booked
- Calls → proposals sent
- Proposals → closed
9) Targeting templates (copy/paste recipes)
9.1 Nonprofits (Colorado)
- Geography: Colorado
- Headcount: 11–50, 51–200
- Titles: Executive Director, COO, Director of Operations, Finance Director/CFO
- Messaging hook: restore testing + continuity
9.2 SMBs (Colorado)
- Geography: Colorado
- Headcount: 11–50, 51–200
- Titles: Founder/CEO, COO, Ops Director, Office Manager, CFO
- Messaging hook: account takeover risk + restore reality
9.3 VC-backed startups (optional)
- Geography: CO + West Coast
- Headcount: 1–50 (but funded)
- Titles: Founder/CEO, COO, Head of Ops, Head of IT
- Messaging hook: “prove recovery readiness before the next incident”
Appendix — “Don’t get your LinkedIn throttled” rules
- Keep messages short and human
- Avoid mass copy/paste blasts at high volume
- Mix in genuine replies and profile activity